CHAPTER 5: PERCEPTION AND INDIVIDUAL DECISION MAKING

We don’t see things as they are, we see things as we are

Done by:

Moneer ALRajhi

Abdulaziz ALRayes

2

AFTER STUDYING THIS CHAPTER,YOU SHOULD BE ABLE TO:

1. Explain how two people can see the same thing and interpret it differently.

2. List three determinants of attribution.

3. Describe how shortcuts can assist in or distort our judgment of others.

4. Explain how perception affects the decision-making process.

5. Outline the six steps in the rational decision-making model.

L E

A R

N I

N G

O

B J

E C

T I

V E

S

3

AFTER STUDYING THIS CHAPTER,YOU SHOULD BE ABLE TO:

6. Describe the action of the bounded_rational decision maker.

7. List and explain the common decision biases or errors.

8. Identify the conditions in which individuals are most likely to use intuition in decision making.

9. Contrast the three ethical decision criteria.

L E

A R

N I

N G

O

B J

E C

T I

V E

S (

con

t’d

)

Example:

.Looking at the painting, some may perceive it as beautiful, the others as ugly.

then the question arises is why the same objects is perceived/understood differentially by different people.

The answer to it is perception which is cognitive factor of human behaviour. 4

5

What Is Perception?

•People’s behavior is People’s behavior is based on their based on their perception of what perception of what reality is, not on reality is, not on reality itself.reality itself.

•The world as it is The world as it is perceived is the world perceived is the world that is behaviorally that is behaviorally important.important.

•People’s behavior is People’s behavior is based on their based on their perception of what perception of what reality is, not on reality is, not on reality itself.reality itself.

•The world as it is The world as it is perceived is the world perceived is the world that is behaviorally that is behaviorally important.important.

PerceptionIs the process of receiving information about and making sense of the world around us, it involves deciding which information to notice, how to categorized this information and how to interpret it within the framework of existing knowledge

6

Factors ThatInfluence

Perception

FIGURE 5-1

Expectation: can distort your perceptions in that you will see what you expect to see.

Research finding of the study conducted by Sheldon Zalkind,Timothy

Costello on some specific characteristics of the perceiver reveal:

*Knowing oneself makes it easier to see others accurately.

*One’s own characteristics affect the characteristics one is likely to see in others.

continued

*people who accept themselves are more likely to be able to see favourable aspects of others people.

*accuracy in perceiving others is not a single skill.

These four characteristics greatly influence how a person perceives others in the environmental situations

9

Person Perception: Making Judgments About Others

Determining Factors

Distinctiveness: shows different behaviors in different situations.

Consensus: response is the same as others to same situation.

Consistency: responds in the same way over time.

Determining Factors

Distinctiveness: shows different behaviors in different situations.

Consensus: response is the same as others to same situation.

Consistency: responds in the same way over time.

10

Attribution TheoryFIGURE 5-2

11

Errors and Biases in Attributions

12

Errors and Biases in Attributions (cont’d)

13

Frequently Used Shortcuts in Judging Others

14

Frequently Used Shortcuts in Judging Others

15

Frequently Used Shortcuts in Judging Others

16

Specific Applications in Organizations

Employment Interview

Perceptual biases affect the accuracy of interviewers’ judgments of applicants.

Performance Expectations

A situation in which one person inaccurately perceives a second person and the resulting expectations cause the second person to behave in ways consistent with the original perception.

Performance Evaluations

Appraisals are subjective perceptions of performance.

Ethnic Profiling

Assessment of individual effort is a subjective judgment subject to perceptual distortion and bias.

17

The Link Between Perceptions and Individual Decision Making

Perceptions of the

decision maker

Perceptions of the

decision maker

Outcomes