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• Ø Personality
• Ø Individuality
• Ø Attitudes

• Affect – emotional component of an attitude,
• · How you feel about something
• Behavioral Intentions – component of an attitude,
• · How would you behave if given the opportunity
• Cognition – attitudes and perceptions of your behaviors
• · Cognitive aspect,
• ¨ Values
• ¨ Beliefs

• § Situational View – attitudes are flexible and shaped by the situation
• § Interactive View – both the situation and disposition exert influence on the attitude behavior end

• Job Satisfaction- Pleasurable or positive emotional state that results from the appraisal of ones job
• Organizational Commitment- Strength of an individuals identification with the organization
• Job Involvement- degree to which someone identifies with their job

• Persuasion- How you view the source
• Expertise
• Attractiveness
• Trust
• Message- No matter how attractive you are, if message sucks, it sucks; you cannot push a message
• Involvement-Involve people in the decision making process there is a 90% chance your decision will be accepted

only Attractiveness; pepole who are considered attractive tend to be more socially outgoing

• 84% personatliy is derived from your parents
• -confront situations like parents
• -Saying similar things

American Culture

Elements of a situation will dictate your personality

• Industry standard of personality test
• Shows which personality you are

• Intro- do you enjoy being by ourself
• Extra- Rather be in a crowd

• hear it, touch it, feel it
• Woman more intuitive

• Thinking- Logical Decision Making
• Feeling- goes with your gut

• Judging- Looks at your ability to be either task completion oriented
• Perceiving- Information Seeking; Analyze

Extraversion, Agreeableness, Conscoiusness,Emotional Stability, Openness to Experience

• · sociable and talkative
• § Agreeableness –
• · Good natured,
• · Cooperative
• · And trusting
• § Consciousness -
• · Responsible,
• · Dependable,
• · And reliable
• § Emotional Stability –
• · Calm
• · Secure
• § Openness to experience –
• · Would you go skydiving?

• Self Awareness
• Self Management
• Self Motivation
• Empathy
• Social Skills

• Self Awareness-
• SMan.- Once you send the email you can't take it back
• SMot.- Persistence
• Em- Snese how others are feeling
• SS- Ability to handle emotions of others

• Internal Locus of Control
• External Locus of Control

• Internal- Belief You believe your in control of your own fate
• External- Belief that someone else is in control of your fate

• = Process by which you select, organizat, and interpret stimuli from environment to give the environment meaning;
• Individuals may look at the same thing and perceive it differently

• Good moods
• Familiarity
• Self Concept
• Cognitive Structure

• Physical Appearance
• Personality
• Mode of dress

• Physical Appearance
• Verbal Communication
• Non-Verbal Communication
• Intensions

• PA- Dress, Looks, Race, Gender, Physical Deformity
• VC- Whats being said-content; How its being said- context
• NVC- Eye Contact, Hand Gestures
• I- if someone is older when they walk in the classroom you think they are the professor

• Social Context- if you are a student you say Prof.
• Discounting-Sitation determins persons behavior

• Selective Perception- support your POV, only see one side of an argument
• Stereotype- Group generalization, Life experiences,
• Self Fulfilling Prophecy-
• Implicit Personality Issue- Everything we say implies to everyone
• Halo Effect- allows one personality to override others;Looks

• Seeks reason for our/people's behaviors
• Weiner

• Actor Observer Bias
• Self Serving Bias
• False Consensus Effect
• Peronsal Characteristics Bias

• Observer attributes the actors behaviors to internal causes
• Actor is very well attributed with environment to external causes

• Makes Internal attributions for our successes
• Makes External attributions to our failures

• Project our own abilities on other
• -if they don't match, we make negative internal attributes

Look at personal characteristic if they can't do what you think they can do

* 7'2 guy that can't play basketball

Persuasion

• Physical attractiveness
• Expertise in Subject
• Trustworthiness
• Motiveness to change
• Message Charteristics

• Biological
• Social
• Cultural
• Situational

•Motivation -The willingness to exert high levels of effort to reach organizational goals, conditioned by the effort’s ability to satisfy some individual need



•Need- An internal state that makes certain outcomes appear attractive

• * Physiological: food, drink, shelter, sex
• * Safety: physical safety
• * Social: affiliation with others, affection, friendship
• * Esteem: Internal (self-respect, autonomy, and achievement); external (status, recognition, and attention)
• * Self-actualization: personal growth and fulfillment

•Theory X- (negative) The assumption that employees dislike work, are lazy, seek to avoid responsibility, and must be coerced to perform


•Theory Y (positive)- The assumption that employees are creative, seek responsibility, and can exercise self-direction.

• Intrinsic factors relate to job satisfaction, while
• Extrinsic factors relate to job dissatisfaction.

• Hygiene factors- Supervision, Company policy, Relationship with Supervisor, Working Conditions, Salary, Relationship with peers, Personal Life, Relationship with Employees, Status, Security
• Motivators- Achievement, Recognition, Work Itself, Responsibility, Advancement, and Growth

Need for Achievement (nAch)- drive to excel, achieve a set of standards, strive to succeed.

Need for Power (nPow)- make others begave in a way that they would not have behaved otherwise.

Need for affiliation (nAff)- Desire for friendly and close interpersonal relationships.

• Pay for Performance Programs
• Minimum-Wage Employees
• Professional and Technical Employees

Compensation that pays employees on the basis of performance measures not directly related to time spent on the job.

*Piece rate plans *Gainsharing *Wage-incentive *Profit sharing *Lump-sum bonuses

*Use employee recognition programs * Provide praise * Empower Employees * Provide career development opportunities

*Provide job challenge: new assignments and projects * Provide support and resources * Increase Autonomy * Provide continuing education opportunities * Provide recognition for accomplishments