MERUNATI

ONALPOLYTECHNI
C
DEPARTMENT:BUSI
NESSANDACCOUNTANCY
DEPARTMENT
SUBJECT:ORGANI
SATI
ONTHEORYANDBEHAVI
OUR
CLASS:DI
PLOMABUSI
NESSMANAGEMENTAND
DI
PLOMAHUMANRESOURCEMANAGEMENT
ONLI
NESTUDYNOTES.
TRAI
NER:GRACEEVAMUTUI
RI
CONTACT:0722625176

I
NTRODUCTI
ON

1
Ther
ear
emanydef
ini
ti
onsofanor
gani
zat
ionbutt
hef
oll
owi
ngshal
lbeconsi
der
edaswor
king.
OTB–i
tisasetofconsci
ousl
yor
gani
zedact
ivi
ti
esbypeopl
ewhowantt
oachi
eveandcommon
obj
ect
ives.
Fr
om t
he4poi
nts,
anor
gani
zat
ioni
ntendst
oachi
eveobj
ect
ivesandbecauseoft
hisi
thast
oinv
estt
he
f
oll
owi
ng:
-
(
i) Resour
ces;
(
ii
) Pr
ocessandpr
ocedur
est
obeputi
npl
ace.
(
ii
i)Thesepr
ocessesandpr
ocedur
esbeor
gani
zedandco-
ordi
nat
etoensur
ethatt
heyar
eachi
eved.
(
iv)I
tal
soi
mpl
i
est
hathumanef
for
tmustbei
nvol
ved.Manager
sar
egi
vent
hechancebyensur
ing
t
hatobj
ect
ivesar
eachi
eved.
Thi
sisabi
gchal
l
enget
omanager
sbecausehumanbei
ngsbehav
edi
ff
erent
lyandt
her
efor
eitatt
imes
di
ff
icul
ttopr
edi
cthumanbehav
ior
.
Theor
gani
zat
ionhasgotv
ari
ousaspect
swhi
chaf
fectt
hewayt
heempl
oyeesbehav
ee.
g.
- Theski
l
ls,
per
for
mance,
standar
d,r
ewar
ds
- Wor
ker
senv
ironment
- Aut
hor
it
y
- Power
- Pr
omot
ion
- Tr
aini
nganddev
elopmentamongot
her
s.
Ont
heot
herhand,
humanbehav
ioramongempl
oyeesi
squi
tedi
ver
sewecanpr
edi
ctbehav
iorupt
oa
cer
tai
npoi
ntbutot
hert
imesupt
oacer
tai
npoi
ntbutot
hert
imesempl
oyeesbehav
einunpr
edi
ctabl
e
behav
ior
/manner
.
Justl
i
keaspectofanor
gani
zat
ionaf
fectbehav
iorofempl
oyeet
ooaf
fectt
heor
gani
zat
ion.E.
g.
- Empl
oyeesat
ti
tude
- Per
sonal
i
ty
- Per
cept
ion
- Mot
ivat
ionet
c.
Anor
gani
zat
ionoper
atesi
nanext
ernal
env
ironment
.Theseenv
ironmentar
esour
ceofi
mputsuchas
r
awmat
eri
als,
labourandor
gani
zat
ion.
I
tal
soabsor
bsanor
gani
zat
ionout
put.
g.hepr
ovi
desmar
ketf
orpr
oduct
,consumeri
nfor
mat
ionand
absor
bwast
e.
Ther
ear
eot
heri
nfl
uencel
i
kemar
ketenv
ironmentandi
nfl
uenceofpr
essur
egr
owt
h.
Theex
ter
nal
env
ironmentt
her
ebyaf
fectt
heor
gani
zat
ionandempl
oyees.
2
I
t’
sther
efor
eimpor
tforamanagert
olear
nandunder
standhumanbehav
iori
nanor
gani
zat
ion.

I
mpor
tanceofst
udy
ingOTB
1.Tounder
standhowor
gani
zat
ionaf
fectbehav
iorofempl
oyees.
2.Tounder
standhowt
hebehav
iouroft
heempl
oyeesaf
fectt
heor
gani
zat
ion.
3.Tounder
standhowt
heext
ernal
env
ironmentaf
fectbehav
iuoroft
heor
gani
zat
ionandt
he
empl
oyees.
4.Foramanagert
obeabl
etodeal
wit
hempl
oyeeswor
kingt
oget
her
.

Def
ini
ti
on
(
i)Theor
y–Setofr
easonedi
deasi
ntendedt
oexpl
ainf
act
sorev
ent
s.
(
ii
)Or
gani
zat
ion–i
tisagr
oupofpeopl
efor
medt
oaccompl
i
shsomecommonobj
ect
ivese.
g.a
companyf
ormedt
ooper
atebusi
nessofmakepr
ofi
t.
(
ii
i)Behav
ior–wayoft
reat
ingot
her
sorwayofact
ingorf
unct
ioni
ng.

Char
act
eri
sti
csofanor
gani
zat
ion:
Fr
om t
hewor
kingdef
ini
ti
ont
hef
oll
owi
ngchar
act
eri
sti
csemer
ge
1.Commongoal
.Ther
eisacommongoal
tobepur
suedbyt
hosewhoest
abl
i
shedor
gani
zat
ion.I
t
i
mpl
i
est
hati
ndi
vi
dual
maynotachi
evet
hosegoal
sal
one.
2.Act
ivi
ti
esar
eest
abl
ishedwhi
char
edi
vi
dedi
ntosepar
atebutr
elat
edt
asks.Thi
scal
l
eddi
vi
sion
ofl
abour
.
Eacht
askst
akent
oget
herenabl
etheobj
ect
ivest
obeachi
eved.
3.Theef
for
tofl
abourchar
gedwi
thper
for
mingt
het
asksar
ethenco-
ordi
nat
e.Thi
sist
hrough
f
ormul
ati
ngandenf
orci
ngr
ulesandr
egul
ati
on.
Ther
eisacont
rol
mechani
sm whi
chi
smeantt
oensur
ethatl
abourobey
sal
lef
for
tst
o
coor
dinat
etheact
ivi
ti
es.
Cont
rol
comest
hroughgi
vi
ngt
hosechar
geswi
thco-
ordi
nat
ionaut
hor
it
ytogi
veor
der
sand
commands.
I
nanor
gani
zat
ionaut
hor
it
ycomesf
rom t
opmanagementl
evel
tol
owerl
evel
s.
4.Aut
hor
it
yist
her
ightt
oensur
ether
esponsi
bil
it
ygi
veni
sper
for
med.
Communi
cat
ioni
sav
eryi
mpor
tantaspecti
nanor
gani
zat
ion.
Theobj
ect
ivesmustbecl
ear
lyunder
stoodandi
nter
pret
ed.Thesemakescommandsand
i
nst
ruct
ionr
equest
,beconv
eyedf
rom t
opt
obot
tom l
evel
andf
rom bet
weenandwi
thi
nlev
els.
3
 Ont
heot
herhandwhent
hel
owerl
evel
wor
koni
nst
ruct
iont
heyhav
etogi
ver
esponsesand
f
eedbacki
nthi
sor
gani
zat
ionexi
stwi
thi
nanenv
ironment
.Fr
om t
hiswegeti
tsl
ocat
ion,
input
l
abourandgi
veoutpr
oducti
nfor
mat
ionbasedet
c.

Commongoal
s

Communi
cat
ion Or
gani
zat
ion Co-
ordi
nat
ionofef
for
t

Rul
esandr
egul
ati
ons Hi
erar
chyofaut
hor
it
y

THEORYOFORGANI
ZATI
ON
Theor
iesofor
gani
zat
ionar
edi
vi
dedi
nto3cat
egor
ies
(
i) Cl
assi
cal
ort
radi
ti
onal
appr
oach
(
ii
) Moder
nappr
oach
(
ii
i) Cont
empor
aryappr
oach

Tr
adi
ti
onalappr
oach/cl
assi
cal
theor
y
Thi
sshowsor
gani
zat
ionasar
ati
onal
str
uct
ureofmechani
sm orwel
lthoughoutsy
stem.
Thesest
ruct
ureswer
eimposedonpeopl
ewhower
eexpect
edt
oper
for
mtheobj
ect
ivest
hosepeopl
e
wer
ecal
l
edl
abour
sandwer
enotconsi
der
edi
mpor
tantandwer
ether
efor
eexpect
edt
oacceptany
t
reat
mentgi
ven.Asar
esul
tgr
eatdev
elopmentwer
eregi
ster
edasev
idencebyt
heconst
ruct
ionof
py
rami
dandpanamacanal
.Thesewer
eachi
evedatv
eryhi
ghhumancostwhenabout54,
000wor
ker
s
peopl
edi
eddur
ingt
heconst
ruct
ionofpanmancanal
.

Moder
nappr
oach(
humanr
elat
iont
heor
y)
Thi
sgr
oupwasmot
ivat
edbybr
utal
treat
mentf
orpeopl
eatwor
k.Theysetouthumani
zet
hewor
kpl
ace.
Theydi
dthesebyagi
tat
ingbet
tert
reat
mentofwor
ker
showev
ert
heyi
gnor
edt
heheadofpeopl
eand
ef
for
tsofst
ruct
ures.

4
ORGANI
SATI
ONASASOCI
ALSYSTEM
Asoci
alpsy
chol
ogi
stcal
l
edKhazKhani
n1966ar
guedt
hatanor
gani
zat
ioni
sasy
stem ofsoci
al
st
ruct
ures.Ther
elat
ionshi
pdoesnothav
ecl
earboundar
yinst
eadt
heuni
tsar
ehel
dtoget
herby
psy
chol
ogi
cal
aspect
s.
Heconcl
udedt
hatt
her
ear
e2t
ypesofor
gani
csy
stems.

(
i) Cl
osedsy
stem
(
ii
) Opensy
stem

Cl
osedsy
stem
Or
gani
zat
ionwasseenasasel
fsuf
fi
cientent
it
ywhi
chdoesnotr
elyont
heext
ernal
env
ironment
.Thi
s
i
slar
gel
ythenat
ureofmi
l
itar
yorbur
eaucr
acyt
huscl
osed.
Thi
swascommonwi
tht
hef
act
orysy
stem dur
ingr
evol
uti
on.Thef
act
ori
eswor
kedl
i
kemi
l
itar
ycamps.
NB:Acl
osedsy
stem cannotbepur
eandor
gani
zat
ionhast
orel
yont
heext
ernal
env
ironmentt
osome
ext
ent
.Empl
oyeesi
nsuchasy
stem shal
lononet
imeoranot
herexpr
esst
hei
rfeel
i
ngsandmake
demands.

Opensy
stem
Anor
gani
zat
ionwasconsi
der
edasanopensy
stem.Thi
smeanst
hepr
ocesscr
eat
eacy
clewi
thi
nthe
sy
stem,
ther
ear
esubsect
ionsr
elat
edt
oeachot
herandt
oext
ernal
env
ironment
.
Subsy
stems
1.Pr
oduct
ionandt
echnol
ogysub-
syst
em.
I
nvol
vedi
nconv
ersat
ionofi
nput
sthr
oughpr
oduct
ionofgoods/
ser
vicest
oout
put
.
2.Suppor
ti
vesub-
syst
em
Ref
erst
oext
ernal
env
ironmentwhi
chi
sasour
ceofi
nput
s–t
her
ear
erawmat
eri
als,
labour
,fi
nance
andi
nfor
mat
ion.Thesamesy
stem suppor
ttheor
gani
zat
ionbyabsor
bingt
heout
puti
nfor
m of
goodsandser
vices,
wast
eandi
nfor
mat
ion.
3.Mai
ntenancesub-
syst
em
Deal
swi
thst
abi
l
ityofanor
gani
zat
ionandpr
edi
ctabi
l
ity
.Anor
gani
zat
ioncanceaset
obest
abl
e,
t
hismeanst
ofunct
ionasexpect
edmaybeduet
othebehav
iorofempl
oyees.Anor
gani
zat
ion
t
her
efor
eneedst
opr
edi
cti
tsout
comeandbehav
iorofempl
oyeeswhi
chi
sdonecr
eat
ingr
uleand
r
egul
ati
onsandr
ewar
dsy
stem.
4.Manager
ialsubsyst
ems
5
 I
nvol
vescont
rol
l
ingandco-
ordi
nat
ionact
ivi
ti
es.I
tpr
ovi
dessuper
visi
onconf
li
ctsar
eresol
vedand
t
hoset
obal
ancet
her
esour
ceneededoft
heor
gani
zat
ion.
5.Adapt
ivesubsyst
em
Anor
gani
zat
iondeal
andanenv
ironmentwhi
chi
sdy
nami
c.Ext
ernal
env
ironmenti
sev
erchangi
ng
anddemandofext
ernal
env
ironmenti
sev
erchangi
ng.
Thi
ssubsy
stem ensur
esanor
gani
zat
ionsur
viv
esandgr
owst
her
efor
edeal
swi
th
(
i) I
ndent
if
yingchanges
(
ii
) Sowi
ngr
esour
ces
(
ii
i) Resear
chanddev
elopment
(
iv) Long-
ter
m pl
anni
nget
c.

6.Psy
chosoci
alsub-
syst
em
Thi
sisanunof
fi
cial
andi
nter
changeabl
esy
stem.
I
tisal
soi
ntangi
ble.
Todayhowev
er,
isbei
nggi
venal
otofemphasi
sbyt
hemanagement
.
I
nor
gani
zat
ionhumanr
elat
ionexi
stnat
ural
l
yandpeopl
esuppor
teachot
hert
oper
for
m andt
o
sol
vepr
obl
ems.Thi
sisdonewi
thoutmanagementi
nter
vent
ion.
I
tmakespeopl
efeel
lov
ed;
recogni
zedandsuppor
ted.Thi
sisgoodf
ort
hepsy
chol
ogi
cal
stabi
l
ityof
i
ndi
vi
dual
empl
oyees.

Q.Expl
aint
hest
atementt
hatanor
gani
zat
ioni
sanopensyst
em.

Char
act
eri
sti
csofanor
gani
zat
ionasaopen-
syst
em
1.Rel
i
esonext
ernal
env
ironmentf
orl
abour
,mat
eri
alsandi
nfor
mat
ion.
2.I
nvol
vedi
nconv
ersat
ionofi
nput
stogoodsandser
vices.
3.Abasi
ccy
cleofev
ent
sexi
stsl
i
ke
I
nput Conv
ersat
ion Out
put
4.I
tget
smor
einput
sthanneededt
oensur
etheact
ivi
ti
est
akepl
aceconsi
stent
lyf
orsur
viv
al.
5.Theyhav
eownf
eedbacksy
stem atal
lst
ages.Thi
sensur
esdev
iat
ionsar
eanal
yzedandcol
l
ect
ed.
6.Di
ff
erent
iat
ioni
spr
act
iced.Thi
smeanst
asksar
especi
ali
zed,
rol
esar
edi
ff
erent
,sub-
syst
em ar
e
di
ff
erent
.
7.Al
lor
gani
zat
ionsachi
evet
hei
robj
ect
ivesi
nthei
rownwaydi
ff
erentf
rom eachot
her
.
8.I
tev
erst
ri
vi
ngt
obal
anceext
ernal
andi
nter
nal
envi
ronmentbecauseoft
hem bei
ngdy
nami
c.
6
9.Bet
weensub-
syst
em andr
olest
hei
nter
-r
elat
ionshi
phav
egotnoboundar
ies.

Q.Out
li
ne5char
act
eri
sti
csofanor
gani
zat
ionasanopensyst
em.

THEORI
ESOFHUMANBEHAVI
OUR
Behav
iouri
saf
unct
ionbet
weenani
ndi
vi
dual
andanenv
ironment
.Meanst
hatf
orani
ndi
vi
dual
togi
vea
r
esponset
heenv
ironmentshoul
dbei
npr
esent
.
I
ndi
vi
dual
shav
efact
orst
hatmaket
hem r
espondt
hroughact
ionorout
war
dexpr
essi
ont
oan
env
ironment
.Si
mil
arenv
ironmenthav
efact
orswhi
chmakei
ndi
vi
dual
tor
espondt
hesame.
Or
gani
zat
ionbehav
iorr
efer
stohumanbehav
iori
naf
ormal
set
ti
ngofanor
gani
zat
ion,
wher
ether
ear
e:
- Setofpol
i
cies
- Pr
ocedur
es
- Pr
ocesses
- Rul
esandr
egul
ati
ons

Empl
oyeest
oint
eractandr
espondt
othem wi
thi
nthef
ormal
str
uct
ures.Howev
er,
insi
det
he
or
gani
zat
iont
her
ear
einf
ormal
str
uct
uresconsi
sti
ngof
:-
- Wel
far
egr
oups
- I
ndi
vi
dual
ident
it
y
- Or
gani
zat
ion
- Cul
tur
e
- Pol
i
cy
Theseal
soi
nfl
uencesbehav
ior
.
Ther
ear
evar
iousappr
oacheswhi
chhav
ebeeni
nsci
ent
istwhi
char
emai
nlycl
assi
cal
andsci
ent
if
ical
l
y
t
heor
y.
West
udyt
heset
heor
iest
hatat
temptt
oexpl
ainbehav
iori
ngener
al.

THEORI
ESFORHUMANBEHAVI
OUR
1.Cl
assi
calt
heor
ies
Thi
sref
erst
otheor
iest
hatwor
konconsi
der
ati
onsi
gni
fi
cantbef
oremoder
ntheor
ies.

Cl
assi
calcondi
ti
ons
Thi
stheor
ywasbr
oughtupaboutbyEv
ansaRussi
anphy
siol n19thcent
ogyi ury
.Heat
tri
but
ed
7
humanbehav
iori
nlear
ninganddi
dexper
imentwi
thadog.Hi
sdogwasencl
osedi
nacageandabel
l
r
angandf
oodgi
ven.Thedogcoul
drespondposi
ti
vel
yandeatt
hef
ood.
Af
tersomet
ime,
hewoul
dri
ngt
hebel
landnotgi
vet
hef
oodbutt
hedogwoul
dst
il
lrespondand
sal
i
vat
e.Hecal
l
edt
hisr
efl
exact
ion.Heexpl
ainedt
hatt
her
efl
exact
ion,
becausei
t’
sal
ear
ned
char
act
eri
sti
cs.Thi
swasapr
imi
ti
veappr
aisal
whi
chcoul
dnotexpl
ainwhatwoul
dresul
tint
owant
s
i
nst
inct
s.
Thet
heor
ywasf
urt
herr
efl
ect
edbecauset
hesocal
l
edr
efl
exact
ionwoul
dsomet
imesf
all
tobe
f
urt
herr
epeat
eddespi
tet
hesamest
imul
i
.Ast
imul
ii
saext
ernal
fact
ort
hati
sint
roducedt
opr
ovokea
r
eact
ion.Howev
erHabr
owsmadeast
ept
owar
dsunder
standi
nghumanbehav
iuor
.Onef
actt
hatwas
agr
eedwast
hatbehav
iorbeganf
rom i
nter
nal
orext
ernal
fact
ort
hisi
sst
imul
i
.
Thepr
ocesst
hrought
hest
imul
icausesbehav
iorwer
enotexpl
ainedandwer
econsi
der
edt
othe
ment
alpr
ocesseswhi
chwer
enotobser
vabl
eorpr
edi
ctabl
e.

2.BEHAVI
OURI
SM THEORY
Thi
swasat
heor
ybyWat
sonanAmer
icaPsy
chol
ogyher
eject
edhav
erol
est
heor
y.Wat
son
ar
guedt
hatt
ounder
standhuman(
behav
ior
)psy
chol
ogi
stshoul
dconcer
nthemsel
veswi
thwhatcanbe
obser
ved.Asar
guedbehav
iori
sasar
esul
toft
wof
act
orsst
imul
iandt
her
esponse.Thathi
sappr
oach
wascal
l
edSRt
heor
y
Thear
gumentwasnear
lyal
lhumanbehav
iori
sduet
opoorst
imul
ati
on.Tomakeaper
son
behav
einagi
venwaywemusti
dent
if
ythi
sfact
orcausi
ngst
imul
isoi
tcanl
eadt
oadesi
redexpect
ed
r
esul
t.Hecoul
dhowev
er,
notexpl
ainwhyst
imul
iwoul
dresul
ttoanexpect
edr
esponse.Nei
thercoul
d
heexpl
ainhowst
imul
icoul
dbei
dent
if
ied.

LAW OFEFFECTBYTHORNDI
KE
Hedi
dexper
imentwi
thacatl
ockedi
nasmal
lbox
.Theboxhadahi
ddenl
everwhi
chmakesadoor
openany
timei
twast
ri
pped.Thi
swoul
dmaket
hecatescapewheni
twasdonecont
inuousl
y.I
twas
obser
vedt
hatwhent
hecatwasputi
ntot
heboxi
twoul
dgowher
etheboxl
everwasandst
artt
rappi
ng.
Theconcl
usi
onher
ewast
hatt
hebehav
iorf
avor
abl
econsequencest
endt
ober
epeat
ed.Wher
e
consequencesunf
avor
abl
ethebehav
iort
endt
odi
sappear
.Hecoul
dhowev
er,
notpr
ovi
deawayof
i
dent
if
yast
imul
ithatl
edt
oapr
edi
ctabl
ebehav
ior
.Howev
er,
ThonDi
keandWat
son’
sSRt
heor
ies
est
abl
i
shedt
hef
oundat
ionofaf
utur
est
udi
esl
atercal
l
edr
einf
orcementt
heor
y.

8
3.OPERANTCONDI
TIONI
NGBYSKI
NNER
I
twascont
ri
but
edbyski
nner
.Hi
smai
nar
gumenti
sthatconsequencesar
etheonest
hatdet
ermi
ne
behav
ior
.Ther
efor
eaper
sonr
espondsi
nagi
venwaybecauseofknownorexper
iencedconsequences.
Henot
edt
hatst
imul
icanbenot
edi
ntwoconsequences:
-Negat
iveandPosi
ti
ve.
Hecl
assi
fi
edr
espondsi
ntot
wocat
egor
ies:
(
i) Respondentbehav
ior
(
ii
) Cl
assi
fi
cat
ionofpar
entbehav
ior

(
i) Respondentbehav
ior
Ther
ear
esomer
efl
exorbehav
iort
hatdoesnotseem t
oresul
tfr
om anyobser
vabl
est
imul
i
.Hear
gued
t
hatt
her
efl
exesar
eunl
ear
ntt
heyar
ecausedbymanwhi
chi
snat
ural
e.g.t
ear
ing,
yawni
ng,
andcough
ofnat
ure.Theseonespr
otectandear
nshumannat
urewi
thoutbei
ngl
ear
nt.Howev
ert
hismakesa
smal
lpr
opor
ti
onofadul
tbehav
ior
.

(
ii
) Cl
assi
fi
cat
ionofoper
antbehav
ior
Heat
tr
ibut
edbehav
iori
nter
act
ionwi
tht
heenv
ironment
.Indi
vi
dual
srespondi
ntent
ional
l
ybecauseof
t
hedesi
reandexper
iencest
heyhadbef
ore.Ther
efor
ebehav
iori
snotel
ast
ic.Fort
hisr
easonhear
gued
t
hatani
ndi
vi
dual
wil
lchooset
obehav
einagi
venwaybecauseofhowt
heenv
ironmenthasr
esponded.
Thi
siscal
l
edr
einf
orcement
.
Rei
nfor
cementcanbeposi
ti
veor–v
emeani
ngr
ewar
dingt
hebehav
iorbypr
aisi
ng,
acceptgi
vi
ng
phy
sical
rewar
dsr
ecogni
zi
nget
c.
Ani
ndi
vi
dual
wil
lwantt
orespondt
othesamewaywhi
chl
eadt
oa+v
erei
nfor
cement
.Ont
he
ot
herhand,
rei
nfor
cementcanbe–v
ethi
scant
aket
hef
orm ofwi
thdr
awi
ngar
ewar
d,condemni
ngor
out
ri
ghtpuni
shment
.
Ani
ndi
vi
dual
wil
lchooset
orespondt
ost
imul
ii
nagi
venwaysoast
oav
oid–v
erei
nfor
cement
.
Weknowt
hatbehav
iorcanbemodi
fi
edi
nanor
gani
zat
ionbymanagi
ngt
her
einf
orcementi
nan
or
gani
zat
ionbymanager
sappl
yi
ngt
echni
quet
omakeempl
oyeesbehav
einagi
venway
.
Ski
nnerhasbeencal
l
edt
hef
atherofr
einf
orcement
.

4.REI
NFORCEMENTAPPROACH
Ski
nner
’st
heor
yrei
nfor
cementwasgi
venal
otofemphasi
zebybot
hschol
arsandmanager
s.Thi
sis
9
becausewi
thal
otofcer
tai
ntyt
hev
alues,
elementi
nvol
vedar
eobser
vabl
eandt
her
efor
ecanl
eadt
o
pr
edi
ctabl
ebehav
ior
.Ont
hesamet
hebehav
iorcanbemodi
fi
ed,
ther
efor
ether
einf
orcementappr
oach
l
aysal
otofemphasi
sonext
ernal
fact
orsout
sidet
hei
ndi
vi
dual
.Thi
sissummar
izedasf
oll
ows.

St
imul
us Response Out
come Rei
nfor
cement

+v
e -
ve

Behav
iorr
epeat
ed Behav
iouri
sext
ingui
shed

S–Thi
stakest
hef
orm ofi
nst
ruct
ionsgi
vent
oani
ndi
vi
dual
outofwhi
chacer
tai
nrespondi
sexpect
ed.
R–Thi
sist
her
xtt
oinst
ruct
iont
hatt
akest
hef
orm ofdoi
ngorobey
ing
O–Theact
ual
per
for
mancewhi
chi
smeasur
abl
e
R–Rewar
dorpuni
shmentwhi
chmat
chest
her
espondofext
ernal
env
ironment
.

PUNI
SHMENT(
REI
NFORCEMENT)
Qui
teof
teni
nanor
gani
zat
ionset
ti
ngsat
tempt
sar
emadet
oext
ingui
shordi
scour
agesomet
ypesof
behav
ior
.Thi
siscommonl
yknownasbehav
ior
.Theobj
ect
iveofpuni
shmenti
snott
odi
scour
age
i
ndi
vi
dual
sbutt
omakei
ndi
vi
dual
sdi
sti
ngui
sht
heundesi
redr
esponsewhi
chr
esul
tin1v
eov
ercomee.
g.
l
atenessl
eadst
olessout
putordel
ay.

Fact
orst
obeconsi
der
edwhenusi
ngpuni
shment
1.Theper
sonbei
ngpuni
shedmustbeawar
eoft
hepuni
shmentofwhi
cht
hepuni
shmenti
sfor
,thi
s
shoul
dcomet
oget
herwi
thi
nfor
mat
ionaboutt
her
esponset
hati
sdesi
red.Thi
swayonecanav
oid
puni
shment
.
2.Themodel
ofpuni
shmentshoul
dbepr
eci
seequal
tomagni
tudeofundesi
redbehav
ior
.
3.Forpuni
shmentt
obeef
fect
ivei
tmustbegi
venassoonasundesi
redr
esponsei
sobser
vedadel
ay
i
npuni
shmentmakesani
ndi
vi
dual
dev
elopsdef
encemechani
sm t
hiswi
l
lundert
othepuni
shment
ef
fect
ive.
10
4.I
nanor
gani
zat
ional
set
ti
ngt
hepuni
shmentshoul
dbegi
veni
ntoequal
measur
est
oal
lwhoshowa
desi
rabl
eresponse.Thi
smakesi
taccept
ance.
5.Thepuni
shmentmustbedonebyaper
sonaut
hor
izedt
othi
sal
somakest
hepuni
shmentt
obe
accept
ed.

Useofr
einf
orcementi
nsuper
visi
on
1.Rei
nfor
cementt
heor
yisnor
mal
l
yusedt
omot
ivat
eempl
oyeest
hisensur
est
hatt
heybehav
eina
cer
tai
nspeci
fi
edwaywhi
l
eper
for
mingt
hei
rdut
iesi
nanor
gani
zat
ionmanagemental
way
swantt
o
ensur
ethatt
hecor
rectbehav
iorcont
inuousl
yresul
tori
sal
way
srepor
ted.
Thi
smayatt
imesnotbet
hecasebecausehumanbei
ngswi
l
lal
way
str
ytomani
pul
atet
her
ulesand
r
egul
ati
onshowev
ert
hef
ull
schedul
eofr
einf
orcementhast
ober
eli
edon.

VARI
OUSAREASTOSUPERVI
SEEMPLOYEES.
1.Cont
inuousr
einf
orcement
Asi
mpl
i
edr
einf
orcementi
sgi
venev
eryt
imet
her
equi
redbehav
ior
/per
for
mancei
nexhi
bit
edby
wor
ker
s..Thi
srequi
resconst
antsuper
visi
oni
sthi
sdoesnothappent
hewor
ker
smaybecome
r
eluct
antandr
educeef
for
t;t
hisi
sbecauset
heyexpectt
ober
einf
orcedi
spr
edi
ctabl
e.

2.Var
iabl
erei
nfor
cement
I
nthi
scaset
het
imet
akenr
einf
orcementshal
lbegi
venwi
l
lnotbepr
edi
ctabl
e,i
tcanbedoneat
di
ff
erentt
imesasdesi
redbysuper
visor
.Toal
argerext
entwor
ker
smayper
for
m cont
inuousl
yduet
o
t
heunpr
edi
ctabl
enat
ure.

3.Fi
xedr
einf
orcement
Thi
siswher
erei
nfor
cementi
sgi
venasspeci
fi
edper
iod.Thi
smakesi
tpr
edi
ctabl
ehowev
er,
bet
ween
t
het
imeofr
einf
orcementandwhent
henextr
einf
orcementi
sduet
hewor
ker
smayr
elaxonl
ytobe
act
iveneart
hest
atedper
iod.

4.Var
iabl
erei
nfor
cement
Thi
srei
nfor
cementi
sgi
venaf
teracer
tai
namountofwor
koranumberofhour
swor
ked.Thi
sisun
pr
edi
ctabl
eandmakesper
for
mancet
ocont
inueunt
ilsuper
visordeci
dest
orei
nfor
ce.Thi
showev
er
becomesv
ali
dfr
om t
imet
oti
me.

11
5.Fi
xedr
ater
einf
orcement
I
nthi
scasegi
venquant
it
iesort
imeneededt
obewor
kedi
sspeci
fi
edandt
her
efor
epr
edi
cti
onand
ant
ici
pat
ed.
Fai
l
uret
orei
nfor
ceaf
terspeci
fi
edt
imemayr
esul
ttor
educeef
for
tordi
ssat
isf
act
ionoft
hewor
ker
s.

Q.Expl
ainhowr
einf
orcementappr
oachcanbeusedt
omanagehumanbehavi
ori
nanor
gani
zat
ion.

5.COGNATI
VETHEORY
Theear
li
estt
heor
ieshav
est
ressedal
otonphy
sical
l
yobser
vabl
ebehav
ior
.Thest
imul
itaket
he
f
orm ofspokenwor
dorphy
sical
gest
uresi
fnoti
nwr
it
tenf
orm whenaper
soni
sact
ingonst
imul
us
(
out
come)weobser
veper
for
mance.
Theout
putwhi
chf
ormst
her
esponsei
sal
soobser
vabl
etaki
ngt
hef
orm ofact
ual
wor
kal
one.
Ther
xtofenv
ironmentt
other
esponset
hroughr
einf
orcementi
sal
soobser
vabl
e.I
naddi
ti
on
r
einf
orcementt
heor
yhasassumedt
hatt
hisobser
vabl
ebehav
iorcanber
epeat
edi
nadupl
i
cat
edway
.
Thi
smeansi
nanex
actmannerandi
nanexactener
gy.Posi
ti
ver
einf
orcementener
gies
behav
ioursot
hati
tsr
epeat
ed.I
tst
her
ebyaf
orm ofmot
ivat
ionhowev
eri
thasbeenobser
vedt
hat
despi
teposi
ti
ver
einf
orcementt
her
equi
redbehav
iormaynotber
epeat
ed.Thesamewaywi
tht
he
sameener
gy.
St
udi
eshav
econcl
udedt
hatwhatmot
ivat
etodaymayceasedt
obeamot
ivat
ingf
act
oroncean
i
ndi
vi
dual
getusedt
o.I
tbecomesnat
ural
i
zed.
Ont
heot
herhand,
att
empt
satnegat
iver
einf
orcementmayl
endert
otechni
quesbei
ngusedt
o
puni
shi
nef
fect
ive.
I
ndi
vi
dual
dev
elopsdef
ensemechani
sm andmayconsi
dert
het
echni
quet
obeaweaknessof
puni
sher
.E.
g.const
antt
hreatofdeny
ingoneper
missi
onmaybeconv
eyedt
omeant
hatper
soni
s
bi
asedandt
heybeabsentoncei
nawhi
l
ewi
thoutper
missi
on.Theser
esponsesengageschol
arswho
at
tri
but
edt
hem t
oment
alpr
ocesseswhi
char
enotobser
vabl
e.Thi
sther
efor
eist
hef
oundat
ionof
cogni
ti
vet
heor
y.
Cogni
ti
ver
efer
stoment
alaspect
.
Cogni
ti
vet
heor
ythus,
iswhenst
imul
ii
srecei
vedi
nthebr
aini
tbecomesani
tem whi
chi
sst
ored
separ
atel
y.Thi
sit
em i
scal
l
edacogni
ti
on.Whenst
imul
ii
sbei
ngexper
iencedi
ntheenv
ironment
sev
eral
timest
hecogni
ti
ondev
elopsapar
tofpar
tner
sofr
elat
ionshi
pe.
g.ascr
eam l
eadi
ngt
opai
n
l
eadi
ngt
ofi
ght
.
Thet
hreecogni
ti
onar
eact
edont
oget
heronthebr
ain.Theyf
orm acogni
ti
vest
ruct
uresowhen
12
ast
imul
ii
sint
roducedi
nthebr
aini
tref
err
edt
oasr
ecogni
ti
vest
ruct
urer
esul
ttoar
esponse.
Dependi
ngonhowst
rongt
her
elat
ionshi
pisbet
weenst
ruct
urest
her
esponsecangi
veorbe
gi
venwi
thal
otofagency
/speedwi
l
li
ngnessorr
eadi
ness.Howev
eri
frel
ati
onshi
pisweakt
he
r
esponsemaybesl
owornotf
ort
hcomi
ng.Ther
efor
eforst
imul
itober
espondedmustbesal
i
ent
.i.
e.i
ts
gi
venmaj
orat
tent
ione.
g.
- Loudness
- Br
ight
ness
- Ey
econt
act
- Shar
pcol
or
Sal
i
entst
imul
ii
sreal
l
yal
ter
edon,
becauset
hebr
aineasi
l
yrecogni
zesandcauser
ecognat
ive
st
ruct
ure.Thi
simmedi
ater
esponsei
sat
tri
but
edt
ocogni
ti
veconsonance.Thi
smeansst
ruct
uresagr
ee
t
ohi
ghr
elat
ionshi
p.
I
twasal
soobser
vedasast
imul
imayf
ail
topr
oducet
heexpect
edout
comebecauseofa
cont
radi
cti
onoccur
ri
ngbet
weenst
imul
iandcogni
ti
vest
ruct
uret
hatr
elat
etoi
tandt
hiscal
l
edcogni
ti
ve
di
ssonance.E.
g.Ascr
eam l
eadi
ngt
olaught
er.
Manager
sar
ether
efor
eadv
isedt
oensur
ethatt
her
esponsemayal
sobeef
fect
ive/
good.Thi
s
i
sbecausei
fthest
imul
ii
snotknownwi
thi
nthecogni
ti
vest
ruct
uret
her
ewi
l
lbeacogni
ti
vedi
ssonance.
NB:Thedesi
ret
oreducet
hedi
ssonancei
ncl
udet
hef
oll
owi
ng:
1.Thei
mpor
tancet
hest
imul
ihast
oindi
vi
dual
2.Thei
nfl
uencet
hecogni
ti
vei
tem hasont
hecogni
ti
vest
imul
i
3.Theconsequencesassoci
atedwi
tht
hest
imul
i
.

Char
act
eri
sti
csofcogni
ti
ve
(
a)Abi
l
ityt
odi
ff
erent
iat
eordi
scr
imi
nat
eamongel
ement
swhi
char
erequi
redf
rom st
imul
i
.
(
b)Agr
eeabl
eel
ement
sar
eact
edonv
eryf
astbecauset
heyar
esal
i
entt
her
efor
ecr
eat
econsonance.
(
c)Cogni
ti
ont
hatar
enewar
est
oredi
nthememor
ytober
elat
edi
nfut
urewhenasi
mil
aronei
s
exper
ienced.
(
d)Cont
radi
cti
onofcogni
ti
vest
ruct
urer
esul
tsi
ndi
ssonanceandt
hiscanbemodi
fi
edt
oresul
tint
he
desi
redr
esponsebyt
hei
ndi
vi
dual
modi
fi
edst
imul
i
.
(
e)Ahi
ghi
ntegr
ati
onf
orms,
mor
eper
manentbehav
iori
fthest
imul
ii
sknownandl
eadst
oawayof
t
hinki
ngori
deol
ogy
.

Funct
ionsofcogni
ti
vesy
stem
13
Asetofcogni
ti
vest
ruct
uresf
ormsapat
ter
nint
hebr
ain.Thi
spat
ter
nseemst
owor
kthesameway
andev
ent
ual
l
ytof
orm anuni
for
mresponse.Thi
siscal
l
edacogni
ti
vesy
stem.Acogni
ti
vesy
stem has
t
hef
oll
owi
ngf
unct
ion:
-
(
i) Gi
vesmeani
ngt
onewcogni
ti
onbyi
nter
pret
ingt
hem ont
hebasi
sofwor
dscl
osel
yassoci
ated
wi
thi
tort
heonesst
oredi
nthebr
ain.
(
ii
) I
tgener
ateemot
ionswhi
chdet
ermi
net
hei
ntensi
tyofobser
vabl
ebehav
ior
.
(
ii
i) Duet
obei
ngr
epeat
edandl
eadi
ngt
oexper
iencei
tenabl
esat
ti
tudet
obef
ormed.
(
iv) Anat
ti
tudei
sthet
endencyt
orel
atewi
thani
ndi
vi
dual
(s)
,obj
ect
sorsi
tuat
ioni
nthesameway
anyt
imet
her
eisadi
rectencount
er.
(
v) I
tmot
ivat
esani
ndi
vi
dual
tor
espondt
husconsonantl
eadst
oknownbehav
iouranddi
ssonance
hesi
tat
ionorunknownbehav
ior
.

I
mpor
tanceofcogni
ti
veappr
oacht
othemanager
s
1.Thest
imul
ii
nwor
kpl
acet
hatt
heyar
eknownbywor
ker
sthi
swi
l
lenabl
econsonancet
oresul
t
t
oadesi
redr
esponse.
2.Anynewsetofi
nst
ruct
ionsshoul
dbeexpl
ained.Thi
swi
l
lhel
ppr
eventdi
ssonanceand
ev
ent
ual
l
ytheundesi
redr
esponse.
3.Amanagercanmani
pul
atet
heconsequencet
omaket
hem f
avour
abl
eandwi
l
lst
rengt
hent
his
r
esponset
owar
dst
hei
nst
ruct
ion.
4.Wher
ether
esponsei
sweakert
hanant
ici
pat
edandnotduet
othest
imul
iamanagershoul
d
anal
yzet
hebehav
iort
ofi
ndoutaboutt
hev
alue,
theper
cept
ion,
theat
ti
tudeandmot
ivat
ionof
t
hewor
ker
s.

Ot
herat
tri
but
iont
ohumanbehav
ior
Upt
othi
spoi
nt,
theschol
arwer
einagr
eementt
hatphy
sical
obser
vabl
ebehav
iorwasv
ery
muchi
nfl
uencedbyment
alf
act
ors.Theyar
guedt
hatot
hert
heor
iesar
etr
yingt
oest
abl
i
shhuman
behav
iorasbei
ngal
way
sconsi
stenceandpr
edi
ctabl
einpar
ti
cul
ar.Ther
einf
orcementappr
oachwhi
ch
agr
eedt
hatbehav
iorcanbemadeuni
for
m andpr
edi
ctabl
ebymanagi
ngt
her
esponseoft
he
env
ironmentt
obeexhi
bit
ed.
Cogni
ti
vet
heor
iesmadegr
eati
nloadspr
ogr
essi
ntoshowt
hatbehav
iuormayv
arydependi
ng
ont
hest
rengt
hofcogni
ti
vest
ruct
ures,
thi
swasbei
ngdet
ermi
nedbyhowcl
oset
her
elat
ionshi
pis.
Theyal
soav
oidexpl
aini
ngwhyi
ndi
vi
dual
mayatt
imer
esponduni
for
mlyot
hert
imesdi
ff
erent
lyt
othe
samest
imul
i
.Thi
sgav
eroom t
oot
herschol
arst
otryandexpl
aint
hisphenomenaf
ocusi
ngonment
al
14
aspect
s.Thesear
e:
(
a)Per
cept
ions
(
b)Val
ues
(
c)At
ti
tude
(
d)Per
sonal
i
ties
(
e)Lear
ning
(
f)Mot
ivat
ion
Andt
hiswassai
dtowor
ktoget
herwi
thext
ernal
env
ironmentt
oinf
luencehumanbehav
ior
.

1)Per
cept
ion
I
tisdef
inedasment
alpr
ocesst
hroughwhi
chst
imul
ii
srecei
ved,
organi
zedandi
nter
pret
edt
hen
i
mpr
essi
oncr
eat
edf
rom whi
chani
ndi
vi
dual
giv
esmeani
ngt
otheenv
ironment
.
Thest
imul
iorr
ecei
vedt
hroughal
lsensor
ysy
stem.Or
gani
zat
ionandi
nter
pret
ati
onmayexpl
ainwhy
i
ndi
vi
dual
sreactdi
ff
erent
lyt
othesamest
imul
i
.Thi
swoul
dresul
tdi
ff
erenti
mpr
essi
onoft
hesame
t
hing.

Pr
ocessofper
cept
ion
Thepr
ocessi
nvol
ves
Recept
ion Pr
ocessi
ng I
nfl
uence Out
put React
ion

a)Recept
( ion–t
hisi
sthepr
ocesswher
esensor
ysy
stem r
ecei
vest
hest
imul
ie.
g.
- Ev
ent
s
- Obj
ect
s
- I
nst
ruct
ion
- Touchet
c
Whent
hei
nput
sar
erecei
vedt
heyar
esel
ect
ivel
ygr
oupedi
ntot
hoseconsi
der
edr
elev
ant
.The
oneswhi
cht
urnsoutar
egi
venat
tent
ion,
thest
imul
igi
venat
tent
ioni
sconsi
der
edt
obeasal
i
ent
st
imul
i
.Thef
oll
owi
ngf
act
orscanl
eadt
oasal
i
entst
imul
i
:-
(
i) Nov
elt
y–Thi
sisbei
ngonl
yoneoft
het
ypee.
g.Gender
,age,
col
ouret
c.
(
ii
) Si
ze–al
argei
tem i
smor
eli
kel
ytobegi
venat
tent
iont
hanasmal
lonee.
g.
Thi
ckv
sthi
n
Br
oad/wi
dev
snar
row
15
 Sl
i
mvsf
at

(
ii
i) I
ntensi
ty–suchasl
oudnessVsbr
ight
ness.
(
iv) Cont
rast–suchasabl
ackspotonawhi
tsur
face.
(
v) Mot
ion–amov
ingobj
ectasopposedasper
sonorobj
ect
.
(
vi) St
atus–i
nsoci
ety
,wor
kpl
ace,
amonggr
oupet
c.
(
vii
) Appear
ance–t
hisr
efer
stomanner
ism,
dressi
ng,
taki
ng,
gest
urese.
t.
c

NB:Ther
ecept
ionst
agesal
socal
l
edst
ageofsel
ect
ion,
att
ent
ionandcompr
ehensi
on.
Sel
ect
ionbecausenotal
lst
imul
irecei
vedi
spr
ocessedsomei
snotgi
venat
tent
ion(
discr
imi
nat
ed)

At
tent
ionbei
ngf
ocusi
ngonbecauseofbei
ngsal
i
ent
.

Compr
ehensi
ont
hesensor
ysy
stem hav
eunder
stoodwhatt
hest
imul
ii
saboutandal
l
owi
ttogot
othe
nextst
age.

(
b) Pr
ocessi
on–t
hesal
i
entst
imul
igoesaboutbei
nggi
venat
tent
iont
hroughcogni
ti
vesy
stem f
ir
st
i
sor
gani
zedi
ntocogni
ti
veel
ementandi
nter
pret
edi
ntocogni
ti
vest
ruct
ure.Thi
smakesani
ndi
vi
dual
to
gi
vemeani
ngt
othatst
imul
ibecausei
thasnowbecomer
ecogni
zed.
Thi
spr
ocessi
ngst
agei
sal
socal
l
edencodi
ngst
age.Thi
sisbecauset
hest
imul
is1stor
i gani
zedby
cogni
ti
vesy
stem t
husi
scal
l
edencodi
ng,
I
tst
henr
ecogni
zedt
hisi
sint
erpr
etat
ionandt
her
esul
tisament
ali
mpr
essi
onofbei
ngcr
eat
ed.
Thi
smer
it
ali
mpr
essi
onr
epr
esent
ati
oni
scal
l
edschemat
ion(
scheme)
.Encodi
ngcansomet
imesbe
i
ncompl
etet
husmeanst
hebr
aini
sunabl
etopl
ayt
hecogni
ti
oni
nther
ightcogni
ti
vest
ruct
ure.
Thebr
aint
endt
ofal
li
nthemi
ssi
ngi
nter
prett
hisi
scal
l
edper
cept
ual
closur
e.Ont
heot
herhand
i
nfor
mat
ionmaynotbewor
kingt
hewayi
tsusual
l
ydoneespeci
all
yduet
olackofcl
ari
ty.Thebr
ain
makesachoi
cebymodi
fyi
ngt
hest
ruct
uresot
hatt
hecogni
ti
vecanbeat
tachedt
oaknowncogni
ti
ve
st
ruct
ure.
Thi
smodi
fi
cat
ionoft
hest
imul
itomakei
tfi
tint
oanexi
sti
ngcogni
ti
vest
ruct
urei
scal
l
edper
cept
ual
modi
fi
cat
ion.

c)I
( nfl
uence–Dudi
ngpr
ocessi
ont
hest
imul
imaybei
nter
pret
eddi
ff
erent
lybydi
ff
erenti
ndi
vi
dual
sthe
r
esul
tmayendupbei
ngsubj
ect
ive,
judgement
alordi
stor
ted.Thi
sisduet
oval
uabl
eswhi
ch
16
 i
nfl
uencei
ndi
vi
dual
eit
herf
rom wi
thi
norenv
ironmente.
g.per
sonal
i
ty,
mot
ivat
ion,
lear
ning,
val
ues,
al
ti
tudeset
c.
Thei
nter
nal
fact
orst
hatmayi
nfl
uencet
heout
comemayi
ncl
ude:
(
i)Val
ueshel
dbyani
ndi
vi
dual
needsandmot
ivesal
somaybei
nfl
uencedbypastexper
iences
whi
chr
esul
tedi
nat
ti
tude.
(
ii
)Sel
fconcept–Ref
erst
oindi
vi
dual
per
cept
ionoft
hemsel
vesasbeencompet
ent
,capabl
eor
qual
i
fiedatat
ask.
(
ii
i)Per
sonal
i
ty–Thi
sincl
udeopt
imi
sm sel
faccept
ancesecur
e,per
sonal
i
tyandpat
ience.
(
iv)Per
cei
veschar
act
er–t
hef
act
orst
hatofst
imul
itobesal
i
entdependi
ngonani
ndi
vi
dual
s
i
nter
pret
ati
on.

d)Out
( /out
come–t
hisr
efer
stor
esponsebehav
iorwhi
chr
esul
tandcant
aket
hef
orm ofact
ion
expr
essedopi
nion,
for
mat
ionofat
ti
tudeet
c.
Theout
comebecomesnewcognat
ionwhi
chwi
l
linf
luencef
utur
eper
cept
ion.

(
e)React
ion–t
hisi
sresponset
owar
dsout
comebysour
ceofst
imul
i
.

DI
STORTI
ONORPERCEPTI
ON
Q1.Expl
ain5f
act
orst
hatcanl
eadt
odi
stor
ti
onorper
cept
ion.

Q2.Expl
ain5way
sinwhi
chamanagercanuset
heknowl
edgeofper
cept
iont
omanagebehav
iorof
empl
oyees?

Di
stor
ti
on–meanst
hatst
imul
icanl
eadt
oanout
comewhi
chi
snotexpect
ed.Thi
sisat
tri
but
edt
othe
per
cept
ionpr
ocessandmaybecausedby
:
(
i) Fact
orsnorknownbyi
ndi
vi
dual
sleadi
ngt
oper
cept
ual
closur
ee.
g.qual
i
tyofi
ndi
vi
dual
may
t
akeagoodcol
our
.
(
ii
) Rel
yi
ngoni
rr
elev
antf
act
s.
(
ii
i) Emot
ional
fact
orsast
hel
evel
ofi
nfl
uence.Thi
siswhatoneconsi
der
sfav
our
abl
eatt
hat
t
imet
owhet
hercor
rectwr
ong.
(
iv) Fai
l
uret
oident
if
yal
lthef
act
ort
hatwi
l
lenabl
ethepr
ocessi
ngt
obecompl
ete.
(
v) Per
cei
ver
s,char
act
erbasedonsel
fconceptv
alues,
alt
it
udes,
etc.

17
Ex
plai
nthepr
ocessofper
cept
ion–e.
g.R-
P-I
-O-
R

2) VALUES
 Val
uesar
ecommonl
yhel
dbel
i
evedbyasoci
etyoranor
g.
 Val
uesl
eadst
oEt
hicalconduct
,thecommuni
tyexpectani
ndoor
stobehav
einagi
venwayt
o
bei
dent
if
iedasamemberoft
hecommuni
tyt
obeabl
etosoci
ali
zewi
thot
her
sandensur
e
cont
inui
tyoff
utur
egr
owt
h.
Val
uest
her
efor
edopl
ayabi
grol
eini
nfl
uenci
ngt
hebehav
iourofanempl
oyeebef
orer
ecr
uit
ment
.
Anor
gani
zat
ionhasal
sogotav
aluesy
stem cer
tai
nmodeofconductar
eexpect
edf
rom al
lempl
oyees.
Someoft
hesear
edr
awnf
rom soci
etyandot
herdev
elopedf
rom t
heor
gtoenabl
eitt
oachi
evei
ts
goal
s.
 Wor
ker
sar
ether
efor
eexpect
edt
oadaptsomev
aluesi
ntheor
g,t
hiswi
l
lmakei
tpossi
blef
or
wor
ker
stobegi
veni
nst
ruct
ionar
ether
efor
etor
elat
eot
herwor
ker
s.Thi
sisv
erymuch
i
nfl
uenci
ngmanagementef
for
ttoco-
ordi
nat
emanagementact
ivi
ti
es.
I
tal
sodet
ermi
nest
hel
evel
ofdi
sci
pli
neandi
ndi
sci
pli
nei
nanor
g.
 Val
uesar
eimpor
tantsot
hatf
ri
endshi
pint
hegr
oupsandt
eamscanbedev
eloped.

Char
act
eri
sti
csofv
alues
1.Theyar
eint
ernal
bel
i
efsandcanonl
yinf
luencebehav
iour
.
2.Theyar
ecommonl
yhel
dinasoci
ety
.
3.Theyar
eimpact
edov
eral
ongper
iodoft
imesomet
imest
heyar
enotquest
ioned.
4.Val
uescanbechangedwhent
heyar
equest
ionedt
hesel
eadst
obet
terbenef
itar
isi
ngf
rom new
v
aluesbei
ngadopt
ed.

Usesofv
aluest
oani
ndi
vi
dual
Val
uest
houghnotout
standi
ngobser
vabl
ecanbecl
assi
fi
eddependi
ngonhowi
ndi
vi
dual
usest
hem
i
) Exi
stent
ialv
alues–Thesear
eval
uest
hatar
ecommonl
yhel
dinasoci
etyoranor
gani
zat
ion.
Thesegi
vesaper
sonani
dent
it
yasonewhobel
ongt
oacer
tai
nsoci
etyoronewhor
elat
ein
cer
tai
ncommuni
ty.
i
i
) I
nst
rument
alv
alues-Thesear
eval
uest
hataper
sonadoptt
obeabl
etoachi
eveanobj
ect
ive
e.
gtobeasuper
visorsoast
oev
aluat
eposi
ti
vel
y.
 Tobegoodf
orf
ell
owwor
ker
ssot
hatt
heycanassi
stper
for
m wor
k.
i
i
i) Ter
minal
val
ues–t
heser
epr
esent
sval
uest
hatar
eacqui
redt
oenabl
etoi
ndi
vi
dual
to
18
 achi
evesel
f-
ful
fi
ll
mentbyachi
evi
ngaspeci
fi
cgoal
.E.
gAdoptv
aluest
obecomepr
omot
ed
seni
ormanager
s.
i
v) Subst
ant
ialv
alues-Thesear
eval
uest
hatoneadoptwhi
chwi
l
lleadt
otangi
blebenef
it
:Ift
he
benef
itar
enotf
ort
hcomi
ngt
hev
aluesar
eabandoned.

I
mpor
tanceofv
aluest
oamanager
1)Val
uesofanor
gsenabl
esamanagert
odev
elopacodeofet
hicst
hesemakescondi
ti
onof
behav
iourpossi
ble.
2)Val
ueshel
dbywor
ker
senabl
esamangert
ounder
standt
hesour
ceofconf
li
ctbet
ween
empl
oyees.
3)Val
uesenabl
eamangert
ounder
standwhysomer
esponsest
erexpect
edf
rom wor
ker
sar
enot
exhi
bit
ed.Thi
sisbecauset
hatar
einf
luenced.
4)Val
uescanbechanged.Amanageri
sabl
etomakedeci
sionont
hebestl
ear
ningmet
hodt
hat
wi
l
lexposeawor
kert
omor
emeani
ngt
hant
heoneshel
dsoast
ochanget
heoneshel
d.
5)Amanageri
sabl
etol
ear
nhowhi
s/herv
aluesaf
fectt
hebehav
iourofempl
oyees.
6)Val
uesenabl
eamangert
ounder
standhowt
oassi
gni
ndi
vi
dual
int
ogr
oupswher
ejoi
ned
per
for
mancei
snecessar
y.

Val
uest
hatar
eimpor
tantt
oawor
ker
1.Loy
alt
y
2.Honest
y
3.Ambi
ti
ous
4.sel
fconf
idence
5.Cour
ageous
6.Pat
ience
7.Handwor
king
8.Co-
oper
ati
on
9.Obedi
entt
oaut
hor
it
y
10.Sel
fcont
rol
11.ki
ndness
12.I
ntegr
it
y

Val
uest
hatar
ever
yimpor
tantt
omanager
s
19
 1.Loy
alt
y
2.Honest
y
3.Pat
ience
4.Sel
fconf
idence
5.Respect
6.Har
dwor
king
7.Co-
oper
ati
ve
8.Sel
fcont
rol

Qui
z
Q1)hi
ghl
ightt
hei
mpor
tval
uest
hatanempl
oyeeshoul
dhavet
oser
vei
nanor
g.
Q2)hi
ghl
ightval
uest
hatar
esui
tabl
etoamangeri
nanor
g.
Q3)Out
li
ne5char
act
eri
sti
csofval
ues

3)At
ti
tudes
 Def
inedasper
sist
ence,
tendencyt
obehav
eandf
eel
inapar
ti
cul
arwayt
owar
dsaspeci
fi
c
obj
ect
,per
sonorsi
tuat
ion.

Char
act
eri
sti
csofat
ti
tude
1)Thef
eel
i
ngscomesar
oundev
eryt
imecont
acti
smadeanobj
ect
,per
sonorsi
tuat
ion.
2)Onemusthav
eaf
eel
i
ngt
owar
dsspeci
fi
cobj
ectper
sonorsi
tuat
ion.
3)Thef
eel
i
ngst
endt
obeper
sist
entandar
ever
yresi
stancet
oochange.Howev
erast
rong
i
nfl
uencef
rom t
heenv
ironmentcanf
orcet
hem t
ochange.
4)At
ti
tudescanbel
ear
ntwhi
chmeansdev
elopf
rom i
ndi
vi
dual
exper
iences.

Exper
ience
Thi
sist
hemosti
mpor
tantf
act
ori
ncr
eat
ionofat
ti
tude.Thi
sisdef
inedaspr
evi
ousencount
erwhi
ch
becomepar
tofnewcognat
ionst
oredi
nmemor
y.At
ti
tudesdev
elopf
rom 3t
ypesofexper
ience.

3t
ypesofexper
ience
1)Di
rectexper
ience
2)Exper
iencebyassoci
ati
on
3)Exper
iencebyl
ear
ning
20
1.DI
RECTEXPERI
ENCE
Thi
siswher
eani
ndi
vi
dual
hav
eper
viouscont
actĈobj
ect
,per
sonorsi
tuat
ion.Thi
smakesat
ti
tude
dev
elopf
rom di
rectex
per
iencet
obev
eryper
sist
enceandr
esi
stancet
ochange.

2.EXPERI
ENCEBYASSOCI
ATI
ON
Thesear
eat
ti
tudet
hatr
esul
twhenanobj
ectorper
soni
sassoci
atedt
oanot
herper
sonorobj
ectwho
al
readyat
ti
tudehasbeenf
ormed,
e.gAt
ti
tudet
owar
dsabi
gper
sonhasabul
kerbecauseofhav
ing
per
viousbeenbul
kedasabi
gper
son.

3.EXPERI
ENCEBYLEARNI
NG
Ani
ndi
vi
dual
lear
nsbybei
ngt
aughtort
oldabcobj
ect
,per
sonorsi
tuat
ion

NB:Exper
iencesdev
elopedt
hro’
associ
ati
on&l
ear
ningr
esul
tsi
ntoat
ti
tudet
hatar
eeasyt
ochange.

COMPARI
SONBETWEENVALUESANDATTI
TUDE
1.Val
uesar
euni
ver
sal
,conv
ent
ionhel
dbymanywhi
l
eat
ti
tudesar
efeel
i
ngsaboutspeci
fi
cobj
ect
s,
per
sonorsi
tuat
ion.
2.Val
uesar
eimpact
edt
hro’
int
err
upt
iont
othesoci
etywhi
l
eAt
ti
tudesar
elear
ntf
rom ex
per
iencet
o
obj
ect
,per
sonorsi
tuat
ion.
3.Val
uescanchangewhenexposedt
odi
ff
erentv
aluessy
stem orwhenquest
ioned,
whi
l
eAt
ti
tudes
ar
eper
sist
entandr
esi
stancet
ochangeunl
essst
rongi
nfl
uencei
sexact
edov
ert
ime.
4.Val
uesi
nfl
uenceourat
ti
tudeandar
eint
ernal
&ther
efor
enotobser
vabl
ewhi
l
eAt
ti
tudesar
eknown
becauset
heyar
emani
fest
edt
hroughexpr
essedi
ntent
ionandbehav
iour
.
5.Val
uesmaybehel
dbutnotusedi
ninf
luenci
ngbehav
iourwhi
l
eat
ti
tudehel
dwi
l
lal
way
sresul
tin
act
ionori
nfl
uence.

Pr
ovi
deasui
tabl
ecompar
isonofv
alues
At
ti
tudes
Val
ues At
ti
tudes
1.Ar
eUni
ver
sal
,conv
ent
ionhel
dbymany
. -Ar
efeel
i
ngaboutspeci
fi
cobj
ect
,per
son
orsi
tuat
ion.
2.I
mpact
edt
hro’
int
eract
ionwi
tht
he -l
ear
ntf
rom exper
iencewi
thobj
ectper
son
21
soci
ety
. orsi
tuat
ion.
3.Canchangewhenexposedi
ndi
ff
erent -Theyar
eper
sist
enceandr
esi
stancet
o
v
alues,
syst
emswhenquest
ioned. changeunl
essst
rongi
nfl
uenceact
edon
t
hem.
4.Theyi
nfl
uenceourat
ti
tudeatar
e -Knownbecauset
heyar
emani
fest
ed
i
nter
nal
&ther
efor
enotobser
vabl
e. t
hroughexpr
essedi
ntent
ion&behav
iour
5.Maybehel
dbutnotusedi
ninf
luenci
ng -
att
it
udehel
dwi
l
lal
way
sresul
ttoact
ionor
behav
iour
. i
nfl
uence.

I
mpor
tanceofat
ti
tudes
At
ti
tudeshav
efor
emai
nfunct
iont
oani
ndi
vi
dual
1)Sour
ceofknowl
edge
2)I
nst
rument
alf
act
or
3)Expr
essi
onofv
alues
4)Def
encemechani
sm

1. Sour
ceofknowl
edge
Whenat
ti
tudeenabl
esonet
oor
gani
zeandi
nter
preti
nfor
mat
ion&exper
ience
e.
gIfaper
sonbr
eaksapr
omi
se,
aposi
ti
veat
ti
tudemaydev
elopt
othef
utur
epr
omi
semadet
othat
per
son.

2.I
nst
rument
alf
act
or
Anat
ti
tudecanbemani
fest
edbyaper
son&ani
ntent
ionofr
etai
ningar
ewar
dorav
oidi
ngpuni
shment
.
Thi
sgi
vesat
ti
tudeameanst
oanend.E.
gExpr
essi
ngpl
easant
lyaper
soni
nor
dert
ogai
nfav
our
.

3.Expr
essi
ngofv
alues
Ani
ndi
vi
dual
isabl
etoexpr
esssal
i
entbel
i
efs,
exper
ienceorsel
fimages.

4.Def
ensemechani
sm
Ani
ndi
vi
dual
wil
lmani
festacer
tai
nat
ti
tudet
opr
otectanegof
rom egoi
mmedi
atet
hread.E.
gthr
eat
t
oanexper
tper
soni
naut
hor
it
ymaymaket
hatper
sont
orecei
veanat
ti
tudeorpr
epar
edness.

Component
sorel
ement
sofanat
ti
tude
22
B–Behav
iour
E–Emot
ion
I–I
nfor
mat
ion

1. BEVAHI
OUR
Thi
sref
erst
omodeofconductt
hati
sknownasat
ti
tudei
sal
readydev
eloped.

2. EMOTI
ON
Thesear
eper
sonal
feel
i
ngsaboutanobj
ect
.Thesef
eel
i
ngsar
eexpr
essedi
nfor
m of:
 Di
sli
ke
 Li
ke
 Pat
ience
 I
mpat
ience
 Lov
eet
c
e.
gOnemayl
i
keaj
obbutmaydi
sli
ket
heenv
ironmenti
nwhi
chi
scar
ri
edout
.

3.I
NFORMATI
ON
Consi
stsofbel
i
efsandf
act
sknownbyaper
sonaspeci
fi
cobj
ect
,per
sonorsi
tuat
ion.Theydon’
thav
e
t
obet
rueoraccur
atee.
gIfaper
soni
sat
hiefy
oumayhav
eatt
endencyt
odev
elopaposi
ti
veat
ti
tude
ev
erydayy
ouexper
iencet
heper
sont
her
easonoft
hef
tabouthi
m.

I
mpor
tantofat
ti
tudei
nanor
gani
zat
ion
Posi
ti
vepar
t
1)Whenamanagerwantt
omakeadeci
siont
hatwi
l
laf
fectposi
ti
vet
omostofempl
oyees,
he/
shei
sabl
etounder
takeat
ti
tudesur
veyf
rom t
hisanappr
opr
iat
edeci
sioncanbemade.
2)Att
imesamanagermayencount
erawor
kerwhoi
sal
way
sconf
li
cti
ng&super
visor
sorot
her
s,
t
heat
ti
tudehel
dbysuchanempl
oyeecanandmayneedt
obeunder
stoodt
oknowt
her
easons
f
orcont
inuousconf
li
ct.
3) Manager
sar
eabl
etounder
standwhydespi
te(
puni
shment
)negat
iver
einf
orcementcer
tai
n
behav
iourofanempl
oyeedoesnotchange.Thi
sisbecauseat
ti
tudear
eper
sist
enceand
r
esi
stancet
ochange.
4)Theknowl
edgeofat
ti
tudecanassi
stmanger
srequi
redski
l
lsandempl
oyees&t
heat
ti
tude
23
 t
owar
dswor
k&soci
ali
zat
ioncanbepr
efer
ence.
Howev
erat
ti
tudeshoul
dnotbet
hemaj
orbasi
sofr
ecr
uit
ment
.Dur
ingi
nduct
iona
newempl
oyeeshoul
dbeat
tachedt
ool
dempl
oyeewhohasbeenski
l
led.
5)At
ti
tudeswi
l
lbei
mpr
ovedbyl
ear
ningt
hecor
rectski
l
lsi
nanor
gani
zat
ion.
Amanagercanchanget
heat
ti
tudeofanempl
oyeebypr
ovi
dingmeani
ngt
rai
ningwhi
chwi
l
lbr
ing
exper
ience.Thi
sisbecauseat
ti
tudear
eper
sist
ence&r
esi
stancehenceneedt
imet
ochange.
Amangercanuset
heknowl
edget
obr
ingt
oget
hercooker
s&si
mil
arat
ti
tudet
oper
for
m apar
ti
cul
ar
t
ask.

QI
nwhat5waysi
sknowl
edgeofat
ti
tudei
mpor
ttoamanager
.

4. LEARNI
NG
I
sapr
ocesst
hroughwhi
chani
ndi
vi
dual
acqui
resi
nfor
mat
ion&ski
l
lst
obeabl
etomani
pul
atet
he
env
ironment
Thi
smeansl
ear
ningi
snotanendbyi
tsel
fbuti
t’
sameanst
oanend.
a)Sel
flear
ning
b)For
mal
lear
ning
c)Tr
aini
ngl
ear
ning

a)Sel
flear
ning
Thi
siswher
eaper
sonl
ear
nthr
o’t
ri
al&er
rorunt
ilonebel
i
evest
heyhav
eacqui
redski
l
lsornecessar
y
i
nfor
mat
ion’
s.
Thi
sfor
m ofl
ear
ningi
ssai
dtobeper
vasi
veandt
hismeansi
ncor
recti
nfor
mat
ionofski
l
lsar
eusual
l
y
he1stt
t obel
ear
n.E.
gAnempl
oyeewhoi
snoti
nduct
edwi
l
lgi
veat
tent
iont
othemi
stakesorconf
li
ct
di
sobedi
entt
hatar
isear
oundt
heenv
ironment&t
hatwayi
nduct
ioni
simpor
t.

b)For
mall
ear
ning
i
) Model
i
i
)Tr
aini
ng

i
) Amodel
isaper
sononei
dent
if
ieswi
thduet
obei
ngpeer
spr
osper
it
yatwor
kaseni
oratwor
kor
i
nthecommuni
ty.
 Ther
eisaneedt
obecar
eful
becauseamodel
canbeat
tent
ivef
orawr
ongr
eason.E.
gA
24
 wor
kerwhodi
sobey
stheaut
hor
it
ymayt
eacht
hesamet
oanot
her
.
 Howev
er,
inanor
gani
zat
ionweper
cei
vemodel
stobet
hosehandwor
kingempl
oyees,
honest
yones,
thosewhogi
veext
raef
for
tsamongot
her
s.
Amodel
mayal
sobeacl
osesuper
visororseni
ormanager
.
-Amangermustbev
erycar
eful
ifanor
gani
zat
ionr
eli
esonl
ear
ningt
hroughmodel
s.
Theseent
ail
sbr
ief
ingort
rai
ningt
hem onact
ionbehav
iourt
hatt
heyshedhav
etoensur
epr
oper
l
ear
ningt
akespl
ace.

c)Tr
aini
ng
I
swher
elear
ningi
sfor
mal
wit
hani
ntent
ionofaccount
ingspeci
fi
cski
l
lsorknowl
edge.
Lear
ningi
nthi
scasecanbedoneont
hej
ob,
onei
staughtort
rai
nedhowt
oper
for
m at
aski
nan
or
gani
zat
ionandsucht
rai
ningcanbedonebyexper
iencedempl
oyees,
amanagerorsuper
visor
.
-
Thi
sishowunski
l
ledl
abourbecomesemi
-ski
l
ledt
rai
ningcanal
sobedonet
hroughwor
kshopor
semi
nar
sthi
sismett
oimpr
ovet
hecur
rentski
l
lsandabi
l
ityofempl
oyees.Tr
aini
ngcanbedone
out
sidet
heor
gani
zat
ioni
nfor
m oft
rai
ningi
nst
it
uti
onsi
nthi
scaseanempl
oyeei
sdet
achedf
rom
nor
mal
organi
zat
ionset
ti
ng.

Lear
ningt
heor
y:ByCar
loRodger
s
Hewasasoci
ologi
stbasedont
heor
ybycl
assi
cal
.
(
i) Thi
sst
atedt
hathumanbei
ngsar
ecur
iousbynat
ureandcameupwi
thal
ear
ningmodel
.
(
ii
) Hear
guedt
hatasl
ongasaper
sonasgotacor
rectment
alofabi
l
iti
eshecanbet
rai
nedt
oacqui
re
i
nfor
mat
ionandski
l
ls.

Fort
hist
ohappen,
thef
oll
owi
ngel
ement
smustbei
npl
ace.
i
) Ther
emustbeanobj
ect
ivewhi
chshoul
dbeknownbyt
hel
ear
ner
.Incaseofanempl
oyee
oneshedbemadet
ounder
standt
hei
mpor
toft
heobj
ect
ives.(
Knownobj
ect
ives)
i
i
) Thebehav
iourexpect
edaf
terl
ear
ningmustal
sobespeci
fi
candcl
ear
.Thi
swi
l
lenabl
e
l
ear
ningt
obeav
aluat
edast
owhet
heri
tassucceededornot(Speci
fi
c&cl
earbehav
iour
)
i
i
i) Theconsequencesofacqui
ri
ngt
henewbehav
iourmaymakeempl
oyeesbecomer
eluct
ant
t
obet
rai
ned.
i
v) Thi
sfearmustt
her
efor
eber
emov
edbymanager
sbymaki
ngsur
etheyunder
standand
addr
esst
hem.
v
) Thet
rai
ningmustbeat
tract
ivet
othel
ear
ner
stogetat
tent
ion.Thi
sincl
udes
25
  Out
standi
ngper
sonabi
l
ity
 Commandofst
udyar
ea
 Pr
ovi
dingf
aci
l
iti
es
(
vi) Forl
ear
ningt
oleadt
oper
manentchangei
nbehav
iourdoi
ngmustbei
nvol
ved
(
vii
) Ther
emustbef
eedbackt
hel
ear
neri
sabl
etoknowhowef
fect
ivel
ear
ningwas.

Q1Hi
ghl
ightany5wayscont
ri
but
ionofCar
loRogger
sinunder
standi
ngbehavi
our
.

Q2Hi
ghl
ight5el
ement
swhi
chmustbet
her
eforl
ear
ningt
obecomeef
fect
ive.

Lear
ningt
hro’
model
s
I
nanor
gani
zat
ioni
scommont
otr
ainwor
ker
sont
heJob,
thosechanged&t
heser
esponsi
bil
i
tiesar
e
consi
der
edt
obemodel
.
Amodel
shedknowt
hebasi
cel
ement
sofl
ear
ningt
obeabl
etoi
mpactski
l
lssuccessf
ul.
Thef
oll
owi
ngf
act
orsshoul
dbeconsi
der
edwher
elear
ningt
hroughmodel
isamodeoft
rai
ning:
-
(
i) Themodel
shoul
dbeat
tract
ivet
ogett
heat
tent
ionoft
hel
ear
ner
.
(
ii
) Themodel
shoul
dknowt
heobj
ect
ivesot
hatt
hel
ear
nercanbegui
dedt
oachi
evei
t.
(
ii
i) Theexpect
edbehav
iourandobj
ect
ivesshoul
dbeknownbyt
hel
ear
ner
.Thi
swi
l
lbet
hebasi
sof
sel
fev
aluat
ion.(
Behav
iour&obj
ect
ive)
(
iv) Pr
act
iceshoul
dbei
nvol
vedt
hisconf
ir
mst
othel
ear
nerwhet
herski
l
lsar
ebei
ngacqui
redandal
so
makest
hebehav
iouri
ntendedt
obecomeper
manent
.
(
v) Managementshoul
dpr
ovi
deappr
opr
iat
efaci
l
iti
est
oenabl
elear
ningt
otakepl
ace.
.Thi
smayt
ake
t
hef
orm ofpr
ovi
dingt
imespacemat
eri
al&al
l
owancesi
fnecessar
y.(
appr
opr
iat
efaci
l
iti
es)
(
vi) Feedbackshoul
dbegi
vendi
rect
lyaf
eart
rai
ningt
othel
ear
nerorpr
ogr
essi
vel
yast
hel
ear
ningi
s
t
aki
ngpl
acet
hismakest
hef
eel
trai
ningi
timpor
tandev
enwi
l
lacceptt
obecor
rect
edandt
olear
n
mor
e
v
) Manager
sshoul
densur
ethatanyt
hreat
eni
ngconsequencesar
ereducedorel
i
minat
ed
expl
aini
ngt
hreatt
oanempl
oyeei
sagoodappr
oach.E.
gAsi
tuat
ioncanbeper
cei
vedasa
t
hreatat
imeduet
olackofi
nfor
mat
ion.