2011 - 3/31/2011 Attribution Theory I) Patty Hearst A)...

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3/31/2011 Attribution Theory I) Patty Hearst A) Attributional question: to what do we attribute her behavior? II) Assessments: Characteristic attributional style A) Global-Specific A.1) Global: “I’m no good” A.2) Specific: “I’m no good at math” B) Stable-Unstable B.1) Stable: “I’ve always had poor hand eye coordination” B.2) Unstable: “I just wasn’t paying close enough attention” C) Internal-External C.1) Internal: “I don’t do really well on multiple choice tests” C.2) External: “these questions were very picky” D) Style determines success in life D.1) Attributional style and the longevity and productivity of life insurance agents (Seligman and Schulman, 1986) (D.1.a) Longevity- % remaining with MetLife after 1 year D.1.a.i Top quartile – 61% D.1.a.iiTop half – 54% D.1.a.iii Bottom half – 29% D.1.a.iv Bottom Quartile – 20% (D.1.b) Productivity – sales D.1.b.i Top quarter outsells bottom quarter by 40% in 1 st year By 57% during 2 nd half of 1
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2011 - 3/31/2011 Attribution Theory I) Patty Hearst A)...

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