ROBBINS CHAPTER-5

1. ROBBINS CHAPTER-5 DR. PATRICK J. SWEENEY ENM/MSC 582 SWEENEY

2. Perception and Decision Making • PERCEPTION IS REALITY • Perception controls the behavioral world • The perceiver…the devious think others are devious: understand the perceiver: most will see what they wish to see • The target…consider the background • The situation…out of place draws attention ENM/MSC 582 SWEENEY

3. Perception and Decision Making • The Perceiver • Get into his/her head • Understand his/her background, values, etc. • Devious will consider you devious…… • The Target • You will see what you expect* • Background • Motorcycles, with lights on…invisible. • The Situation…is it out of place? • Fig. 5-1 ENM/MSC 582 SWEENEY

4. Perception and Decision Making • The Perceiver • Get into his/her head • Understand his/her background, values, etc. • Devious will consider you devious…… • The Target • You will see what you expect* • Background • Motorcycles, with lights on…invisible. • The Situation…is it out of place? • Perception Fig. 5-3 ENM/MSC 582 SWEENEY

5. Perception and Decision Making • JUDGING OTHERS • Attribution Theory, Fig. 5-3 • Internal/external (applies to the following) • Distinctiveness…situational (lazy/ambitious) • Consensus…everyone does it • Consistency…does it every time • Fundamental attribution error…overestimating internal factors • Self-serving … good is to our credit andbad is their fault ENM/MSC 582 SWEENEY

6. Perception and Decision Making • JUDGING OTHERS • Shortcuts • Selective perception…seeing what we want to see, hi visible characteristics, biases (sales/engr/mgt) • Halo effect…single characteristic judgment • Contrast…based on those around • Projection…they are all just like me • Stereotyping…based on group (race, ball players) ENM/MSC 582 SWEENEY

7. Perception and Decision Making • JUDGING OTHERS • Corporate applications • Employment interview…we don’t do too well, the FIRST 5 MINUTES…critical, critical, critical • Performance expectations…self-fulfilling, we get what we expect • Performance evaluations…perception of specific characteristics rules • Employee effort…may be most important • Employee loyalty…critical, you must be loyal ENM/MSC 582 SWEENEY

8. Perception and Decision Making • PERCEPTION AND DECISION MAKING • Perception rules • Libyan airliner & Israeli general* • Rational decision making…scientific • Creative decision making, Fig. 5-5 • Experience, motivation, creative skills* • Real decision making • Fire captain arriving at a fire • Fighter pilots in air to air combat • Your decisions ENM/MSC 582 SWEENEY

9. Perception and Decision Making • REAL DECISION MAKING • Experts do much better than novices !!!!! • Bounded rationality • Intuition • Problem identification • Alternative development • Making choices - • Available heuristic • Representative heuristic • Escalation of commitment ENM/MSC 582 SWEENEY

10. Perception and Decision Making • Individual differences…style, Fig. 5-6 • Org constraints • Performance evaluation • Reward system • Regulations, rules, policies • Time constraints • Historical precedents • Cultural in orgs and countries ENM/MSC 582 SWEENEY

11. Perception and Decision Making • MAKING JUDGMENTS OF OTHERS • Attribution theory • Internal and external control • Distinctiveness…different from time to time • Consistency over time • Shortcuts ENM/MSC 582 SWEENEY

12. Perception and Decision Making • LOOKING AT THE ETHICS • Utilitarianism • Rights • Justice • If it doesn’t seem right, it probably isn’t… don’t do it, rethink it and fix it. ENM/MSC 582 SWEENEY

13. Perception and Decision Making • HOW CAN YOU IMPROVE YOUR PERCEPTIONS • Of others? • Of others’ perceptions of you? • HOW CAN YOU IMPROVE YOUR DECISION MAKING? ENM/MSC 582 SWEENEY

14. Notes ENM/MSC 582 SWEENEY