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© 2008The McGraw-Hill Companies, Inc. All rights reserved. Chapter Chapter 5 5 Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies, Inc. All rights reserved. McGraw-Hill/Irwin

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Page 1: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

© 2008The McGraw-Hill Companies, Inc. All rights reserved.

ChapterChapter 5 5

Key Individual Differences

and the Road to Success

Copyright © 2010 by the McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin

Page 2: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Ch. 5 Learning Objectives

1. Define self-esteem, and explain how it can be improved with Branden’s six pillars of self-esteem.

2. Define self-efficacy, and explain its sources.3. Contrast high and low self-monitoring individuals,

and discuss the ethical implications of organizational identification.

4. Identify and describe the Big Five personality dimensions, and specify which one is correlated most strongly with job performance.

5. Describe the proactive personality and internal locus of control. 5-2

Page 3: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Ch. 5 Learning Objectives

6. Identify at least five of Gardner’s eight multiple intelligences, and explain “practical intelligence.”

7. Distinguish between positive and negative emotions, and explain how they can be judged.

8. Identify the four key components of emotional intelligence, and discuss the practical significance of emotional contagion and emotional labor.

9. Explain how psychological capital, deliberate practice, luck, and humility can pave your road to success.

5-3

Page 4: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Individual Differences

5-4

Page 5: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Self-Esteem

Self-Esteem one’s overall self-evaluationWhat would a person with high self-esteem say?

a. I feel I am a person of worth, the equal of other people.

b. I feel I do not have much to be proud of. 5-5

Page 6: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Branden’s Six Pillars of Self Esteem

5-6

Page 7: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Branden’s Six Pillars of Self Esteem

5-7

Page 8: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Self EfficacySelf Efficacy is a person’s belief about his or her chances of successfully accomplishing a specific task“Once you realize there are no geniuses out there, you can think, ‘I can do that.’ One reason I’ve succeeded is I have that naïve sense of entitlement.”• Donny Deutsch,

Deutsch, Inc. 5-8

Page 9: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Effects of High Self-Efficacy

Prior Experience

Sources of Self-Efficacy Beliefs Feedback Behavioral

PatternsResults

High “I know I

can do this job”

Self-efficacybeliefs

Success

Be active—select best

opportunities Manage the situation—

avoid or neutralize

obstacles Set goals—establish

standards Plan, prepare, practice Try hard: persevere Creatively solve

problems Learn from setbacks Visualize success Limit Stress

Behavior Models

Persuasion from Others

Assessment of physical/

emotional state 5-9

Page 10: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Effects of Low Self-EfficacySources of Self-Efficacy Beliefs Feedback Behavioral Patterns

Results

Self-efficacybeliefs

Be passive Avoid difficult tasks Develop weak aspirations and low commitment Focus on personal deficiencies Don’t even try—make a weak effort Quit or become discouraged because of setbacks Blame setbacks on lack of ability or bad luck Worry, experience stress, become depressed Think of excuses for failing

Low“I don’t think

I can get the job done”

Failure

Prior Experience

Behavior Models

Persuasion from Others

Assessment of physical/

emotional state

5-10

Page 11: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Self-Monitoring

Self-Monitoring: Observing one’s own behavior and adapting it to the situationWhat are the dangers of being a:

•High Self-Monitor?•Low Self-Monitor?

Is high or low-self-monitoring related to job success?

5-11

Page 12: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Self-Monitoring Assessment

You are a new sales person and just made a huge sale and are very excited. You run into your boss’s office and start to tell her but she keeps looking at the computer. You…a. Keep telling her about the sale

excitedly – you know she wants to know.

b. Say, “I’m sorry, did I catch you at a bad time?”

5-12

Page 13: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

The Big Five Personality Dimensions

Intellectual, imaginative, curious, broad minded

1) Openness to experience

Relaxed, secure, unworried5) Neuroticism/Emotional stability

Dependable, responsible, achievement, oriented, persistent

2) Conscientiousness

Trusting, good natured, cooperative, soft hearted

4) Agreeableness

Outgoing, talkative, social, assertive

3) Extraversion

Characteristics of a Person Scoring Positively on the

DimensionPersonality Dimension

Remember acronym “OCEAN”

5-13

Page 14: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Test Your Knowledge

Which two of the Big Five personality traits were found to be the most stable?

A.Conscientiousness & Emotional Stability

B.Openness to Experience & Agreeableness

C.Extraversion & ConscientiousnessD.Agreeableness & Conscientiousness

5-14

Page 15: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Proactive Personality

Action-oriented person who shows initiative and perseveres to change thingsCommon trait of entrepreneursDemonstrates resiliency:•The ability to handle pressure and quickly bounce back from personal and career set-backs

5-15

Page 16: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Locus of ControlExternal Locus of Control one’s life outcomes attributed to environmental factors such as luck or fate

Internal Locus of Control belief that one controls key events and consequences in one’s life.

5-16

Page 17: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Implications of Personality at Work

Overall the relationship between personality and job performance is…….Which of the Big Five dimensions is most strongly related to job performance?Should personality tests be used to make hiring decisions?

5-17

Page 18: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

How to Use Personality Testing in the Workplace

5-18

Page 19: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Test Your Knowledge

Which of the following traits would best predict one’s motivation level at work?a.Internal locus of controlb.Intelligencec.Agreeablenessd.External locus of control

5-19

Page 20: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Contributors to Performance

Ability

Skill

PerformanceEffort

5-20

Page 21: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Threat to Performance

Staying awake 24 hours impairs cognitive psychomotor performance to the same degree as having a _____% blood alcohol level.a. .001b. .01c. .1d.1.0

5-21

Page 22: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

IntelligenceCharles Spearman’s work

General mental abilitySpecific mental abilityIntelligence-related predictors of job performance:•Numerical ability•Spatial ability•Inductive reasoning

5-22

Page 23: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Mental Abilities Underlying Performance

1) Verbal comprehension

2) Word fluency3) Numerical4) Spatial5) Memory6) Perceptual speed7) Inductive

reasoning5-23

Page 24: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Multiple IntelligencesHoward Gardner’s Work1. Linguistic intelligence2. Logical-mathematical intelligence3. Musical intelligence4. Bodily-kinesthetic intelligence5. Spatial intelligence6. Interpersonal intelligence7. Naturalist intelligence8. Intrapersonal intelligence

5-24

Page 25: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Positive and Negative Emotions

Happiness

/Joy

Pride

Love/ affection

Relief

AngerFright/anxiety

Guilt/shame

Sadness

Envy/jealousy

Disgust

Negative Emotions

(goal incongruen

t)

Positive Emotions

(goal congruent

)

5-25

Page 26: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Emotional Intelligence

Emotional Intelligence ability to manage oneself and interact with others in a constructive way

5-26

Page 27: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Test Your Knowledge

True (A) or False (B)

1.Emotions are contagious2.Masking one’s true feelings may

cause long-term psychological and physical problems.

3.Women’s felt emotions are no different than men’s.

5-27

Page 28: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Test Your Knowledge

1. I’m good at math2. I’m a dependable,

responsible person3. I know when to speak

up and when not to during work meetings

4. I effectively keep my emotions under control

5. I am a person of worth6. I believe I am the cause

of the good or bad things that happen to me

A. High Self-EsteemB. High Self-MonitorC. High Internal Locus of

ControlD. High Self-EfficacyE. High ConscientiousnessF. High Emotional

Intelligence

5-28

Page 29: © 2008The McGraw-Hill Companies, Inc. All rights reserved. Key Individual Differences and the Road to Success Copyright © 2010 by the McGraw-Hill Companies,

Paving the Road to Success

5-29


© McGraw-Hill Companies, Inc., McGraw-Hill/Irwin McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved

© McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

Sales Promotion © 2007 McGraw-Hill Companies, Inc., McGraw-Hill/Irwin

McGraw-Hill The McGraw-Hill Companies, Inc., 2004

McGraw-Hill/Irwin Copyright © 2008 The McGraw-Hill Companies

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McGraw-Hill © 2006 The McGraw-Hill Companies, Inc. All rights reserved. 3-1 McGraw-Hill © 2006 The McGraw-Hill Companies, Inc. All rights reserved. SOCIOLOGY:

McGraw-Hill©The McGraw-Hill Companies, Inc., 2000 SUBNETTING

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Chapter 10 · Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc., 2001 $ Irwin/McGraw-Hill © The McGraw-Hill Companies, Inc.,

© The McGraw-Hill Companies, Inc., 2002 McGraw-Hill/Irwin

McGraw-Hill © 2006 The McGraw-Hill Companies, Inc. All rights reserved. 10-1 chapter McGraw-Hill © 2006 The McGraw-Hill Companies, Inc. All rights reserved

Irwin/McGraw Hill The McGraw-Hill Companies, Inc., 2000 · Slides by Matthew Will Chapter 2 Irwin/McGraw Hill ©The McGraw-Hill Companies, Inc., 2000. Irwin/McGraw Hill ... " Tools

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