Scandura ppt 05

1. CHAPTER 5:
PERCEPTION

2. AGENDA
• What is perception?
• Perceptual errors
• Expectations
• Impression management
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3. WOULD YOU BE HAPPIER IF YOU
WERE RICHER?
• Focusing illusion -- the tendency to
overestimate the effect of a single
factor on one’s life satisfaction.
• Example: Income
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4. WHAT IS IT?
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5. DID YOU SEE IT?
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6. WHAT IS PERCEPTION?
• A leader must understand that each
person’s perception is their reality and
this is how they will interpret the
leader’s actions and everything else
that happens at the work place.
• Perceptions can change.
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7. UNDERSTANDING WHY PEOPLE
DON’T SEE EYE TO EYE
Perceptual errors:
• Primacy effect
• Recency effect
• Availability bias
• Contrast effects
• Halo error (Horns error)
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8. THE PRIMACY EFFECT
• Belief perseverance
• Once a person has formed an initial
impression, they maintain it even
when presented with concrete
evidence that it is false.
• Example: first Impressions
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9. THE RECENCY EFFECT
• Not only do people remember what
they experience first, they also
remember the most recently
presented items or experiences.
• Example: reading misspelled words
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10. CAN YOU UNDERSTAND THIS? WHY?
i cdnuolt blveiee taht i cluod aulaclty uesdnatnrd
waht i was rdanieg. the phaonmneal pweor of the
hmuan mind is amazanig. aoccdrnig to a rscheearch
taem at cmabrigde uinervtisy, it deosnt mttaer in
waht oredr the ltteers in a wrod are, the olny
iprmoatnt tihng is taht the frist and lsat ltteer be in
the rghit pclae. the rset can be a taotl mses and you
can sitll raed it wouthit a porbelm. amazanig ? and
yuo awlyas thohgut slpeling was ipmorantt.
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11. THE AVAILABILITY BIAS
• When a person’s judgments are based on
what most readily comes into a person’s
mind.
• Example: How many words in the English
language start with the letter R?
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12. CONTRAST EFFECTS
• Comparisons based on what has happened
just before we make a decision or
judgment
• Example: interviewing job applicants
• Contrast effects are among the most
significant decision biases for a leader to
guard against.
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13. CONTRAST EFFECTS:
THE EBBINGHAUS ILLUSION
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14. HALO ERROR
• Halo (or its opposite, horns) error occurs
when a the rater's overall positive (or
negative) impression strongly influences
ratings of specific attributes.
• Example: performance appraisals
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15. ATTRIBUTION THEORY
Attributions -- a person’s attempt to
assign a cause to a behavior or event.
The attributions people make about
events and behavior can be classified as
either internal or external.
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16. ATTRIBUTION
• An internal attribution occurs when
people infer that an event or a
person’s behavior is due to character
traits or abilities.
• If a person makes an external
attribution, they believe that a
person’s behavior is due to situational
factors.
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17. ATTRIBUTION ERRORS
• Attributions can bias how we process
information and make decisions.
• Fundamental attribution error
• Self-serving bias
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18. RELATIONAL
ATTRIBUTION
EXAMPLE
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19. THE ROMANCE OF LEADERSHIP
PERSPECTIVE
• challenges the portrayal of leaders as
heroes and heroines
• emphasizes the follower and the situation
• notes the halo effect for leadership: leaders
tend to get credit for positive and negative
outcomes
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20. THE PYGMALION EFFECT
• Perceptions sometimes result in a self-
fulfilling prophecy in which high
expectations of performance by
leaders actually create conditions in
which followers succeed.
• Pygmalion effect boosts performance
by leaders raising their expectations of
followers.
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21. LEADER-SET HIGH EXPECTATIONS
• Communicate high expectations to
followers in four ways:
• Create a warmer emotional climate
• Teach more and increase challenge
• Invite followers to ask questions
• Provide feedback on performance
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22. INDIVIDUALLY-SET HIGH
EXPECTATIONS
Galatea Effect -- when an individual sets
high expectations for himself and then
performs to these expectations.
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23. EXPECTATIONS AND LOW
PERFORMANCE
• Golem Effect -- Expectations may also
work in the opposite direction, where
lower expectations lead to lower
performance.
• Bosses can “kill” followers’ motivation
by having low expectations.
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24. EMPLOYABILITY: HOW POTENTIAL
EMPLOYERS PERCEIVE YOU
Employability -- the degree to which you
are perceived as employable, which may
determine whether or not you are hired
Employability is the ability to gain and
maintain a job in a formal organization.
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25. DETERMINANTS OF EMPLOYABILITY
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Source: Hogan, R., Chamorro‐Premuzic, T. & Kaiser, R. B. (2013). Employability and career success: Bridging the gap between theory and reality.
Industrial and Organizational Psychology, 6(1), 3–16.

26. IMPRESSION MANAGEMENT
• Behaviors people use to protect
their self-image and/or change the
way they are seen by others
• Affects interviewing, performance
appraisal, and career success
• Body language is an important part
of impression management
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27. EXAMPLES OF IMPRESSION MANAGEMENT
STRATEGIES
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Sources: Adapted from Bolino, M. C., & Turnley, W. H. (1999). Measuring impression management in organizations: A scale development based on the
Jones and Pittman taxonomy. Organizational Research Methods, 2(2), 187–206; Bolino, M. C., Kacmar, K. M, Turnley, W. H., & Gilstrap, J. B. (2008). A
multi-level review of impression management motives and behaviors. Journal of Management, 34(6), 1080–1109.

28. LEADERSHIP IMPLICATIONS:
LEADING FOLLOWERS WITH
DIFFERING PERCEPTIONS
• Social identity
• Implicit leadership
schemas (or models)
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29. OPEN-ACCESS
STUDENT
RESOURCES
• Checklist action plan
• Learning objective summaries
• Mobile-friendly quizzes
• Mobile-friendly eFlashcards
• Video and multimedia resources
• SAGE journal articles
edge.sagepub.com/scandura
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