Exam 6: Perception and Individual Decision Making

Emily Boyce, a project manager at an insurance firm, regularly satisfices while making decisions. She often comes across complicated problems which would take a long time to resolve. Due to the pressing deadlines, she often meets project goals by satisficing a large number of her decisions. Which of the following is Boyce most likely to do?

________ refers to the tendency of people to draw a general impression about an individual on the basis of a single characteristic.

Which of the following types of biases is most likely to play a significant role during a negotiation?

A focus on utilitarianism creates an environment that hinders productivity and efficiency.

________ bias refers to the tendency for people to base their judgments on information that is easily accessible.

Rose Buffay needs to give a presentation to the board of directors of her organization next week. She knows that her presentation will play an important role in her performance appraisal in the next quarter. However, she knows that two of her colleagues, John Roy and Keith Mathews, will also be giving a presentation on the same issue. She is nervous because she believes that men have a better flair for giving presentations. Buffay's perception of Roy and Mathews is most likely characterized by ________.

A(n)________ refers to a discrepancy between the current state of affairs and some desired state.

During team meetings Amber Downing always notices that Rhona Law tends to ask innumerable questions and suggest ideas at each discussion. However, Law stands out in the meetings only because she is the only one making suggestions. If both of them were part of team meetings where almost all members made suggestions and asked questions, Law would not have drawn as much attention from Downing. Which of the following factors has most likely influenced Downing's perception of Law?

The tendency to draw a general impression about an individual on the basis of a single characteristic is known as the contrast effect.

Sarah Covington, a sales manager at Synergy Corporation Bank, often keeps low expectations of her team. She feels that they are underqualified for their job and do not have substantial experience to sell a large number of accounts. Covington's team does not feel motivated enough and invariably underperforms and misses targets on a regular basis. Which of the following concepts best explains Covington's team's poor performance?

Johanna Springer, who works as a sales executive at Pascal's Bank, is upset at the way her manager, Emma Womack, always calls her in for one-on-one meetings to discuss her underperformance. Though Springer makes a higher number of sales calls and works longer hours than last year, her sales figures are still low. She knows that the main reason behind her underperformance is the recent economic meltdown in the country. However, her manager feels that Springer's underperformance is the result of her laid-back attitude and has nothing to do with external factors. In this situation, Womack's behavior is characterized by a(n)________.

According to the attribution theory, if everyone who faces a similar situation responds in the same way, we can say the behavior shows ________.

With reference to decision making, which of the following does satisficing involve?

Men make better decisions than women.

Escalation of commitment refers to staying with a decision even when there is clear evidence it's wrong.

The tendency for individuals to attribute their own successes to internal factors and put the blame for failures on external factors is known as the confirmation bias.

According to the attribution theory, if a behavior scores ________, we tend to attribute it to internal causes.

Which of the following is a decision-making model that describes how individuals should behave in order to maximize some outcome?

Individuals who report unethical practices by their employer to outsiders are known as ________.

Compare the fundamental attribution error and the self-serving bias.