CHAPTER 3:

PERCEIVING OURSELVES AND

OTHERS IN ORGANIZATION
Learning Objective
• Describe the elements of self-concept and explain how
each affects an individual’s behavior and well-being
• Outline the perceptual process and discuss the effects of
categorical thinking and mental models in the process
• Discuss how stereotyping, attribution, self-fulfilling
prophecy, halo, false-consensus, primacyand recency
effects influence the perceptual process
• Discuss ways to improve perceptions, with specific
applications to organizational situations
• Outline the main features of global mindset and justify its
usefulness to employees and organization
Did you know that you
also have perception
towards your own self?
IT IS CALLED
SELF-CONCEPT
Self-concept
• An individual’s self-beliefs
and self-evaluations
• “Who am I?” and “How
do I feel about myself?”
 Give one word that
best describe yourself

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 Do you have
difficulties answering
previous questions?
Why?
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Self-Concept Model:
Three C’s and Four Selves

Self-Concept
•complexity
•consistency
•clarity
Self- Concept Characteristic:
Self-Concept
•complexity
•consistency
•clarity
Complexity
Number of distinct and important roles
or identities that people perceive about
themself
Give one of your characteristic
for each of the following role:
As a Student:
As a Friend:
As Malaysian:
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Consistency
Multiple selves (self-percieved roles)
require similar personality, values and
other attributes
Although you have different characteristics
for different roles (you have multiple
selves),

There are several elements in yourselves

that remain stable which include your
• Personality
• Value
Clarity
• The degree of which self-concept is
clear, confidently described, internally
consistent, and stable across time.
• Occurs when we confident about ‘who
we are’
Normally you will establish a clear self-concept
at matured age.

Those who have difficulties to answer previous

questions indicate that you not yet have a clarity
of your self-concept

**But no worries, the clarity will increase with

your experience that you go through in your life.
For those who does not have any
problem in answering previous
question..

How can you be so sure &

confident in describing yourself?
It is because.. each one of you
have gone through the 4
“Selves” of
self-concept
Four “Selves” of Self-Concept
• Self-enhancement
– Promoting and protecting our positive self-view
• Self-verification
– Affirming and maintaining our existing self-concept
• Self-evaluation
– Evaluating ourselves through self-esteem, self-efficacy,
and locus of control
• Social self
– Defining ourselves by our group membership
Self-Concept: Self-Enhancement
• Drive to promote/protect a
positive self-view
– competent, attractive, lucky,
ethical, valued
• Self-enhancement outcomes:
– better personal adjustment and
mental/physical health
– Higher “can-do” attitude
– Inflates perceived personal
causation and chances of success
Those who have positive self
enhancement will have
• Higher motivation
• Not easily affected/influenced by
other person

------Vice Versa-----
Self-Concept: Self-Verification
• Motivation to verify/maintain our self-concept
• Stabilizes our self-concept
• Prefer feedback consistent with self-concept
• Self-verification outcomes:
– More likely to remember information consistent with our
self-concept
– Less likely to accept feedback that differs from our self-
concept
– Motivated to be with those who affirm/reflect our self-
concept
Self-Concept: Self-Evaluation
• Self-esteem
– The extent to which people like, respect, satisfied with
themselves.
– High self-esteem: less influenced by others, more persistent,
more logical thinking
• Self-efficacy
– Belief that we can successfully perform a task
• Perceived support from MARS model elements
– General self-efficacy – “can-do” belief across situations
• Locus of control
– General belief about personal control over life events
– Higher self-evaluation with internal locus of control
Self-Concept: Social Self
• Social identity
- defining ourselves in terms of groups to which we
belong or have an emotional attachment
• Groups selected when easily identified, your membership
is the exception (you are a minority), the group has high
status
• Social identity => motivated to abide by team norms and
easily influence by peer pressure
• Personal identity => speak more frequently against the
majority and less motivated to follow the team’s whishes
 If you have a strong personal
identity, you are less likely to be
influenced by your social group
(you will not share the same social
identity)

------Vice Versa-----
Watch the video…

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 This in my lunch.
What happened to this fried fish?

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PERCEPTION
Perception Defined
• The process of receiving
information about and
making sense of the world
around us
– Determining which
information gets noticed
– Determining how to
categorize this information
– Determining how to
interpret information within
our existing knowledge
Perception Defined
• Selecting vs ignoring sensory
information
• Selective attention: Affected by
features of person/object – size,
motion
• Affected by the perceiver’s
characteristics – assumptions,
expectations, needs
– Emotional markers are assigned
to selected information
• Confirmation bias
– Screening out information
contrary to our beliefs/values
Perceptual Organization/Interpretation

• Categorical thinking
– Mostly nonconscious process of organizing
people/things (perceptual grouping) into categories
that are stored in our long term memory.
• Perceptual grouping principles
– Similarity or proximity
– Cognitive Closure -filling in missing pieces
– Perceiving trends
• Interpreting incoming information
– Emotional markers automatically evaluate information
Mental Models in Perceptions
• Knowledge structures that we develop to
describe, explain and predict the world around
us
• Help make sense of situations
– Fill in missing pieces
– Help to predict events
• Problem with mental models:
– May block recognition of new
opportunities/perspectives
Specific Perceptual Processes
1. Stereotyping
2. Attribution Process
3. Self-fulfilling prophecy
4. Others
1. Stereotyping
• Assigning traits to people based
on their membership in a social
category
• Why people stereotype:
– Categorical thinking
– Innate drive to understand and
predict how others will behavior
– Supports self-enhancement and
social identity
Stereotyping Through Categorization,
Homogenization, Differentiation

Social identity and self-enhancement reinforce

stereotyping through:
• Categorization process -- Categorize people into
groups
• Homogenization process -- Assign similar traits
within a group; different traits to other groups
• Differentiation process -- Assign less favorable
attributes to other groups
Are you stereotyping?

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Problems with Stereotyping
• Problems with stereotyping
– Overgeneralizes – doesn’t represent everyone
in the category
– Basis of systemic and intentional discrimination
• Overcoming stereotype biases
– Difficult to prevent stereotype activation
– Possible to minimize stereotype application
We do judge people for what they did and the
outcome they produced

In this judgement we might acknowledge/blame

that person

------ or ----

We acknowledge/blame other person/situation

This is explained by Attribution Process

2. Attribution Process
• The perceptual process of deciding whether an
observed behavior or event is caused largely by
internal or external factors.

Internal External
Attribution Attribution

Perception that behavior is Perception that behavior is

caused by person’s own caused by factors beyond
motivation or ability person’s control (situation,
fate, etc.)
Attribution Rules
Internal Attribution

High consistency Low distinctiveness Low consensus

Consistency Distinctiveness Consensus

High consistency High distinctiveness High consensus

External Attribution
Attribution Errors
• Self-Serving Bias
– Tendency to attribute our successes to internal
factors and our failures to external factors
• Fundamental Attribution Error
– Tendency to overemphasize internal causes of
another person’s behavior, whereas we recognize
external influences on our own behavior
– This error is less common that previously thought
 1.
What do you want for your
Birthday present?

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 1.
From whom will you ask/hope
for this Birthday present?

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 2.
What will you do to ensure you
get this Birthday present?

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 3.
What do you think the other
person will do in reaction to
your action?

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 4.
Will you finally get what you
wanted?

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Your answer do explain Self-
Fulfilling Prophecy
3. Self-Fulfilling Prophecy
• The perceptual process in which our
expectations about another person cause
that person to act more consistently with
those expectation.
3. Self-Fulfilling Prophecy Cycle
1. Supervisor
forms
expectations

4. Employee’s 2. Expectations
behavior matches affect supervisor’s
expectations behavior

3. Supervisor’s
behavior affects
employee

Self-fulfilling prophecy cycle

Self-Fulfilling Prophecy Effect
is Strongest...

• ...at the beginning of the relationship (e.g.

employee joins the team)
• ...when several people have similar
expectations about the person
• ...when the employee has low rather than
high past achievement – easily influenced by
other’s opinion on them
4. Other Perceptual Effects
• Halo effect
– One trait affects perception of person’s other traits
• False-consensus effect/similar to me effect
– Overestimate others who have similar beliefs or traits
like ours
• Primacy effect
– First impressions are difficult to change
• Recency effect
– Most recent information dominates perceptions –
most easily recalled
Improving Perceptions
1. Awareness of perceptual biases
2. Improving self-awareness
– Applying Johari Window – to increase the size of open area
through disclosure and feedback
3. Meaningful interaction
– Based on contact hypothesis – more interaction, less
perceptual bias.
– Close, frequent interaction toward a shared goal
– Engaged in a meaningful task
– Equal status
Know Yourself (Johari Window)
Feedback

Known to Self Unknown to Self

Known
to Others Open
Area Blind
Open Area Blind
Disclosure
Area Area

Hidden
Area Unknown
Hidden Unknown
Area
Unknown Area Area
to Others
End of Topic 3