© 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
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
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.
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Individual Differences
5-4
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
Branden’s Six Pillars of Self Esteem
5-6
Branden’s Six Pillars of Self Esteem
5-7
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
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
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
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
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
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
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
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
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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.
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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
How to Use Personality Testing in the Workplace
5-18
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
Contributors to Performance
Ability
Skill
PerformanceEffort
5-20
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
IntelligenceCharles Spearman’s work
General mental abilitySpecific mental abilityIntelligence-related predictors of job performance:•Numerical ability•Spatial ability•Inductive reasoning
5-22
Mental Abilities Underlying Performance
1) Verbal comprehension
2) Word fluency3) Numerical4) Spatial5) Memory6) Perceptual speed7) Inductive
reasoning5-23
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
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
Emotional Intelligence
Emotional Intelligence ability to manage oneself and interact with others in a constructive way
5-26
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
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
Paving the Road to Success
5-29