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Unformatted text preview: is a form of selectivity, and its lasting effects illustrate
the operation of constancy. Sometimes, a recency effect occurs in which people give
undue weight to the cues they encountered most recently. In other words, last
impressions count most. Landing a big contract today might be perceived as
excusing a whole year’s bad sales performance. Chapter 3 73 Perception, Attribution, and Judgment of Others Reliance on Central Traits
Even though perceivers tend to rely on early information when developing their perceptions, these early cues do not receive equal weight. People tend to organize their
perceptions around central traits, personal characteristics of the target that are of
special interest to them. In developing her perceptions of her new co-worker, the
experienced engineer seemed to organize her impressions around the trait of intellectual capacity. The centrality of traits depends on the perceiver’s interests and the situation. Thus, not all engineers would organize their perceptions of the new worker
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This document was uploaded on 03/27/2014.
- Spring '14