CLASS PROCEDURES

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Seeing Is Believing (e.g., the eyewitness
testimony video) versus Believing
Is Seeing (e.g., GMs GEO Prism vs. Toyotas
Corolla)
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• You are the vice president of GMs North
  American auto assembly plants. Demand for new
  cars is weak. This means you may have to shut
  down 3 plants, which would mean the loss of
  6,000 jobs.
• You are now considering these options
• Plan A - you definitely save 1 of 3 plants and
  2,000 jobs.
• Plan B - you have a 1/3 chance to save all 3
  plants and 6,000 jobs, but a 2/3 chance to save
  none of the plants

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• Plan C - you will definitely lose 2/3 of the
  plants and 4,000 jobs.
• Plan D - you have a 2/3 chance to lose all 3
  plants, but a 1/3 chance to lose no plants
  and no jobs.

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What Affects Perception?

• Characteristics of the Perceiver (schemas,
  motivational state, mood)
• Characteristics of the Targer and the Situation
  (ambiguity, social status, impression management
  by the target, information from the situation,
  and salience)

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FIGURE 4.2 Characteristics of the Perceiver
That Affect Perception
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Definition of Schemas

• Abstract knowledge structures that are stored in
  memory and make possible the organization and
  interpretation of information about targets of
  perception.
• For example, I pulled an all-nighter before the
  701 exam.

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Motivational State and Mood

• Motivational State The needs, values, and
  desires of a perceiver at the time of
  perception.
• Mood How a perceiver feels at the time
  of perception.

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Characteristics of the Target and the Situation

• SITUATION
• Additional Information
• Salience

• TARGET
• Ambiguity
• Social Status
• Use of Impression Management

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Perception Biases and Problems

• Primacy Effects
• Contrast Effects
• Halo Effect
• Similar-to-me Effects
• Harshness, Leniency, and Average Tendency Biases
• Knowledge-of-Predictor Bias
• Stereotypes

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Definition

• Attribution Theory A group of theories
  that describe how people explain the causes of
  behavior.

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Types of Attributions

• I. INTERNAL (Dispositional)
• a. ability or personality
• b. effort or misunderstanding
• II. EXTERNAL (Situational)
• a. management, the system, or just a
  tough job
• b. bad luck

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Attributional Biases

• Fundamental attribution error - the tendency to
  over-attribute behavior to internal rather
  than external causes.
• Self-serving attribution - the tendency to
  take credit for successes and avoid blame for
  failures.

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Minimum Qualifications

• 1. Understand numerical record-keeping
  procedures.
• 2. Can do arithmetic and correct computational
  errors.
• 3. Degree from business college.
• 4. Business courses on topics such as clerical
  work, accounting, and various types of
  business machines.
• 5. Previous experience could be in auditing,
  banking, cashiering, or accounting.