Chapter 10 (Understanding Individual Behavior)
emotional intelligence
A high ____________________seems to be particularly important for jobs such as sales, which require a high degree of social interaction. It is also critical for managers, who are responsible for influencing others and building positive attitudes and relationships in the organization.
self awareness
A high degree of _________________ means you can accurately assess your own strengths and limitations and have a healthy sense of self-confidence
self awareness
A survey of 75 members of the Stanford Graduate School of Business's Advisory Council revealed the nearly unanimous answer to a question about the most important capability for leaders to develop: __________________
Myers-Briggs Type Indicator
A widely used test that measures how people differ on all four of Jung's sets of paired opposites is the __________________assessment
internal attribution
A(n) _____________ says that characteristics of the person led to the behavior
external attribution
A(n) ___________________ says that something about the situation caused the person's behavior.
agreeableness
Although the quality of extroversion is not as significant as is often presumed, traits of ________________seem to be particularly important in today's collaborative organizations.
attributions
Among the assessments that people make as part of the perception process are _________________
organizational commitment
An employee with a high degree of ___________________ is likely to say we when talking about the company.
attributions
Another bias that distorts ________________involves attributions that we make about our own behavior
thinking
Based on the limited research that has been done, the two preferences for the Myers-Briggs Type that seem to be most strongly associated with effective management in a variety of organizations and industries are _____________ and judging.
fundamental attribution error
Consider the case of someone being promoted to CEO. Employees, outsiders, and the media generally focus on the characteristics of the person that allowed him or her to achieve the promotion. In reality, however, the selection of that person might have been heavily influenced by external factors, such as business conditions creating a need for someone with a strong financial or marketing background at that particular time. This describes what?
team oriented
Executive search firm Korn Ferry International examined data from millions of manager profiles and found that the most successful executives today are ______________leaders who gather information and work collaboratively with many different people
buckets
For each item in your "______________", decide the real, specific, physical action that you need to take next.
personality
Four areas related to _____________ that are of particular interest to managers are locus of control, authoritarianism, Machiavellianism, and problem-solving styles.
personality factors
Having a moderate-to-high degree of each of the Big Five ______________ is considered desirable for a wide range of employees, but this isn't always a key to success.
internal locus of control
Having the belief that one's own actions strongly influence what happens to oneself and feeling in control of one's own fate is defined as what?
Machs
High ______________are particularly good in jobs that require bargaining skills or that involve substantial rewards for winning
between
If your manager says that you don't communicate well enough, and you think that your manager doesn't listen well enough, the truth may actually lie somewhere in ______________.
job satisfaction
In general, people experience __________________ when their work matches their needs and interests, when working conditions and rewards (such as pay) are satisfactory, when they like their coworkers, and when they have positive relationships with supervisors
Machs
In loosely structured situations, high ________________actively take control
empty your head
In order to __________________, you first have to see all the many things weighing on it. The first step, therefore, is to write down on separate scraps of paper all the activities, duties, tasks, or commitments that are demanding part of your attention. The idea is to get everything out of your head and down on paper
emotional intelligence
In recent years, research in the area of ______________ has shown that managers who are in touch with their own feelings and the feelings of others can enhance employee and organizational performance.
getting organized
In the deciding the next action phase of the _______________ process there are three options: 1. Do it: less than 2 minutes, do it now. 2. Delegate it 3. defer it: if it takes longer than two minutes and cannot be delegated
authoritarianism
Individuals high in ___________________tend to be concerned with power and toughness, obey recognized authority above them, stick to conventional values, critically judge others, and oppose the use of subjective feelings
Machs
Low _______________thrive in highly structured situations,
sensory data
Most differences in perception among people at work are related to how they select and organize _______________.
perceptual distortions
Of particular concern in the work environment are _____________________, errors in perceptual judgment that arise from inaccuracies in any part of the perception process
judging
On the ______________versus perceiving dimension, people with a judging preference favor certainty and closure and tend to make decisions quickly based on available data.
trust
Once _____________is undermined, everything else tends to unravel
getting a grip
One approach for "_____________" when you have too much to do and can't seem to get any of it done is to apply a bottom-up strategy that starts by analyzing the details of what you are actually doing right now, and then building a system to manage all your activities.
stereotyping
One common perceptual error is___________________, the tendency to assign an individual to a group or broad category (e.g., female, black, elderly; or male, white, disabled) and then to attribute widely held generalizations about the group to the individual.
perception
Other critical aspects of understanding behavior are perception and attributions, which are a special kind of _________________.
gather
People ____________ information either by sensation or intuition, but not by both simultaneously.
evaluate
People ___________information by thinking or feeling.
internal, external
People tend to overestimate the contribution of _________________factors to their successes and overestimate the contribution of ______________factors to their failures
self-management
People who are skilled at _______________ remain optimistic and hopeful despite setbacks and obstacles. This ability is crucial for pursuing long-term goals.
social awareness
People with ______________ are capable of understanding divergent points of view and interacting effectively with many different types of people.
relationship management
People with _________________ skills know how to listen and communicate clearly, and they treat others with compassion and respect.
internal
People with an _________________locus of control are easier to motivate because they believe that rewards are the result of their behavior. They are better able to handle complex information and problem solving, are more achievement-oriented, but are also more independent and therefore more difficult to manage
self efficacy
Personality traits, emotions, and characteristics such as self-confidence and _________________ influence how people behave, including how they handle work situations and relate to others.
Machs
Research shows that high ______________are predisposed to being pragmatic, capable of lying to achieve personal goals, more likely to win in win-lose situations, and more likely to persuade than be persuaded.
external
Some people believe that events in their lives occur because of chance, luck, or outside people and events. They feel more like pawns of their fate. These individuals have a high ______________locus of control.
internal
Some people believe that their own actions strongly influence what happens to them. They feel in control of their own fate. These individuals have a high _____________locus of control.
external attribution
Susan missed the deadline because she couldn't get the information she needed in a timely manner. This is an example of what?
internal attribution
Susan missed the deadline because she's careless and lazy. This is an example of what?
self serving bias
The _________________ is the tendency to overestimate the contribution of internal factors to one's successes and the contribution of external factors to one's failures.
authoritarianism
The degree to which employees possess __________________will influence how they react to their managers.
authoritarianism
The degree to which managers possess _________________will influence how they wield and share power
self management
The following are the 3 basic principals for what? 1. clarity of mind 2. clarity of objectives 3. an organized system
personality traits
The following are the Big 5 what? 1. extroversion 2. agreeableness 3. conscientiousness 4. neuroticism (low emotional stability) 5. Openness to new experiences
getting organized
The following are the following steps to what? 1. empty your head 2. decide the next action 3. get organized 4. perform a weekly review 5. do it
intuitive feeling
The following describe the action tendencies of what personality style? Avoids specifics Is charismatic, participative, people oriented, and helpful Focuses on general views, broad themes, and feelings Decentralizes decision making, develops few rules and regulations
sensation thinking
The following describe the action tendencies of what personality style? Emphasizes details, facts, certainty Is a decisive, applied thinker Focuses on short-term, realistic goals Develops rules and regulations for judging performance
intuitive thinking
The following describe the action tendencies of what personality style? Prefers dealing with theoretical or technical problems Is a creative, progressive, perceptive thinker Focuses on possibilities using impersonal analysis Is able to consider a number of options and problems simultaneously
sensation feeling
The following describe the action tendencies of what personality style? \ Shows concern for current, real-life human problems Is pragmatic, analytical, methodical, and conscientious Emphasizes detailed facts about people rather than tasks Focuses on structuring organizations for the benefit of people
sensation feeling
The following describe the likely occupations of what kind of person? Directing supervisor Counseling Negotiating Selling Interviewing
sensation thinking
The following describe the likely occupations of what kind of person? Accounting Production Software engineers Market research Engineering
intuitive thinking
The following describe the likely occupations of what kind of person? Systems design Internet security Law Middle/top management Teaching business, economics
intuitive feeling
The following describe the likely occupations of what personality style? Public relations Advertising Human Resources Politics Customer service
perception
The following describes the process of what? First, we observe information (sensory data) from the environment through our senses: taste, smell, hearing, sight, and touch. Next, our mind screens the data and will select only the items that we will process further. Third, we organize the selected data into meaningful patterns for interpretation and response.
openness to experience
The following describes what? The degree to which a person has a broad range of interests and is imaginative, creative, artistically sensitive, and willing to consider new ideas.
agreeableness
The following describes what? The degree to which a person is able to get along with others by being good-natured, likable, cooperative, forgiving, understanding, and trusting.
emotional stability
The following describes what? The degree to which a person is calm, enthusiastic, and self-confident, rather than tense, depressed, moody, or insecure.
conscientiousness
The following describes what? The degree to which a person is focused on a few goals, thus behaving in ways that are responsible, dependable, persistent, and achievement-oriented.
extroversion
The following describes what? The degree to which a person is outgoing, sociable, assertive, and comfortable with interpersonal relationships
fundamental attribution error
The following describes what? When evaluating others, we tend to underestimate the influence of external factors and overestimate the influence of internal factors.
decline
The trend toward empowerment and shifts in expectations among younger employees for more equitable relationships contribute to a ______________ in strict authoritarianism in many organizations
self reflection
To be a good manager, such __________________ is essential.
buckets
To organize all the stuff you've emptied out of your head you need to combine similar items into_______________
opposites
Two additional sets of paired ___________not directly related to problem solving are introversion-extroversion and judging-perceiving.
self awareness
Two important approaches to enhancing _______________ are soliciting feedback from others and using self-assessments.
job satisfaction
Two important elements of happy and productive employees are _______________ and trust.
attributions
What are judgments about what caused a person's behavior—something about the person or something about the situation
Negative emotions
What are sparked when a person becomes frustrated in trying to achieve his or her goals, while positive emotions are triggered when people are on track toward achieving goals.
emotion
What can be thought of as a mental state that arises spontaneously within a person based on interaction with the environment rather than through conscious effort and is often accompanied by physiological changes or sensations?
emotional intelligence
What includes four basic components: 1. Self awareness 2. self management 3. social awareness 4. relationship management
Self efficacy
What is an individual's strong belief that he or she can accomplish a specific task or outcome successfully
Machiavellianism
What is characterized by the acquisition of power and the manipulation of other people for purely personal gain
self management
What is the ability to engage in self-regulating thoughts and behavior to accomplish all your tasks and handle difficult or challenging situations.
authoritarianism
What is the belief that power and status differences should exist within the organization
perception
What is the cognitive process that people use to make sense out of the environment by selecting, organizing, and interpreting information from the environment
personality
What is the set of characteristics that underlie a relatively stable pattern of behavior in response to ideas, objects, or people in the environment
self awareness
What means being aware of the internal aspects of one's nature, such as personality traits, beliefs, emotions, and perceptions, and appreciating how your patterns affect other people
emotional contagion
What means that managers who express positive emotions such as happiness, enthusiasm, and appreciation trigger positive emotions in employees
self serving bias
What means that people give themselves too much credit for what they do well and give external forces too much blame when they fail
Halo effect
What occurs when the perceiver develops an overall impression of a person or situation based on one characteristic, either favorable or unfavorable
Organizational commitment
What refers to an employee's loyalty to and engagement with the organization
self confidence
What refers to general assurance in one's own ideas, judgment, and capabilities
Locus of control
What refers to how people perceive the cause of life events—whether they place the primary responsibility within themselves or on outside forces.
job satisfaction
What reflects the degree to which a person finds fulfillment in his or her job
self assessment
What uses self-inquiry and reflection to gain insights into oneself from the results of scores on [answer] instruments such as those throughout this text.
external, internal
When evaluating others, we tend to underestimate the influence of _________________ factors and overestimate the influence of ________________factors
Perceiving
_____________ people enjoy ambiguity, dislike deadlines, and may change their minds several times as they gather large amounts of data and information to make decisions.
Intuitive
_____________-type people would rather look for possibilities than work with facts and prefer solving new problems and using abstract concepts.
feeling
_______________-type individuals base their judgments more on personal feelings such as harmony and tend to make decisions that result in approval from others.
Thinking
_______________-type individuals base their judgments on impersonal analysis, using reason and logic rather than personal values or emotional aspects of the situation
Sensation
________________-type people would rather work with known facts and hard data and prefer routine and order in gathering information
Introspection
_____________________—reflecting on our experiences, examining the effects of our actions and behavior, looking at the consequences for ourselves and others, and asking, "What can I learn?" is a valuable use of time that too many managers overlook.
external
people with an _______________locus of control are harder to motivate, less involved in their jobs, and more likely to blame others when faced with a poor performance evaluation, but they are also more compliant and conforming and, therefore, easier to manage
