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Organizational Behavior > Midterm > Flashcards

Midterm Flashcards

1
Q

Prospect Theory (Framing)

A

People react to something as a positive or negative depending on how it is framed.

  • People avoid risk when a positive frame is presented but seek risks when a negative frame is presented.
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3
Q

Conformity is more likely when:

A
  • The judgment is public
  • The judgment is unanimous
  • The person conforming is uncertain
  • The person conforming admires the group
  • The person conforming is not in a position of power
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5
Q

How to reduce Escalation of Commitment?

A
  • Set a limit to your commitment beforehand
  • Separate initial decision maker from subsequent decisions
  • Shift focus of attention away from losses and more towards gains
  • Provide positive feedback judiciously that aren’t relevant to the decision made
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6
Q

Tailor the message (influence)

A

Use different approaches and facts and way of speaking depending on who you’re talking to

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7
Q

Developing your network

A
  1. New activities
  2. Doing favors
  3. Asking for advice
    - shows respect for their opinion
    - signals humility and enhances like ability
    - opportunity for self promotion
    - induces perspective taking
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10
Q

If you are in the Minority:

A
  • Vote privately
  • Use unanimous rule
  • Slow the decision process
  • Question and seed doubt

Ex. 12 Angry Men

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11
Q

Alternate Selves: trade offs in values

A
  • Passionate vs. pragmatic
  • altruistic vs. self-interested
  • work vs. family oriented
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12
Q

Brokered Network

A

Brokers = Connect people who are otherwise unconnected to each other. “Structural holes”

Advantages: Information, opportunities, diverse resources. Power, creativity, reputation

Ex. Paul Revere

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15
Q

How do people influence others?

A
  1. Liking
    - Due to similarities, in groups, and out groups

Ex. 8 mile

  1. Reciprocity
  2. Consistency
    - Make commitments active, public, and voluntary
  3. Authority
    - Respond to symbol of authority
    Ex. fake electric shocks experiment
  4. Scarcity
    - Limited time offer, or exclusive club
  5. Social Proof
    - We look to the behavior of others to see how we should behave
    Ex. Laugh tracks
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17
Q

Foot in the door technique (influence)

A

Ask for small requests so people agree to larger ones later on.

Ex. People allowed people into their homes after filling out surveys

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19
Q

How to increase Intrinsic Motivation?

A

Job Characteristics Model:

  • Skill variety
  • Task identity
  • Task significance
  • Feedback
  • Autonomy

Ex. Google gives time to its employees to work on what they want

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21
Q

Goal-setting theory

A
  • Specific and meaningful (don’t miss the big picture)
  • Difficult and attainable

Ex. Southwest Airlines 10 minuet turnaround time

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22
Q

Results-Only Work Environment (ROWE)

A

Best Buy launched an experiment where people could do whatever they want as long as they got their work done.

Productivity increased, and turnover went down.

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24
Q

What is networking?

A

Creating a fabric of personal contacts who will provide support, feedback, insight, resources, and information

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25
Q

Get Allies (influence)

A
  • Allies confer legitimacy
  • You can go through them to get to others
  • They have unique ideas you don’t have
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26
Q

Fundamental Attribution error (Framing)

A

The tendency to over-value personality based explanations for others’ behavior (internal attributions) while undervaluing situational explanations for that behavior (external attributions)

27
Q

5 Personal Concerns

A
  1. Personal strivings
  2. Natural skills
  3. Interests
  4. Values
  5. Underlying motivations
30
Q

Motivation - Expectations

A

Self-fulfilling prophecy

Ex. Kids taking an aptitude test. Ex. You! (TOO RL 4 ME)

31
Q

Availability Heuristic

A

Events that are vivid, easily imagined, or consistent with memory structures are judged to be more likely or plausible than other events

33
Q

Outsourcing inspiration

A

Ex. GE video where cancer survivors spoke to employees to thank them for their work on machines

34
Q

Alternate Selves: Anxiety

A

Results from perceptions of having an incomplete and out of balance self-concept

35
Q

If you are in the Majority:

A
  • Vote publicly
  • Use majority rule
  • Seek a quick decision process
  • Maintain unity
36
Q

Cohesive Network

A

Advantages: Strong norms, trust, cooperation, close relationships

Disadvantages: Redundant information, group think

37
Q

The Big 5 (Personality Traits)

A
  1. Openness to Experience
  2. Conscientiousness
  3. Extroversion
  4. Agreeableness
  5. Neuroticism
38
Q

Networks are a form of?

A

Financial, social and human capital.

39
Q

Start with Why (influence)

A

“Excuse me, I have five pages to copy… may I use the machine?”
60% compliance

“May I use the machine because I’m in a rush?”
94% compliance

Use it at airport lines when in a rush

40
Q

Life Story

A

Internalized, evolving narrative of the self that includes past, present, and anticipated future (and also the stories of what might have been…)

41
Q

What are the problems with Rewards?

A
  1. Undermine intrinsic motivation
  2. Work only short term: removing rewards removes behavior. Causes entitlement
  3. Tunnel vision: unintended consequences
44
Q

What is Decision Making?

A

The Conscious and Logical process of making choices among All Alternatives with the intention of moving towards some Desired State of Affairs and choosing an alternative with the Highest Value.

46
Q

Decision-Making Biases

A
  • Names can influence unconscious behavior likes profession, whom to marry, where to live, etc..
  • Confirmation Bias: we favor info that supports our beliefs and disregard others

Ex. Drag racing and space shuttle challenger disaster examples

47
Q

Why do people Conform if they don’t understand of agree?

A
  • Fear of conflict
  • Fear of humiliation
  • Fear of Punishment
  • Need to belong
48
Q

Misconceptions about networks

A
  1. They are a waste of time
    - No, they are a form of capital
  2. Selfish or manipulative
    - Think about the value you bring
  3. Relationships should come naturally
    - You will create a homophilious network
  4. Strong relationships are more important
    - Brokered ties are critical
50
Q

Inattentional Blindness

A

The failure to notice stimuli when we are preoccupied with an attention-ally demanding task.

Ex. Gorilla and counting basketball passes

51
Q

Paradox of Choice (4)

A

1) Paralysis: Too many options
Ex. Doctors and hip problems

2) Regret: More likely you regret your choice
Ex. Silver vs. Gold medalist

3) High expectations: More likely you expect to find the perfect choice
Ex. Arranged vs. Non-arranged marriages

4) Self-blame: You only have yourself to blame
Ex. Terminating child life support parents

52
Q

Escalation of Commitment

A

The tendency to repeat a bad decision or allocate more resources to a failing course of action

  1. Project factors: future gains still look possible
  2. Psychological factors: you overestimate your ability to turn it around
  3. Social factors: you’re accountable for it
  4. Structural factors: the possible loss is very costly
58
Q

When do Rewards work?

A

Improve performance for work that involve routines, simple work, and clear goals.

  • This is being replaced by computers
59
Q

How to alleviate Anxiety? (Alternate Selves)

A
  • include the suppressed self in your current job
  • include the suppressed self in your hobbies
  • live vicariously
  • fantasize about the suppressed self

Organizational Behavior (1 decks)

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