Variables Influencing Individual Behavior

Propositions of Interactional Psychology

Behavior is a function of continuous, multidirectional interaction between the person and the situation. The person is active in this process and both changes situation and is changed by them.

People vary in many characteristics, including cognitive, affective, motivational and ability factors.
Two aspects of a situation are important: the objective situation and the persons subjective view of the situation.

Learning Outcome

Articulate key personality traits and explain how they influence behavior in organizations.

Personality
The relatively stable set of characteristics

that influences an individuals behavior

and lend it consistency.

Personality Theories
Trait Theory understand individuals by breaking down behavior patterns into observable traits Psychodynamic Theory emphasizes the unconscious determinants of behavior Humanistic Theory emphasizes individual growth and improvement Integrative Approach describes personality as a composite of an individuals psychological processes

Big Five Personality Traits

Big Five Personality Traits Association with Work Behaviour

Introverted and conscientious employees less likely to be absent from work Individuals with High Agreeableness tend to rate others leniently on peer evaluations than those with High conscientiousness tend to be tough raters Extraverts get more easy promotion and more satisfied with salary and career Across many occupations people with High conscientiousness are more motivated and are high performers For customer service jobs individuals with High emotional stability, openness to experience, and agreeableness

Personality Characteristics in Organizations

A strong situation can overwhelm the effects of individual personalities by providing strong cues for appropriate behavior

Personality Characteristics in Organizations

Strong personalities will dominate in a weak situation

Personality Characteristics in Organizations

Locus of Control
Internal
I control what happens to me!

External
People and circumstances control my fate!

Whats Your Locus of Control?

Choose a or b for each item:
1.
a. Becoming a success is a matter of hard work; luck has little or nothing to do with it. b. Getting a good job depends mainly on being in the right place at the right time. 2. a. The average citizen can have an influence in government decisions. b. This world is run by the few people in power, and there is not much the little guy can do about it.

Whats Your Locus of Control?

3. a. As far as world affairs are concerned, most of us are the victims of forces we can neither understand nor control. b. By taking an active part in political and social affairs, people can control world events. 4. a. With enough effort we can wipe out political corruption. b. It is difficult for people to have much control over the things politicians do in office.

Self-Efficacy
beliefs and expectations about ones ability to accomplish a specific task effectively
being able to perform effectively in wide variety of situations

Persons overall view of oneself as

Personality Characteristics in Organizations

Sources of self-efficacy Prior experiences and prior success Behavior models (observing success) Persuasion Assessment of current physical and emotional capabilities

Self-Esteem
Failure tends to decrease self-esteem

Success tends to increase self-esteem

Learning Outcome

Discuss how personality theories may be applied in organizations.

Four Measures of Personality

[Projective Test] elicits an individuals response to abstract stimuli [Behavioral Measures] personality assessments that involve observing an individuals behavior in a controlled situation

Four Measures of Personality

[Self-Report Questionnaire] assessment involving an individuals responses to questions [Myers-Briggs Type Indicator MBTI)] instrument measuring Jungs theory of individual differences

Myers-Briggs Type Indicator

[Based on Carl Jungs theories]
People are fundamentally different People are fundamentally alike Population made up of extraverted and introverted types.

Myers-Briggs Type Indicator [Based on Carl Jungs theories]

Human similarities/differences understood by combining preferences No preferences better than others Understand, celebrate, and appreciate differences

MBTI Preferences
Preferences Extraversion Introversion Sensing Thinking Judging Represents

How one re-energizes How one gathers Intuiting information How one makes Feeling decisions Perceiving How one orients to the outer world

Type Theory Preferences & Descriptions

EXTRAVERSION SENSING(S) (E)
Outgoing Publicly expressive Interacting Speaks, then think Gregarious Practical Specific Details Concrete Feet on ground

THINKING(T)
Analytical Clarity Justice Rules

JUDGING(J)
Structured Time-oriented Make lists/uses them Organized Takes decisions

INTROVERSION (I)
Quiet Reserved Concentrating Think, then speaks Reflective

INTUITION(N)
General Abstract Possibilities Theoretical Gut-sixth sense

FEELING(F)
Subjective Harmony Heart Mercy Circumstance

PERCEIVING(P)
Flexible Open-minded Exploring Make lists/loses them spontaneous

MBTI Scales
ISTJ
Introverts

ISFJ

INFJ

INTJ

ISTP
ESTP
Extraverts
SOURCE: Modified and reproduced by special permission of the Publisher. Consulting Psychologists Press, Inc. Palo Alto, CA 94303 from Introduction to Type, Sixth Edition by Isabel Briggs Myers. Copyright 1998 by Consulting Psychologists Press, Inc. All rights reserved. Further reproduction is prohibited without the Publishers written consent.

ISFP
ESFP ESFJ

INFP
ENFP ENFJ

INTP
ENTP ENTJ

ESTJ

Sensing Types

Intuitive Types

Characteristics Frequently Associated with each Type

ISTJ
quiet, serious, earn success by dependability, practical, realistic and responsible, decide logically, organized and structured, value traditions and loyalty

ISFJ
Quiet, friendly, responsible, committed to obligations, through, painstaking and accurate, loyal, remember specifics about people, concerned how others feel , harmonious environment at work & home

ISTP
Tolerant,flexible, quiet observers until a

ISFP
Quiet, friendly, sensitive, kind, enjoy

problem appears, then act quickly. Analyze what works and get loads of data to get the core of the problems, interested in cause and effect, organize facts using logical principles, value efficiency

present moment, own space and own time frame, loyal to people and values, dislike conflicts, do not force their opinions on others

Characteristics Frequently Associated with each Type

ESTJ
Practical, realistic, facts driven, decisive, quickly move to implement
decisions, organize projects and people to get things done, focus on getting results,in the most efficient way possible. Take care of routine details, have clear set of logical standards, systematically follow them and want others the same. Forceful in implementing their plans

Myers-Briggs Type Indicator

In the 1940s, Myers and Briggs Understand different to understand developed the MBTI viewpoints of others in the organization. individual differences by analyzing Team building. the combinations of preferences. Show benefits of diversity and differences.