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Personality and values
1. PERSONALITY AND VALUES
IN
ORGANIZATIONAL BEHAVIOR----BY Nilormi Das.
2. PERSONALITY AND PERSONALITY TRAITS
The dynamic organization within the individual of those psychophysical systems that
determine his unique adjustments to his environment. - Gordon Allport
•Personality:-The sum total of ways in which an individual reacts to an d interacts with
other.
•Personality traits:-Enduring characteristics that describe an individual’s behavior.
3. RORSCHACH INKBLOT TEST AND THEMATIC APPRECIATION TEST
•The Rorschach test is a psychological test where
people are shown inkblot images on cards and
asked what the image means to them. It's used to
detect underlying thought disorders, and to
analyse a persons personality characteristics and
emotional functioning.
•Thematic Appreciation Test:-Here are the
questions you should answer.....what has led up
to the event shown
what is happening at the moment?
what the characters are feeling and thinking?
And,
what the outcome of the story was?
4. PERSONALITY DETERMINANTS
Heredity
•Factors determined at conception: physical
stature, facial
attractiveness, gender, temperament, muscle
composition and reflexes, energy level, and bio-
rhythms.
•This “Heredity Approach” argues that genes
are the source of personality.
•Twin studies: raised apart but very similar
personalities.
•Parents don’t add much to personality
development.
•There is some personality change over long
time periods.
6. THE MYER’S –BRIGGS TYPE INDICATOR
•The MBTI test classifies people into types based on 4
bi-polar dimensions:-
Extraversion-Introversion (E-I)
Sensing-INtuition (S-N)
Thinking-Feeling (T-F)
Judging-Perceiving (J-P)
7. OTHER RELEVANT PERSONALITY TRAITS RELEVANT TO OB
•Machiavellianism (Mach)
Degree to which an individual is pragmatic, maintains
emotional distance, and believes that ends can
justify means.
• A Narcissistic Person
An arrogant, entitled, self-important
person who needs excessive admiration.
Less effective in their jobs.
8. MORE RELEVANT PERSONALITY TRAITS
Self-monitoring personality Core self-evaluation Proactive personality
Risk taking personality Type A and Type B personality
9. VALUES
•Definition: Mode of conduct or end state is
personally or socially preferable (i.e., what is right
and good).
Terminal Values
Desirable end states
Instrumental Values
The ways/means for achieving one’s
terminal values
•Value System: A hierarchy based on a ranking of an
individual’s values in terms of their intensity.
10. THE IMPORTANCE OF VALUES
•Provide understanding of the attitudes, motivation, and behaviors of
individuals and culture.
• Influence our perception of the world around us.
• Represent interpretations of “right” and “wrong”.
• Imply that some behaviors or outcomes are preferred over others.
11. TYPES OF VALUES--—ROKEACH VALUE SURVEY
•Terminal Values
Desirable end-states of existence; the goals that a
person would like to achieve during his or her
lifetime.
•Instrumental Values
Preferable modes of behavior or means of achieving
one’s terminal values.
13. VALUES AND ETHICS
•Developing trust and rapport precedes any selling activity.
• Understanding people's wants or needs must always
precede attempts to sell.
•Selling techniques give way to values-driven principles.
•Truth, respect, and honesty provide the basis for long-term
selling success.
•Ethics and values contribute more to sales success than do
techniques or strategies.
•Selling pressure is never exerted by the salesperson. It's
exerted only by customers when they perceive they want or
need the item being recommended.
•Negotiation is never manipulation. It's always a strategy to
work out problems—when customers want to work out the
problems.
•Closing is a victory for both the salesperson and the
customer.
14. LINKING AN INDIVIDUAL’S PERSONALITY AND VALUES TO THE WORKPLACE
•Personality-job-fit theory:-A theory that identifies six
Personality types and proposes that the fit between
personality type and occupational environment
determines satisfaction and turnover.
