Perceptual problems

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

2. 2
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.