Page 305 - Fundamentals of Management Myths Debunked (2017)_Flat

304 Part 4 • Leading
Individuals can’t assimilate all they observe, so they’re selective in their perception.
selective perception
The tendency for people to only absorb parts of They absorb bits and pieces. These bits and pieces are not chosen randomly; rather, they’re
what they observe, which allows us to “speed selectively chosen depending on the interests, background, experience, and attitudes of the
read” others observer. Selective perception allows us to “speed read” others, but not without the risk of
assumed similarity drawing an inaccurate picture.
An observer’s perception of others influenced more It’s easy to judge others if we assume that they’re similar to us. In assumed
by the observer’s own characteristics than by those similarity, or the “like me” effect, the observer’s perception of others is influenced more
of the person observed
by the observer’s own characteristics than by those of the person observed. For example,
stereotyping if you want challenges and responsibility in your job, you’ll assume that others want
When we judge someone on the basis of our the same. People who assume that others are like them can, of course, be right, but not
perception of a group to which that person belongs
always.
halo effect When we judge someone on the basis of our perception of a group he or she is part
When we form a general impression of a person on of, we’re using the shortcut called stereotyping. For instance, “Married people are more
the basis of a single characteristic
stable employees than single persons” or “Older employees are absent more often from
work” are examples of stereotyping. To the degree that a stereotype is based on fact, it
may produce accurate judgments. However, many stereotypes aren’t factual and distort
our judgment.
When we form a general impression about a person on the basis of a single characteris-
tic, such as intelligence, sociability, or appearance, we’re being influenced by the halo effect.
This effect frequently occurs when students evaluate their classroom instructor. Students may
isolate a single trait such as enthusiasm and allow their entire evaluation to be slanted by the
perception of this one trait. If an instructor who is quiet, assured, knowledgeable, and highly
qualified has a classroom teaching style that lacks enthusiasm, that instructor might be rated
lower on a number of other characteristics.

◂▪◂▪◂ From the Past to the Present ▸▪▸▪▸

To better understand operant conditioning, we need to first desired behaviors if they’re positively reinforced for doing so,
look at a different perspective on learning—classical condi- that rewards are most effective if they immediately follow
tioning theory. In classical conditioning, something happens, the desired response (behavior), and that behavior that is not
and we react in a specific way. As rewarded or is punished is less likely
such, it can explain simple reflex- to be repeated. For example, a profes-
ive behavior. For instance, classi- Learn how to shape sor places a mark by a student’s name
cal conditioning can explain why a soMeone’s each time the student makes a con-
scheduled visit by the “top brass” tribution to class discussions. Oper-
brings flurried activities of cleaning, Behavior! ant conditioning would argue that this
straightening, and rearranging at a practice is motivating because it con-
local outlet of a major retail compa- ditions a student to expect a reward
ny. However, most behavior by people at work is voluntary (earning class credit) each time she demonstrates a specific
rather than reflexive; that is, employees choose to arrive at behavior (speaking up in class). Operant conditioning can be
work on time, ask their boss for help with some problem, or seen in work settings as well. And smart managers quickly
“goof off” when no one is watching. recognize that they can use operant conditioning to shape
A better explanation for behavior is operant condition- employees’ behaviors to get work done in the most effective
ing, which says that people behave the way they do so they and efficient manner possible.
can get something they want or avoid something they don’t If your professor has assigned this, go to the Assignments
want. It’s voluntary or learned behavior, not reflexive or un- section of mymanagementlab.com to complete these dis-
learned behavior. Harvard psychologist B. F. Skinner first cussion questions.
identified the process of operant conditioning and his re-
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search widely expanded our knowledge of it. He argued Talk About It 5: How do classical conditioning and
that creating pleasing consequences to follow specific forms operant conditioning differ?
of behavior would increase the frequency of that behavior. Talk About It 6: What ethical concerns might arise in
Skinner demonstrated that people will most likely engage in “shaping” someone’s behavior?