Foundation of Individual Behavior

Ability, Personality, Learning & Shaping

Biographical Characteristics for Personality Determination

Personal Characteristics such as Age Gender Marital Status Number of dependents Tenure

Ability
An individuals capacity to perform the various tasks in a job Intellectual Ability Physical Ability

Dimensions of Intellectual Ability

Dimension Number Aptitude Description Job Example

Ability to do speedy and Accounts accurate arithmetic's Plant MgrFollowing Corporate Policies

Verbal Ability to understand Comprehension what is read or heard and relationship of words to each other Perceptual Speed

Ability to identify visual Fire similarity and Investigator, differentiate quickly and Traffic Police accurately

Dimensions of Intellectual Ability

Inductive Reasoning Ability to identify a Market logical sequence in a Research problem and then solve a problem Ability to use logic Supervisor and access the implication of an argument Ability to Imagine Interior how an object would Decorator look like if its position in space would change

Deductive Reasoning

Spatial Visualization

Dimensions of Intellectual Ability

Memory Ability to retain an recall past experience Sales Person

Personality
A sum total of the way in which an individual reacts and interacts with others

Personality Determinants
Heredity Environment Situation

Personality Traits
Enduring Characteristics that describe an individual behavior. Myres and Briggs Type Indicator Sixteen Primary Traits The Big Five Model

Myres and Briggs Indicator

A personality test that taps 4 Characteristics and classifies people in to 16 personality types: Introvert or Extrovert ( I or E) Sensing or Intuitive ( S & N) Thinking or Feeling ( T & F) Perceiving or Judging( P & J) Examples: INTJ are Visionary ESTJ are organizers ENTP are conceptual

Sixteen Primary Traits are

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. Reserved Vs Outgoing Less Intelligent Vs More Intelligent Affected by Feelings Vs Emotionally Stable Submissive Vs Dominant Serious Vs. Happy go lucky Expedient Vs. Conscientious Timid Vs. Venturesome Tough-minded Vs Sensitive Trusting Vs. Suspicious Practical Vs Imaginative Forthright Vs Shrewd Self assured Vs Apprehensive Conservative Vs Experimenting Group dependent Vs Self Sufficient Uncontrolled Vs. Controlled Relaxed Vs. Tense

BIG Five Model

Extraversion: Sociable, talkative , assertive Agreeableness: Good Natured, Cooperative, and trusting Conscientenciousness: Responsible, dependable, persistent and achievement oriented Emotional Stability: Calm, enthuasictic, secure to tense, nervous, depressed, and insecure Openness to experience: Imaginative, artistically sensitive, and intellectual

Major Personality Attributes Influencing OB

Locus of Control: The degree to which People believe that they are the masters of their own fate Internal: Individual who believe that they control what happens to them External: Individual who believe that what happens to them controlled forces as luck or chance

Machiavellianism: Degree to which an Individual is pragmatic, maintains emotional distance and believes that end can justify means Self Esteem: Individuals degree of liking or disliking for themselves Risk Taking: Peoples willingness to take chance

Type A Personality 1. Always moving, walking eating rapidly 2. Feel impatient with the rate at which most events take place 3. Strive to think or to do two more things simultaneously 4. Cannot cope with leisure time 5. Obsessed with numbers, measuring their success in terms of how much of every thing they acquire

Type B Personality 1. Never suffers from a sense of time urgency with its accompanying impatience 2. Feel no need to display or discuss either their achievements or accomplishments unless such exposure is demanded by the situation 3. Play for fun and relaxation rather than to exhibit their superiority at any cost 4. Can relax without guilt

Learning
Any relatively permanent change in behavior that occurs as a result of experience Theories of learning Classical Conditioning Operant conditioning Social Learning

Social Learning
Attention Process Retention Process Motor Reproduction Process Reinforcement Process

Shaping: A Managerial Tool

Systematically reinforcing each successive step that moves an individual closer to the desired response.

Methods of Shaping Behavior

Positive Reinforcement When a response is followed by something pleasant Negative Reinforcement When a response is followed by termination or withdrawal of something unpleasant it is called negative reinforcement Punishment It is causing an unpleasant condition in an attempt to eliminate an undesired behavior Extinction Eliminating any reinforcement that maintains a behavior is called extinction

Impact of reinforcement on Behavior

Some type of reinforcement is necessary to produce change in behavior Some type of rewards are more effective than the others The speed with which learning takes place and permanence of its effects will be determined by the timing of reinforcement

Organizational Application of Learning & Shaping

Using Lotteries to reduce absenteeism Well pay Vs. Sick pay Employee discipline Developing Training Programs Creating Mentoring programs Self Mgt