This document provides information about personality and perception. It discusses key concepts like the 16 personality types in Myers-Briggs Type Indicator (MBTI), Transactional Analysis (TA) involving the three ego states of parent, adult and child, and the four life positions in TA based on one's view of self and others. It also covers topics like perception process, perception errors, attitude, Type A and B personalities, and theories of personality development. Managerial implications of perception in businesses are highlighted.

1. PERSONALITY &
ATTITUDE

2. OPENING CASE
Larry Ellison on Steve Jobs personality, successes and failures

3. PERCEPTION

4. There are things known and there are things unknown, and in between are the doors of
perception.” Aldous Huxley

5. MEANING
q The process by which people select, organize & interpret sensory stimulus into meaningful
information.
q The process by which people become aware of outside & themselves.
q It denotes action or behavior.
q People use impression to give meaning to their environment.
q Different people have different perception.

6. PERCEPTION
PROCESS
Input
Processing
Output
Behavior

7. INPUT
q People
q Conversations
q Information
q Events
q Scenes
q Feeling
q Sensing
q Hearing
q Smelling
q Taste

8. PROCESSING
q Observation
q Selection
q Translation

9. OUTPUT
q Opinion
q Attitude
q Feeling
q Performance
q Actions
q Values

10. MANAGERIAL IMPLICATIONS
OF PERCEPTION IN
BUSINESS SITUATIONS
q Hiring & Recruitment
q Job Performance
q Performance Appraisal
q Leadership
q Communication
q Development of Corporate Image

11. SCHEMES TO IMPROVE
PERCEPTION
q Emphasize with others
q Postpone Impression Formation
q Compare perception with Others
q Engage in Open Dialogue
q Develop Self understanding Apply Johari Window
q Actively processing of Information
q Reality testing

12. PERCEPTION ERRORS
q Stereotypes
q Halo effects
q Perceptual Defense
q Projection Bias
q Similar to me Bias
q Logical Errors
q Wrong Assumptions in Personality Theories

13. MEANING OF PERSONALITY
q Personality is made up of the characteristic patterns of thoughts, feelings and behaviors
that make a person unique.

14. CONCEPT OF PERSONALITY
q The first is subjective, popular derivation based on subjective impressions formed by the
individual's response pattern. It results in popular evaluative expressions like charming,
dominating, weak or bold personality.

15. CONCEPT OF
PERSONALITY
q The second kind of conceptualization of
personality is based on an objective
description of the overt responses of the
individual. This view is held by
behavioral psychologists and is best
amenable to empirical research.
However, it poses the difficulty that an
overt response may occur in different
individuals for different meanings. It
seems to evade in-depth interpretations.

16. CONCEPT OF PERSONALITY
q The third way is the organism view which conceives personality as the inner pattern of a
person's characteristics. An off-quoted definition of personality calls it "dynamic
organisation within the individual of those psycho-physical systems that determine his
unique adjustment to his environment“ –
ü personality "resides" within the individual
ü a these systems are woven into an organisation
ü the organisation of personality is not static but dynamic
ü the organisational pattern delemines the kind and degree of adjustment of the
individual
ü to his environment, and
ü a this adjustment-pattern is unique to the individual person.

17. FUNDAMENTAL CHARACTERISTICS
q Consistency
q Psychological and physiological
q It impacts behaviors and actions
q Multiple expressions

18. DEVELOPMENT OF PERSONALITY
q Heredity
• A tendency towards a general body-type (i.e. skeletal structure, proportion of fat and
muscle-tissue, and the length of limbs).
• Appearance, i.e., skin, hair texture and color, eye shape and color, nose shape ,ear,
shape, head shape.
• Natural response i.e. functioning of the nervous system, intelligence, predisposition to
react slow or quickly.
• Predisposition to certain characteristics.

19. DEVELOPMENT OF PERSONALITY
q Environmental Factors
ü Rearing patterns
ü Parent-child interaction
ü Sibling relations
ü Neighborhood
ü Peer group
ü School
ü Mass Media

20. TYPE A PERSONALITY
q Always moving, walking, eating rapidly,
q Feel impatient with the rate at which most event take place,
q Strive to think or to do two or more things at once,
q Cannot cope with leisure time,
q Are obsessed with numbers, measuring success in terms of how many or how much
everything they acquire.

21. TYPE A PERSONALITY
q Type A can operate under moderate to high level stress
q They like time pressure working,
q They are fast workers and believe in quantity over quality,
q They are rarely creative,
q They are more likely to be selected in an interview due to their attitude, competence,
aggressiveness, success desires etc.

22. TYPE B
q Never suffer with sense of time urgency and have patience,
q Feel no display or discuss their achievements unless such exposure is demanded by
situation,
q Play for sun ad relaxation, rather than to exhibit their superiority at any cost,
q Can relax without guilt.

23. PERSONALITY TYPE
q Extraversion - Introversion
q Sensing - Intuition
q Thinking - Feeling
q Judging – Perceiving

24. 16 PERSONALITY TYPES
ISTJ ISFJ INFJ INTJ
ISFP INFP INTP
ISTP
ESTP ENFP
EFSP ENTP
ESFJ ENFJ
ESTJ ENTJ

25. E.G...
• ISTJ stands for an Introvert, Sensing, Thinking, Judging
• ENFP stands for an Extravert, iNtuitive, Feeling,
Perceiving

26. ATTITUDE
q Personality describes the whole person
& attitude determines the personality.
q Attitude is a state of mind of an
individual towards something .

27. DEFINITION
q A tendency to feel & behave in
a particular way towards
objects, people or events.

28. CHARACTERISTICS
q The attitude of an individual
generally remain unchanged for
prolonged period of time unless
he is influenced by external
forces.
q Attitude are evaluative
statements that can either be
favorable or unfavorable.

29. TRANSACTIONAL ANALYSIS (TA)
q Method for determining how people interact
² When we interact, behavior can be:
Ø passive
Ø aggressive
Ø assertive
q TA is a method of understanding behavior in interpersonal dynamics

30. 3
EGO
STATES

31. TA: EGO STATES
q Major ego states that affect our behavior or the way we transact through communication:
1. Parent Ego State (P)
ü Critical parent
ü Sympathetic parent
2. Child Ego State (C)
ü Natural child
ü Adapted child
3. Adult Ego State (A)

32. TA: TYPES OF TRANSACTIONS
q Within ego states there are three different types of transactions:
• Complementary Transactions
• Crossed Transactions
• Ulterior Transactions

33. COMPLEMENTARY TRANSACTIONS
q Occur when the sender of the
message gets the intended response
from the receiver
ü Generally result in more
effective communication

34. CROSSED TRANSACTIONS
q Occur when the sender of a message
does not get the expected response from
the receiver
ü These result in surprise,
disappointment, and hurt feelings
for the sender of the message

35. ULTERIOR TRANSACTIONS
q Occur when the words seem to be
coming from one ego state, but in
reality the words or behaviors are
coming from another
ü Sometimes when people don’t
know what they want or how to
ask for it in a direct way, they
resort to ulterior transactions
ü Best to avoid ulterior
transactions because they tend
to waste time

36. EGO STATES SUMMARIZED
q Parents ego refers to our ‘Taught’ concept of life.
q Adult concept refers to our ‘Thought’ concept of life.
q Child concept refers to our ‘Felt’ concept of our life.

37. MAJOR CONCLUSIONS OF 3 EGO STATES
q Conversations are always reaction from Parent, Adult & Child.
q Each Ego states has both Positive & Negative features i.e. it can add to or subtract from
another person’s feelings of satisfaction.
q Ego States can be detected by carefully observing the words & tone used postures,
gestures, & facial expressions shown.
q Ego states are more apparent in two person transaction than in group transaction.

38. TA: LIFE POSITIONS
Positive
Attitude toward Oneself
I’m OK – I’m OK –
You’re not OK You’re OK
Negative I’m not OK – I’m not OK –
You’re not OK You’re OK
Negative Positive
Attitude toward Others

39. I’M NOT OK YOU’RE NOT
OK - A {AVOIDANT/AVERSE STYLE}
q Regulating Parent & Traditional Style –
q Nurturing Parent & over Indulgent Style-
q Adult & Cynical Style-
q Adaptive Child & Sulking Style-
q Reactive Child & Withdrawal Style-
q Creative Style & Humorous Style -

40. I AM OK YOU’RE NOT
OK –B {BOSSING STYLE}
q Regulating Parent & Perspective Style-
q Nurturing Parent & Patronizing Style-
q Adult & Task – Obsessive Style-
q Adaptive Child & Complaining Style-
q Reactive Child Aggressive Style-
q Creative Child & Bohemian Style-

41. I’M OK YOU’RE OK - C
{CONFIDENT STYLE}
q Regulating Parent & Normative Style-
q Nurturing Parent & Supportive Style –
q Adaptive Child & Resilient Style –
q Reactive Child & Comforting Style –
q Creative Child & Innovative Style –

42. I AM NOT OK, YOU’RE
OK- D {DIFFIDENT STYLE}
q Regulating Parent & Indifferent Style-
q Nurturing Parent & Ingratiating Style-
q Adult & Overwhelmed Style-
q Adaptive Child & Dependent Style-
q Reactive Child & Intropunitive Style-
q Creative Child & Satirical Style-

43. JOHARI WINDOW

45. MBIT TEST

46. CASE STUDY
An overconfident Employee

47. THANK YOU