E-LESSON-7,

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M.B.A 2 All right are reserved with CU-IDOL MANAGEMENT PRACTICES AND ORGANISATIONAL BEHAVIOUR Course Code: MBA603 Semester: First SLM Units: 7 E-LESSON : 6 www.cuidol.in Unit-6 (MBA603)

PERCEPTION AND MOTIVATION 33 OBJECTIVES INTRODUCTION Student will be able to :  In this unit we are going to learn about the  Understand about the concept of Perception and concept of Perception and the Motivation along with its types.. Motivation .  Apply the Process of perceptual in practical life.  Identify the Factors influencing Perceptual  This Unit will also make students to enhance Selectivity . the knowledge of various motivation theories and the factors influencing perpetual selectivity.  Critically analyze the various types and theories of Motivation. www.cuidol.in Unit-6 (MBA603) INASlTl ITriUgThEt aOrFeDreISsTeArNveCdE AwNitDh OCNUL-IIDNOE LLEARNING

TOPICS TO BE COVERED 4 > Introduction of Perception and Motivation. > Perceptual Process > Factors influencing Perceptual Selectivity > Motivation : Types & Theories :  Maslow Theory  Equity Theory  Theory X and Theory Y  Herzberg Theory www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

PERCEPTION 5  Meaning : “ The study of perception is concerned with identifying the process through which we interpret and organize sensory information to produce our conscious experience of objects and object relationship.” “ Perception is the process of receiving information about and making sense of the world around us. It involves deciding which information to notice, how to categorize this information and how to interpret it within the framework of existing knowledge. “ A process by which individuals organize and interpret their sensory impressions in order to give meaning to their environment. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Factors Influencing Perception 6  A number of factors operate to shape and sometimes distort perception. These factors can reside in the perceiver, in the object or target being perceived or in the context of the situation in which the perception is made.  Factors Influencing Perception : 1.) Perceiver 2.) Target 3.) Situation www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Characteristics of the Perceiver • Needs & motives 7 • Values & culture Factors Influencing Perception • Personality • Experience • Current emotional state Characteristics of the situation Perception •Physical setting •Social setting Unit-6 (MBA603) Characteristics of the Perceived •Organisational setting •Nature, www.cuidol.in •Location •colour •Motion •Size •Novelty & familiarity All right are reserved with CU-IDOL

Perpetual Process 8  The perceptual process is a sequence of steps that begins with the environment and leads to our perception of a stimulus and an action in response to the stimulus.  It is a process through which people receive, select, organize and interpret information from their surroundings and environment.  The perceptual has got mainly four stages : 1. Perceptual input 2. Perceptual Mechanism 3. Perceptual organisation 4. Perceptual interpretation www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Receiving Stimuli Selecting Stimuli 9 (External & Internal)  External factors : Nature, Perpetual Process Interpreting Location,Size,contrast,  Attribution  Stereotyping Movement,repetition,similarity  Halo Effect  Internal factors : Learning,  Projection needs,age,Interest, www.cuidol.in Organizing  Figure Background ,  Perceptual Grouping  ( similarity, proximity,  closure, continuity) Response  Covert: Attitudes  Motivation,  Feeling  Overt: Behavior Unit-6 (MBA603) All right are reserved with CU-IDOL

I. Perceptual Input 10  There are many things in the environment through which the perceiver is effected like information, objects, events and people and these are known as inputs. II. Perceptual Mechanism When a person receives information, he tries to process it through the following sub processes of : A. Perceptual Selection B. Perceptual Organization C. Perceptual Interpretation www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

A. Perceptual Selection 11 www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

A. Perceptual Selection 12  Many things are taking place in the environment simultaneously. However, one cannot pay equal attention to all these things, thus the need of perceptual selectivity.  Perceptual selectivity refers to the tendency to select certain objects from the environment for attention. The objects which are selected are those which are relevant and appropriate for an individual or those which are consistent with our existing beliefs, values and needs.  For this, we need to screen or filter out most of them so that we may deal with the important or relevant ones. The following factors govern the selection of stimuli : (i) External Factors (ii) Internal Factors www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

A. Perceptual Selection 13 (i) External Factors : a) Size b) Intensity c) Contrast d) Repetition e) Movement f) Novelty and familiarity g) Order (ii) Internal Factors : a) Learning b) Motivation c) Personality www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

B. Perceptual Organisation 14  It is the process by which we group outside stimuli into recognizable and identifiable patterns and whole objects.  Certain factors are considered to be important contributors on assembling, organizing and categorizing information in the human brain. These are : i. Figure ground ii. Perceptual grouping iii. Perceptual Constancy. Shape, Size, Color iv. Perceptual Context. v. Perceptual Defense. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

i. Field-ground : 15 • Figure ground perception is the tendency to discriminate between target and background stimuli. The stimulus we perceive as being the target is referred to as the figure. The other stimuli that we do not perceive as the target make up the background, or ground. • The vase seen at right can be perceived in two different ways. If the black is perceived as the background, you will see a vase. However, if you perceive the vase as the background, you will see two faces. ii. Perceptual grouping : Our tendency to group several individual stimuli into a meaningful and recognizable pattern. It is very basic in nature and largely it seems to be inborn. Some factors underlying grouping are ii.a -continuity ii.b -closure ii.c -proximity ii.d -similarity www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Some factors underlying grouping are… 16 ii.a: Similarity : The principle of similarity states that the greater the similarity of the stimuli, the greater the tendency to perceive them as a common group.  The principle of similarity is exemplified when objects of similar shape, size or colour tend to be grouped together.  For example, if all visitors to a plant are required to wear white hats while the supervisors wear blue hats, the workers can identify all the white hats as the group of visitors. Another example is our general tendency to perceive minority and women employees as a single group. ii.b: Proximity : The principle of proximity or nearness states that a group of stimuli that are close together will be perceived as a whole pattern of parts belonging together.  For example, several people working on a machine will be considered as a single group so that if the productivity on that particular machine is low, then the entire group will be considered responsible even though, only some people in the group may be inefficient.  The following figure demonstrates the proximity principle. The ten squares in the figure are seen as pairs of two, three, four or five depending on their nearness to each other: www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

ii.c: Closure: 17  The principle of closure relates to the tendencies of the people to perceive objects as a whole, even when some parts of the object are missing. The person's perceptual process will close the gaps that are unfilled from sensory input. ii.d: Continuity:  Continuity is closely related to closure. But there is a difference. Closure supplies missing stimuli, whereas the continuity principle says that a person will tend to perceive continuous lines of pattern.  The continuity may lead to inflexible or non creative thinking on the part of the organisational participants. Only the obvious patterns or relationships will be perceived.  Because of this type of perception, the inflexible managers may require that employers follow a set and step by step routine leaving no ground for implementation of out of line innovative ideas. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

iii. Perceptual Constancy. Shape, Size, Color: 18  Perceptual interpretation is an integral part of the perception process. Without interpretation, selection and organisation of information do not make any sense.  After the information has been received and organized, the perceiver interprets or assigns meaning to the information. In fact, perception is said to have taken place only after the data have been interpreted.  Several factors contribute towards the interpretation of data. More important among them are : a) perceptual set b) attribution c) stereotyping d) halo effect e) projection  It may also be noted that in the process of interpretation, people tend to became judgmental. They may tend to distort what they see and even ignore things that they feel are unpleasant. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

III. Perceptual organisation 19  It is the system of grouping visible factors collectively (organization) so that one can more readily determine the meaning of the visual as a whole (perception).  If you reflect on consideration on the primary display of Microsoft Word , you have buttons alongside the top which constitute commands or movements, textual content in the centre that is what you're writing, and messages along the bottom which indicate reputation.  Similar objects are grouped collectively, making it smooth to understand their basic reason. This idea holds proper for all of the applications inside the Microsoft office suite and lots of home windows-primarily based packages. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

IV. Perceptual interpretation  Inside the interpretation level of notion, we attach meaning to stimuli. Each stimulus or institution of stimuli may 20 be interpreted in many unique methods.  Interpretation refers to the procedure by which we constitute and understand stimuli that affect us. Our interpretations are subjective and primarily based on non-public factors. • Selective Perception : People selectively interpret what they see on the basis of their interests, background, experience and attitudes. • Halo Effect : Drawing a general impressions about an individual on the basis of a single characteristics. • Contrast Effect :Evaluation of a person‟s characteristics that are effected by comparisons with other people recently encountered who rank higher or lower on the same characteristics. • Projection :Attributing one's own characteristics to other people. • Stereotyping :Judging someone on the basis of one‟s perception of the group to which that persons belongs. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

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MOTIVATION 22  Meaning :  „Motivation‟ is a term derived from the word „motive‟. We can define motive as which makes person active in a particular way. It is an inner impulse causing man to action.  A person works to satisfy his needs. So the human needs are the cause of action and motivation is a process of causing the mean realized these needs.  \"Motivation is the need or drive within an individual that drives them towards goal-oriented action.“  “The process which encourages and guides behaviour” www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Types of Motivation 23 www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Theories of Motivation  Motivation Theories are divided into two categories 24 1) Content Theories 2) Process Theories From above two theories we are going to discuss following theories : 1) Content Theories 2) Process Theories 1) Maslow’s Need 1) Adam’s Equity hierarchy Theory Theory 2) Gregor’s Theory Unit-6 (MBA603) All right are reserved with CU-IDOL X and Theory Y 3) Herzberg’s Two- Factor Theory www.cuidol.in

1. Maslow’s Need Hierarchy Theory  Abraham Maslow (1908 – 1970) focused on the psychological 25 needs of employees.  Maslow put forward a theory that there are five levels of human needs which employees need to have fulfilled at work.  All of the needs are structured into a hierarchy and only once a lower level of need has been fully met, would a worker be motivated by the opportunity of having the next need up in the hierarchy satisfied.  For example a person who is dying of hunger will be motivated to achieve a basic wage in order to buy food before worrying about having a secure job contract or the respect of others.  A business should therefore offer different incentives to workers in order to help them fulfill each need in turn and progress up the hierarchy.  Managers should also recognise that workers are not all motivated in the same way and do not all move up the hierarchy at the same pace. They may therefore have to offer a slightly www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Physiological : 26 includes hunger, thirst, shelter, sex, and other bodily needs. Safety : includes security and protection from physical and emotional harm. Social : includes affection, belongingness, acceptance, and friendship. Esteem : includes internal esteem factors such as self-respect, autonomy, and achievement and external esteem factors, such as status, recognition and attention. Self-actualization : The drive to become what one is capable of becoming, includes growth, achieving one‟s potential and self- fulfillment. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

2. Gregor’s Theory X and Theory Y  The Theory X and Theory Y are the theories of motivation given by Douglas McGregor in 1960‟s. These theories2 7 are based on the premise that management has to assemble all the factors of production, including human beings, to get the work done.  Theory X : Theory X relies on the authoritarian fashion of management, in which the managers are required to give commands and hold a near check on every worker. As it is assumed, the personnel aren't inspired, and they dislike running. This idea is based on the following assumptions:  The employee is lazy and dislikes work.  He is not ambitious and dislikes responsibility and therefore prefers to be led.  The employee is self-centered and indifferent towards the organizational interest.  Management is responsible for assembling all the factors of production, Viz. Money, material, equipment, people.  The managers are required to control his employees, manage their efforts, motivate them, modify their behavior to comply with the organizational needs.  The management must intervene to keep the employees working towards the economic ends. The employees must be persuaded, rewarded, motivated, punished, controlled to get the work completed. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

 Theory Y: Theory Y relies on the participative style of management, where the managers assume that the 28 employees are self-directed and self- motivated to accomplish the organizational objectives.  Thus, here the management attempts to get the maximum output with least efforts on their part. Following are the assumptions of Theory Y:  The average human being does not inherently dislike work, they are creative and self-motivated and likes to work with greater responsibilities.  Employees are self-directed and self-controlled and therefore the threat of punishment is not only the means for getting the desired results.  The extent to which an employee is committed to objectives is determined by the rewards associated with their achievement. The most significant rewards in this context could be the satisfaction of the ego and the fulfillment of self-actualization needs.  The average human being is ambitious and is ready to take responsibilities. He likes to lead rather than to be led by others.  The employees exercise a relatively high degree of imagination and creativity in solving the complex organizational problems. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

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3. Herzberg’s Two-Factor Theory 30 Herzberg‟s motivation idea model, or factor theory, argues that there are two elements that an organization can modify to persuade motivation in the place of business. These factors are: Motivators: That may inspire employees to work harder. Hygiene factors: These received and encourage employees to work more difficult however they may motive them to come to be unmotivated if they are no longer gift. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

3. Herzberg’s Two-Factor Theory 31 Herzberg‟s concept of motivation tries to get to the foundation of motivation inside the place of job. You could leverage this concept to help you get the great overall performance out of your group. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Motivating factors include……. Company policies: Those should be truthful and clear to each employee. They must additionally be equal to the 3 2 ones of competition. Supervision: Supervision have to be truthful and appropriate. The employee should be given as much autonomy as is reasonable. Relationships: There should be no tolerance for bullying or cliques. A healthful, amiable, and suitable courting need to exist among peers, superiors, and subordinates. Work conditions: Equipment and the working environment must be safe, in shape for purpose, and hygienic. Salary: The pay shape have to be fair and affordable. It must additionally be competitive with other corporations in the same industry. Status: The organization should hold the reputation of all employees in the organization. Performing meaningful work can provide a experience of status. Security: It is essential that personnel feel that their process is comfortable and they may be now not underneath the consistent threat of being laid-off. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Hygiene factors include……. 33 Achievement: A activity need to provide an worker a feel of achievement. This will offer a proud feeling of having done something tough however worthwhile. Recognition: A activity ought to provide an employee with reward and reputation in their successes. This popularity need to come from each their superiors and their peers. The work itself: The process itself should be exciting, various, and provide enough of a mission to preserve employees prompted. Responsibility: Employees should “own” their work. They should hold themselves responsible for this completion and not feel as though they are being micromanaged. Advancement: Promoting possibilities ought to exist for the employee. Growth: The job should give employees the opportunity to learn new skills. This can happen either on the job or through more formal training. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Adam’s Equity Theory ……. 34  Adam‟s Equity Theory, also known as the Equity Theory of Motivation, was developed in 1963 by John Stacey Adams, a workplace behavioral psychologist. Equity Theory of Motivation : According to Adams, equity theory is based on the simple assumption that people want to be treated fairly. The theory defines equity as the belief that we are being treated fairly in relation to others and inequity as the belief that we are treated unfairly in relation to others. Employees feel satisfied or dissatisfied with comparative observations of their friends, neighbors and colleagues. Whenever the employee feels that he is lacking in some way in comparison to others, he tends to work hard to reach the level of others. People are motivated by the inequity they note with others. Motivation is based on a person‟s assessment of the ratio of the outcomes or rewards (pay, status) he receives for input on the job (effort, skills) compared with the same ratio for a comparison other www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Adam’s Equity Theory ……. 35 Choices for dealing with inequity: 1. Change inputs (slack off) 2. Change outcomes (increase output) 3. Distort/change perceptions of self 4. Distort/change perceptions of others 5. Choose a different referent person 6. Leave the field (quit the job) www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

Adam’s Equity Theory ……. 36  To understand Adam‟s Equity Theory in full, we need to first define Common outputs include: inputs and outputs. Inputs are defined as those things that an individual does in order to receive an output. They are the  Salary contribution the individual makes to the organization.  Bonus  Pension  Common inputs include:  Annual holiday allowance  Company car  The number of hours worked (effort).  Stock options  The commitment shown.  Recognition  The enthusiasm shown.  Promotion  The experience brought to the role.  Any personal sacrifices made.  The responsibilities and duties of the individual in the role.  The loyalty the individual has demonstrated to superiors or the organization.  The flexibility shown by the individual, for example, by accepting assignments at very short notice or with very tight deadlines. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

SUMMARY  Meaning of Perception : 37 A process by which individuals organize and interpret their sensory impressions in order to give meaning to their environment.  Factors Influencing Perception:  Perpetual Process : 1.) Perceiver 1. Perceptual input 2.) Target 2. Perceptual Mechanism 3.) Situation 3. Perceptual organisation  Meaning of Motivation : 4. Perceptual interpretation \"Motivation is the need or drive within an individual that drives them towards goal-oriented action.“  Types of Motivation : Extrinsic, Intrinsic and addition  Theories of Motivation :  Maslow‟s Need hierarchy Theory  Gregor‟s Theory X and Theory Y  Herzberg‟s Two-Factor Theory  Adam‟s Equity Theory www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

MULTIPLE CHOICE QUESTIONS 1. Perceptual Selection includes ___________ factors 38 (a) Internal & External (c) Internal & Extrovert (b) Internal & Exemplar (d) Internal & Integrative 2. ________is the process of receiving information about and making sense of the world around us. (a) Personality (c) Perception (b) Both A and C (d) Motivation 3. Theory X & Y was given by which scientist ? ( c) Adams (a) Mintz Berg (d) Douglas McGregor (b) Albert Bandura 4. Theories of Motivation are mainly divided into _________& ___________. (a) Content & Process Theory ( c) Context & Process Theory (b) Content & Procedure Theory (d) Context & procedure Theory 5. ____ need includes affection, belongingness, acceptance, and friendship. (a) Physiological ( c) Social (b) Esteem (d) Self-actualization Answers : 1. (a), 2.(c), 3.(d) , 4. (a), 5.(c) www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

FREQUENTLY ASKED QUESTIONS 39 Q1.Elucate the factors influencing the perpetual selection ? Ans. A number of factors operate to shape and sometimes distort perception. Factors Influencing Perception : 1.) Perceiver 2.) Target 3.) Situation For further explanation please refer to SLM. Q2. Illustrate the various theories of Motivation with relevant examples. Ans. \"Motivation is the need or drive within an individual that drives them towards goal- oriented action.“ Theories of Motivation are :  Maslow‟s Need hierarchy Theory  Gregor‟s Theory X and Theory Y  Herzberg‟s Two-Factor Theory  Adam‟s Equity Theory  For further explanation please refer to SLM. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

REFRENCES 40  Robbins P Stephen, Organizational Behaviour, 15thedition, Prentice Hall, New Delhi.  Koontz – Principles of Management (Tata McGrew Hill, 1st Edition2008)  Robbins & Caulter – Management (Prentice Hall of India, 8thEdition)  Aswathappa K, Organizational Behavior, Himalaya Publishing House, Mumbai  Luthans Fred, Organizational Behaviour, McGraw Hill Book Co, New Delhi.  Prasad L M, OrganisationalBehaviour, Sultan Chand Publications. www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL

41 THANK YOU For queries Email: [email protected] www.cuidol.in Unit-6 (MBA603) All right are reserved with CU-IDOL