CHAPTER 5: PERCEPTION AND INDIVIDUAL DECISION MAKING

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CHAPTER 5 PERCEPTION AND INDIVIDUAL DECISION
MAKING

• We dont see things as they are, we see things as
  we are
• Done by
• Moneer ALRajhi
• Abdulaziz ALRayes

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AFTER STUDYING THIS CHAPTER,YOU SHOULD BE ABLE
TO

1. Explain how two people can see the same thing and
   interpret it differently.
2. List three determinants of attribution.
3. Describe how shortcuts can assist in or distort
   our judgment of others.
4. Explain how perception affects the
   decision-making process.
5. Outline the six steps in the rational
   decision-making model.

L E A R N I N G O B J E C T I V E S
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AFTER STUDYING THIS CHAPTER,YOU SHOULD BE ABLE
TO

1. Describe the action of the bounded_rational
   decision maker.
2. List and explain the common decision biases or
   errors.
3. Identify the conditions in which individuals are
   most likely to use intuition in decision making.
4. Contrast the three ethical decision criteria.

L E A R N I N G O B J E C T I V E S (contd)
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Example

• .Looking at the painting, some may perceive it as
  beautiful, the others as ugly.
• then the question arises is why the same objects
  is perceived/understood differentially by
  different people.
• The answer to it is perception which is cognitive
  factor of human behaviour.

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What Is Perception?

• Peoples behavior is based on their perception of
  what reality is, not on reality itself.
• The world as it is perceived is the world that is
  behaviorally important.

Perception Is the process of receiving
information about and making sense of the world
around us, it involves deciding which
information to notice, how to categorized this
information and how to interpret it within the
framework of existing knowledge
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Factors ThatInfluence Perception
5-1
FIGURE
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Expectation can distort your perceptions in that
you will see what you expect to see.

• Research finding of the study conducted by
  Sheldon Zalkind,Timothy Costello on some specific
  characteristics of the perceiver reveal
• Knowing oneself makes it easier to see others
  accurately.
• Ones own characteristics affect the
  characteristics one is likely to see in others.

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continued

• people who accept themselves are more likely to
  be able to see favourable aspects of others
  people.
• accuracy in perceiving others is not a single
  skill.
• These four characteristics greatly influence how
  a person perceives others in the environmental
  situations

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Person Perception Making Judgments About Others
Determining Factors Distinctiveness shows
different behaviors in different
situations. Consensus response is the same as
others to same situation. Consistency responds
in the same way over time.
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Attribution Theory
5-2
FIGURE
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Errors and Biases in Attributions
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Errors and Biases in Attributions (contd)
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Frequently Used Shortcuts in Judging Others
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Frequently Used Shortcuts in Judging Others
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Frequently Used Shortcuts in Judging Others
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Specific Applications in Organizations

• Employment Interview
• Perceptual biases affect the accuracy of
  interviewers judgments of applicants.
• Performance Expectations
• A situation in which one person inaccurately
  perceives a second person and the resulting
  expectations cause the second person to behave in
  ways consistent with the original perception.
• Performance Evaluations
• Appraisals are subjective perceptions of
  performance.
• Ethnic Profiling
• Assessment of individual effort is a subjective
  judgment subject to perceptual distortion and
  bias.

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The Link Between Perceptions and Individual
Decision Making
Perceptions of the decision maker
Outcomes