Why People Behave the way

they do
By Group D4 - Dipty | Pungken | Vivek | Vignesh | Himanshu|
WHY DO WE NEED TO
UNDERSTAND?
• TO GE T TH INGS DO NE B Y OTHERS
.

• TO C R EATE A SIT UATIO N WHERE

T HE Y C AN B E T HE B ES T

• SA ME R E WAR D AN D P UNIS HMENTS

W ONT ' T W OR K FO R AL L
.
 UNDERSTANDING HUMANS
PSYCHOLOGICALLY

P ER S ON AL IT Y G EN ET IC MEMETIC
HO LE
Negative responses Inherited&Predetermined Assumptions passed from
Influential and dominating Helps to Categories gen to gen
Cannot be filled in later life What it means if we can't change Shapes our behaviour and
Tend to develop strategies for it motivation
influencing
MOTIVATION
R EWAR DS AN D P UNIS HM ENT M ODEL
Same model won't work for all

WH Y EM PL OY EE S H ATE THEIR WORK

Feeling of being not utilised fully
bridge between what they want to be and can become

C ON TRO L THEORY
Responding to external stimuli
Can make others to do what they want
Right to reward or punish others
 REB MODEL
RATIONAL-EMOTIVE-BEHAVIOUR
Will take account genetic and memetic and nurtured tendencies
REB helps to know the motivation of the employees and
learn how to handle them

EVENTS AND OBSERVATION

The understanding of any event depends on how we perceive and observe them
 VABEs ?

Values+Assumptions+Beleifs+Expectations

Characteristics Benefits Conclusions

Intensity Leadership External
Acceptance Self Realisation Internal
Perception Decisionmaking
EMOTIONS , FEELINGS & BEHAVIOR

• Emotions play a big role in human behaviour.

• Event + VABE -> Conclusion -> Emotion -> Behaviour equation is
not always clear.
• Behavior is the result of the comparisons made between events
and our VABEs.
• Behavior plays a vital rule in understanding and influencing
people.
• Observed Behavior Vs Inferred Behaviour.
CONCLUSION
• Apply the REB perspective
To our views of ourselves
To our views of external events

• What Managers can do?

Watch for VABEs
Explore ways to influence VABEs
Thank You