This document discusses various perceptual problems including stereotypes, profiling, halo effects, selective perception, projection, contrast effects, and self-fulfilling prophecies. It provides definitions and examples of each, such as that stereotyping involves judging someone based on perceived group attributes, while projection is assigning one's own attributes to others. The document also discusses impression management, where people try to create desired impressions, and notes managers should use it to enhance their image but also be aware of how others do so. Finally, it recommends techniques for distortion management like balancing automatic and controlled thinking and broadening schemas.

1. Perceptual Problems
Dr. G C Mohanta, BE, MSc(Engg), MBA, PhD(Mgt)
Professor

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Perceptual Problems
Common perceptual problems include:
 Stereotypes
 Profiling
 Halo effects.
 Selective perception.
 Projection.
 Contrast effects.
 Self-fulfilling prophecy.

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Stereotypes/Profiling
 Judging someone or something on the basis of
one’s perception of the group to which that
belongs – a prevalent and often useful, if not
always accurate, generalization
 Combines information based on the category or
class to which a person, situation, or object
belongs.
 Profiling is a form of stereotyping in which
members of a group are singled out for intense
scrutiny based on a single, often racial, trait.

4. Selective Perception, Halo
Effect & Contrast Effects
 Selective Perception
 People selectively interpret what they see on the basis of
their interests, background, experience, and attitudes.
 Halo Effect
 Drawing a general impression about an individual on
the basis of a single characteristic
 Contrast Effects
 Evaluation of a person’s characteristics that are affected
by comparisons with other people recently encountered
who rank higher or lower on the same characteristics
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Projection
The assignment of one’s personal
attributes to other individuals.
Especially likely to occur in interpretation
stage.
Projection can be controlled through a
high degree of self-awareness and
empathy.

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Self-fulfilling Prophecy
The tendency to create or find in another
situation or individual that which one
expected to find.
Also called the “Pygmalion effect.”
Can have either positive or negative
outcomes.
Managers should adopt positive and
optimistic approaches to people at work.

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Impression Management
A person’s systematic attempt to behave in
ways that create and maintain desired
impressions in others’ eyes.
Successful managers:
 Use impression management to enhance their
own images.
 Are sensitive to other people’s use of
impression management.

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Distortion Management
Managers should:
 Balance automatic and controlled information
processing at the attention and selection stage.
 Broaden their schemas at the organizing stage.
 Be attuned to attributions at the interpretation
stage.