Individual Processes in Organizational Behavior

Table of Contents

Foreword

Preface

1. Learning

• Theories of Learning
  • Classical Conditioning
  • Operant (Instrumental) Conditioning
• Principles of Learning
  • Generalization and Discrimination of Responses
  • Extinction and Recovery of Responses
  • Reinforcement
  • Punishment
• Cognitive Aspects of Learning
• Social Learning Theory
• Learning in Organizational Settings
  • Knowledge of Results
  • Transfer of Training
  • Practice in Training
• The Man in the Gray Flannel Suit

2. Social Perception

• Perceptual Organization
  • Selectivity in Perception
• Person Perception
  • Accuracy in Person Perception
  • Impression Formation
  • Implicit Personality Theory
• Cultural Context of Perception
  • Language and Perception
  • Perceptual Biases Arising from One's Culture
  • The Organizational Context in Perception

3. Motivation

• The Drive Model
  • Homeostasis
  • Goal Blockage and Frustration
  • Primary and Secondary Motives
• The Arousal Model
  • Competence Motivation
  • Search for Arousal
• Motivation Applied to Organizational Behavior
  • Behavior
  • Need-Satisfaction Theories
  • Instrumentality Theories
• An Important Secondary Motive:
  • Achievement
  • McClelland's Work on Achievement Motivation
  • Description of Managers Who Have High Achievement Motivation
  • Atkinson's Expectancy Model of Achievement Motivation
  • Affiliation and Power as Secondary Motives

4. Individual Decision Making

• The Decision Process
  • Certainty, Risk, and Uncertainty Involved in Choice
  • Criteria for Decisions
  • Types of Decisions
• The Man Who Decides
  • Economically Rational Decision-Making
  • Noneconomically Rational Man
• Models of Individual Decision-Making and Judgment
  • Multiple-Cue Model
  • The Bayesian Probabilistic Model
  • Elimination of Aspects
  • Conjoint Measurement Analysis of Human Judgment

5. Attitudes

• Structure of Attitudes
  • The Affective-Cognitive-Conative Analysis
  • Instrumentality-Value Analysis
• Functions of Attitudes
  • Utilitarian (Adaptive) Function
  • Economy (Knowledge) Function
  • Expressive (Self-realizing) Function
  • The Ego-defensive Function
• Measurement of Attitudes
  • Issues in Attitude Measurement
  • Testing Techniques for Attitude Measurement
  • Behavioral Techniques for Attitude Measurement
• Attitudes and Behavior: Is There a Relationship?
• Study of Attitudes
  • Conditioning and Reinforcement
  • Incentives
  • Cognitive Consistency

6. Attribution

• Person Perception and Attribution Theory
• Personal Causation
  • From Acts to Dispositions
  • Perceiving the Causes of One's Own Behavior
  • Attribution and Evaluation of Others
• Environmental Causality
  • External Attributions: Inference of Stable Features of the Environment
  • Social Comparison Theory
• Attribution in the Organizational Context

7. Balance, Congruity, Dissonance

• Inconsistency and Its Reduction
• Balance Theories
  • Heider's Balance Theory
  • Newcomb's Version of Balance Theory
  • Evaluation of Balance Theories
• Congruity Theory
  • Evaluation of Congruity Theory
• Cognitive Dissonance Theory
  • Magnitude of Dissonance
  • Dissonance and Motivation
  • Dissonance and Attitude Change
  • The Effects of Rewards on Attitudes and Behavior
  • Dissonance and Self-perception
  • Demand Characteristics in Experimental Situations
  • Evaluation of Cognitive Dissonance Theory

8. Personality

• Theories of Personality
  • Psychoanalytic Theory
  • Type and Trait Theories
  • Humanistic Theories
• Stages of Personality Development
  • Psychosexual Stages
  • Psychosocial Stages
  • The Maturation Continuum
• Determinants of Personality
  • Biological Determinants of Personality
  • Environmental Determinants of Personality
• The Concept of Self
  • Self-esteem
• Personality Measurement and the Study of Traits
  • Authoritarianism
  • Dogmatism
  • Machiavellianism
  • Achievement Motivation
  • External-internal Locus of Control
  • Manifest Anxiety
  • Social Desirability
  • The Managerial Grid
• Personalities at the Work Place

Name Index

Subject Index