CHAPTER 5: PERCEPTION
AND INDIVIDUAL DECISION
MAKING
We don’t see things as they
are, we see things as we are
Done by:
Moneer ALRajhi
Abdulaziz ALRayes
OBJECTIVES
LEARNING
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 decisionmaking process.
5. Outline the six steps in the rational decisionmaking model.
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O B J E C T I V E S (cont’d)
LEARNING
AFTER STUDYING THIS
CHAPTER,
YOU SHOULD BE ABLE TO:
6. Describe the action of the bounded_rational
decision maker.
7. List and explain the common decision biases
or errors.
8. Identify the conditions in which individuals are
most likely to use intuition in decision making.
9. Contrast the three ethical decision criteria.
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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?
• People’s behavior is
based on their
perception of what
reality is, not on
reality itself.
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
• The world as it is
perceived is the world
that is behaviorally
important.
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Factors That
Influence
Perception
FIGURE
5-1
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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.
*One’s own characteristics affect the
characteristics one is likely to see in
others.
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
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
(cont’d)
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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
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