...and employees are constantly posed with challenges of making the rational decisions so as to reach an optimal outcome for the business. However, research has repeatedly demonstrated that in the real world, most decision making in organizations are not completely rational. Person perception is the main issue in organizational behavior and decision making for the fact that based on M.J. Martinko et al.’s (2007) assertion the limited information or immediate impressions of employee performance could result in an inaccurate perceptual judgment made by the employers. In an attempt to explain the ways in which people form perceptions about each other, this essay will examine the influence of the attribution theory towards decision-making and illustrate three common biases and errors that distort the attribution formation through the application of three mini-case. This essay will also discuss the importance of attribution theory in relation to organizational behavior as well as decision-makers in organizations. Attribution theory is concerned with how individuals perceive and infer causality (Robert E. Ployhart and Crystal M. Harold, 2004). Johns et al. (2007) also state that the attribution theory is an attempt when individuals observe behavior to determine whether it is internally or externally caused. Internally caused behaviors refer to the behaviors which are under individual control while externally caused behaviors are the result of outside causes (Johns et al. 2007)...
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...self competency. Joe's employees understood the importance of perceptions and attributions. They were able to adapt and get attached to client's lives in order to increase their sales. The employees related themselves to their customers and made difference to the company's business. Joe offered a good example to the industry that how the customers, employees and the organization benefits by using the perceptions , attribution principals, and learning theory of organization and behavior practices. 1. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Perception is defined as a process by which individual selects, organizes, interprets and responds to information. Attribution is how individuals understand and explain causes of behavior and events including the behavior of themselves and of others. (wikipedia.gov). Perceptions & Attributions play a key role in a business and it can lead to making a sale or losing a sale. The customers perception and attributions helps the sales professional to control and understand how a potential customer perceives them and also the product he is attempting to sell. This is considered as impression management (Hellriegel and Slocum. 2011. pp.117). Success for a salesperson often lies in the nuances of social behavior and the skills for building relationships and controlling another person’s perception. Convincing the customer in perceiving that the product is...
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...million in office, promotional, arts-and-crafts, and computer supplies to more than 60,000 businesses around the country” (Hellriegel & Slocum, 2009). Salatino’s employees are able to earn roughly between $60,000 and $100,000 a year depending on their sales. The leader of this organization has developed a system to create revenue and profit while motivating employees. Perceptions and Attributions It is critical for Salatino and his employees to understand the importance and concept of how individuals will form perceptions and make attributions. Perception describes the way people filter, organize, and interpret sensory information (Duggan, 2009). Attribution explains how people act; determining how people react to the actions of others as well. Salatino holds a position where it is his duty to guide and give directions to his employees. His main focal point should be helping his employees understand Great Northern American’s mission and gradually work toward achieving it. The behavior that occurs within an organization is a direct reflection of the people’s perceptions and attributions. Accurate perception gives the employees the opportunity to decipher what they see and hear in the work environment adequately to make decisions, finish tasks, and perform in an ethical manner....
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...accuracy of stereotypes. 4. Describe the attribution process and two attribution errors. 5. Diagram the self-fulfilling prophecy process. 6. Discuss three types of diversity initiatives. 7. Explain how the Johari Window can help improve our perceptions. 8. Identify the ‘Big Five’ personality dimensions. 9. Discuss the psychological dimensions identified by Jung and measured in the Myers-Briggs Type Indicator. Perception and personality in organisations Why do so few women opt for careers in Engineering and Information Technology? •Sex-role stereotyping •Fewer role models •Low self-confidence •Image of industry Perceptual process model Environmental stimuli Feeling Hearing Seeing Smelling Tasting Selective attention Organisation and interpretation Emotions and behaviour © Ian Cugley/News Limited Selective attention • Characteristics of the object –size, intensity, motion, repetition, novelty Perceptual organisation/interpretation • Perceptual grouping principles –trends –similarity/proximity –closure • Perceptual context • Characteristics of the perceiver –values and attitudes –perceptual defence –expectations − condition us to expect events • Mental models –broad world-views or ‘theories-in-use’ –can blind people to potentially better perspectives 1 Social identity theory ACME widget employee Employees at other firms People living in other countries Graduates from other schools Social identity theory features • Comparative process –compare...
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...importance of how people form perceptions and make attributions. Understanding of how individuals form their perceptions and make attributions can be the difference between making a sale and losing a sale for Joe’s employees. When a sales professional understands how others form their perceptions and make attributions, they can utilize that information to control how a potential customer perceives not only them but also the product in which they are attempting to sell. Forming a perception with the customer that the sales professional is competent and trustworthy will heighted the possibility of making a sale to that customer. This is considered impression management (Hellriegel and Slocum. 2011. pp.117). Aiding the customer in perceiving that the deal being offered is a great value, that the customer needs the product, and that the product is worth the money spent is also important in the sales process and is a form of impression management. Perception is said to be the “process by which the individual selects, organizes, interprets, and responds to information” (pp.104). Attribution is how individuals understand and explain causes of behavior and events including the behavior of themselves and of others (pp. 119). To be successful at sales one needs to create perception that they are an authority in their line of work and can be trusted to provide their customers with accurate information on the product. It is when they gain this benefit of perception that they become successful...
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...importance of how people form perceptions and make attributions. Understanding of how individuals form their perceptions and make attributions can be the difference between making a sale and losing a sale for Joe’s employees. When a sales professional understands how others form their perceptions and make attributions, they can utilize that information to control how a potential customer perceives not only them but also the product in which they are attempting to sell. Forming a perception with the customer that the sales professional is competent and trustworthy will heighted the possibility of making a sale to that customer. This is considered impression management (Hellriegel and Slocum. 2011. pp.117). Aiding the customer in perceiving that the deal being offered is a great value, that the customer needs the product, and that the product is worth the money spent is also important in the sales process and is a form of impression management. Perception is said to be the “process by which the individual selects, organizes, interprets, and responds to information” (pp.104). Attribution is how individuals understand and explain causes of behavior and events including the behavior of themselves and of others (pp. 119). To be successful at sales one needs to create perception that they are an authority in their line of work and can be trusted to provide their customers with accurate information on the product. It is when they gain this benefit of perception that they become successful...
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...520 6 May 2012 Joe Salatino, President of Great Northern American Case Study Introduction This paper will discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. It will also evaluate which learning theory would be most appropriate for Joe to apply in his situation and explain why. A discussion on the way Joe could apply the learning theory that was previous selected to improve employees’ performance will also be included. Upon conclusion a determination will be made on how Joe could leverage an understanding of the value of self-efficacy to ensure he hires the most successful salespeople. Forming perceptions and making attributions According to Dr. Bill Saleeby, perception is a process that creates meaning by interpreting and selecting. Our perceptions of others are based entirely on these concepts; on our own selection of friends and our interpretation of their characteristics. Since first impressions are usually made within the first 10 seconds, these perceptions are important because it allows us to evaluate any possible closed-mindedness or quick judgment. Dr. Bill Saleebey also states that most people base their perceptions of others on character rather than environment and surroundings. Periodical perceptions, which are used regularly by Joe’s employees, are those questioned regularly and in different environments or circumstances. This helps his employees combat quick judgments based on preconceptions...
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...of Understanding How People Form Perceptions In the case of Joe Salatino, he is the new president of Great Northern American and he bases the success of his company by the amount of money he pays the employees. The firm’s salespeople sell millions of products each year. The lead person of this telemarketing company believes that spending money on commissions and bonuses is necessary to keep his salespeople motivated. The company uses all kinds of motivational tactics in the salesroom to keep the employees engaged at work. Many of Joe’s top workers earn thousands of dollars a year plus commission, but usually it takes about a year for an employee to build up their clientele. With in the article it goes to discuss how the salespeople go above and beyond to build a strong relationship with the customers. Joe believes it increases sales when the employees for a memorable relationship with the customers. As a result, when Joe is looking to hire new people; he looks for them to have great communication skills, be highly motivated and considerate. Finally, Joe looks for workers that know their strengths and weakness and thrive to take the initiative without having to be direct all the time. In the workplace, perceptions quickly become formed whether accurate or artificial. Perceptions and inaccurate assumptions of work habits, personal relationships are mostly form over company gossip. Joe Salatino needs to explain to his employees that perceptions in the workplace can impact careers...
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...The Nature of Errors in Human Perception Everyday individuals try to make sense of the environment that they are presented with. What we perceive can be significantly different from objective reality, this is because people’s behavior is based on their perception of what reality is, not reality itself. Perception is the process by which individuals organize and interpret their impressions in order to give meaning to their environment. The process of perceiving and interpreting the behavior of other individuals takes time. Consequently, techniques have been developed to speed up this task. These techniques can be used to make accurate perceptions quickly and provide validity for making predictions. One of these techniques is Attribution Theory: the theory that when we observe what seems like atypical behavior by an individual, we try to determine whether it is internally or externally caused. Internally meaning the individual is responsible for the behavior, externally meaning something outside of the individual caused the behavior. Attribution theory can be a great tool; however, it is not always accurate and can distort the perception process. Individuals tend to underestimate the influence of external factors and overestimate the influence of internal factors when making judgements of others. This is known as the fundamental attribution error. This leads to perceptual errors. We can try to make accurate perceptions about other individuals but we will always come across flaws...
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... 2011). One of the top salespeople at the company can make 20 to 25 calls an hour (Hellriegel & Slocum, 2011). This kind job of could be hard on a person if he or she is not very customer oriented. Joe should use the social learning theory to help his employees understand the importance of how people form perceptions and make attributions. Joe could use several methods apply this theory to help improve the employee’s performance. Joe could also gather a clearer understanding of self efficiency, and this would help him hire people who will be successful. Incorporating social learning theory into his company and helping his employees have a better understanding of how people work will help Joe’s company become even more successful. Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions. Knowing how people form perceptions and make attributions is important because it will enhance the number of customers who shop with the company. Joe should inform his employees that the success of the company depends on the customer’s perception of the company and its employees. Customers will form perceptions and make attributions based on the actions of the employees. Duggan (2012), “Perception describes the way...
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...(6-8) page paper in which you: 1. Discuss how Joe could address the importance of understanding how people form perceptions and make attributions about others with his employees. 2. Evaluate which learning theory (either operant conditioning, social learning theory, or the learning theory you researched in Week 3) would be most appropriate for Joe to apply in this situation and explain why. 3. Discuss ways that Joe could apply the learning theory you selected to improve employees’ performance. 4. Determine how Joe could leverage an understanding of the value of self-efficacy to ensure he hires the most successful salespeople. 5. Include three (3) external peer-reviewed sources to support your position. Your assignment must follow these formatting requirements: • Be typed, double spaced, using Times New Roman font (size 12), with one-inch margins on all sides; references must follow APA or school-specific format. Check with your professor for any additional instructions. • Include a cover page containing the title of the assignment, the student’s name, the professor’s name, the course title, and the date. The cover page and the reference page are not included in the required page length. The specific course learning outcomes associated with this assignment are: • Identify the key factors that contribute to individual perceptions. • Review learning theories and their relationship to organizational performance. • Use technology and information resources to research...
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...Attribution Theory and Depression Mike E. Calderin Christopher Newport Attribution Theory and Depression Baron, Branscombe, and Byrne (2009) explain the attribution theory as not wanting to just know how ourselves and others act, but why we and others act that way. People assign attributes or reasons to why something happens to better perceive, justify, and understand why people act the way they do. The Attribution Theory can be applied to many different areas of peoples’ lives. In recent years the attribution theory has been applied to different areas including Depression (Baron, Branscombe, & Byrne, 2009). According to the Mayo Clinic Staff depression is defined as, “a medical illness that causes a persistent feeling of sadness and loss of interest” (2013). Depression affects how you act and how you think. It is long-term and not just a momentary feeling. A variety of factors are linked to causing depression and a great deal of variance exists amongst the different variables (Mayo Clinc, 2013). Many different variables are linked to depression and treatment works different for different individuals. Depression covers a wide spectrum in both causes and treatment. The Attribution theory relates to how we see others’ behaviors in an effort to understand people’s motives, goals and intentions (Baron, Branscombe, and Byrne, 2009). The attributions we assign to others may be bias or misinformed based on other variables. Attributes can be stable...
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...Assignment 2 July 29, 2012 Discuss why Joe’s employees need to understand the importance of how people form perceptions and make attributions: Great Northern American, according to (Hellriegel, 2011), is a telemarketing organization that sells office supplies, promotional products, arts-and-crafts, and computer supplies over the phone. This publication will study the importance of how people form perceptions and make attributions as well as well as which learning theory (either the operant conditioning, social learning theory or learning theory) would be most appropriate for Joe Salatino to apply to motivate his salespeople. This publication will also study how Joe Salatino can use the value of self-efficacy to ensure that he hires quality salespeople that have the potential to be highly successful in a telemarketing environment. According to (Hellriegel, 2011, p. 104), “Perception is the process by which the individual selects, organizes, interprets, and responds to information.” Based on information from (Duggan, 2012), perception also includes the gathering of sensory information through the body via sight, sound, touch, taste and smell. The Attribution Process, according to (Hellriegel, 2011, p. 119), “refers to the ways in which people come to understand the causes of their own and others’ behaviors.” The need to understand a person’s perceptions and attribution processes is due to the nature of the environment in which Joe Salatino’s employees find themselves with...
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...Final Project Optimistic / Pessimistic Attribution Theory Introduction There are many theories in the field of social psychology that can be used to explain, predict, or forecast behavior. As events occur throughout history, patterns can be analyzed and attributed to known theories that were birthed by educated scholars in this field. However, no theory s absolute in its outcome. As society changes, the applicability of each theory also changes. “Social Darwinism” was coined by Richard Hofstadter to label theories created around 1870 and primarily addresses survival and creation, as it was known in that era (Leonard, 2009). It is well known that Charles Darwin theorized that only the fittest members of society would ultimately survive. Modern science and technology has expanded to depths far beyond that of the 1800s. Research and real-time information has provided an outlet which allows scholars access to information that was not available during this period. The result of this influx of data allows current day researchers – and students – the ability to expound and expand older theories to fit modern culture. Whereas Darwin’s theory may have specifically defines mortality and the ability to thrive as it pertains to life and death, survival of the fittest can now be applied to a plethora of modern day situations, such as the stock market (only those who are savvy in the art of trading will be successful), technology (on the applications...
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...and Organizational Behavior July 26, 2012 Strayer University This case study involves the importance of perceptions and how it effect attributions in the business world. We will use Joe Salatino, President of Great Northern American, as an example of how businesses can be successful when their customers are their top priority and employees learn how to understand their customer needs to improve sales. There are three learning theories operational conditioning, social learning and learning. We will discuss how one of these theories would be appropriate for Mr. Salatino’s business and how that theory could improve his employee’s performance. The last item is how self-efficacy is used to ensure the best candidate is hired for the company who can be successful. Mr. Salatino has a successful 35 year business. The reason is based on paying his employees bonuses and commissions in relation to their sales. The one thing Mr. Salatino’s employees need to understand is the importance of how people form perceptions and make attributions. So, what is perception? Perception is “the process, by which the individual selects, organizes, interprets, and responds to information” (Organization Behavior, p. 104). However, one perceives something to be is true to them even though their perception could be completely wrong. Our perceptions remain the same unless something in our internal or external environment illustrates we could be wrong. People perceive things...
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