Perception

Prepared by Prof Siddharth Gole IIMS (Pune)

Definition

Perception is the process by which

Individuals organize and interpret.. their sensory impressions.. to give meaning to the environment. We dont see things as they are, we see things as we are A.Nin.
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Factors influencing perception Situation Time, work setting and social setting. Factors in the perceiver Attitudes, Motives, Interests, Experience and Expectations. Factors in the target Novelty, Motion, Sounds, Size, Background, Proximity, Similarity.
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Person Perception Attribution Theory

Our perceptions of people differ from our perceptions of inanimate objects. When we observe people, we attempt to develop explanations of why they behave in certain ways. Our perception and judgment of a persons actions, therefore will be significantly influenced by the assumptions we make about that persons internal state. Attribution theory has been proposed to develop explanations of the ways in which we judge people differently, depending on what meaning we attribute to given behavior.

Prepared by Prof Siddharth Gole IIMS (Pune)

Observation of behavior
When we observe individual behavior, we attempt to determine whether it was internally or externally caused. The three factors which determine whether it was caused internally or externally are

1.
2.

Distinctiveness of behavior
Consensus of behavior

High - External

Low - Internal
High - External Low - Internal High - Internal Low - External

3.

Consistency of behavior

Prepared by Prof Siddharth Gole IIMS (Pune)

Shortcuts in judging

1. 2. 3. 4. 5.

Selective Perception Characteristics that makes a person stand out. Halo effect General impression of person on the basis of single characteristics. Contrast effect Influenced by others we meet. Projection Easy to judge if we assume they are similar to us. Stereotyping We judge someone on the basis of our perception of the group.

Prepared by Prof Siddharth Gole IIMS (Pune)

Perception and individual decision making

How individuals in organizations make decisions and the quality of their final choices are largely influenced by their perceptions. Moreover every decision requires the interpretation and evaluation of information.
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Exhibit 5.3 Steps in Rational decision making

1. 2. 3. 4. 5. 6.

Define the problem. Identify the decision criteria. Allocate weights to the criteria. Develop the alternatives. Evaluate the alternatives. Select the best alternative.

Prepared by Prof Siddharth Gole IIMS (Pune)

Exhibit 5.5 Decision style model

High

Analytic

Conceptual

Tolerance for ambiguity

Directive

Behavioral

Low Rational
Way of thinking

Intuitive
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Prepared by Prof Siddharth Gole IIMS (Pune)

Gender impact

Overall, the evidence indicates that women analyze decisions more than men.

Prepared by Prof Siddharth Gole IIMS (Pune)

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Ethics in decision making

1. Utilitarian Greatest good for greatest number Decisions based on outcomes. Goals like efficiency, productivity and high profits are considered. 2. Justice This requires individuals to impose and enforce rules fairly and impartially so that there is an equitable distribution of benefits and costs. 3. Rights Decisions consistent with fundamental liberties and privileges.

Prepared by Prof Siddharth Gole IIMS (Pune)

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Thank you

Prepared by Prof Siddharth Gole IIMS (Pune)

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