Perception Pcm P1

Rouslan KOUMAKHOV - RMS

Perception processesPart 1


Perception: cognitive process of interpreting one’s environment


Hofstede’s experiences: What do you see?


Hofstede’s experiences


Implications for perception

Perception is selective (filtering)

Our past experience conditions our way of understanding the situation

Recency: We tend to remember recent information

Perception is culturally determined


Suppression of ambiguity

We try to suppress ambiguity and uncertainty in our intuitive judgment and conscious perception

Other Perceptual Biases

Suppression of ambiguity

Contrast errors

=>objects and people are perceived in a certain context

Halo effect : one trait forms a general impression – “attractiveness” increases the likehood of the poor CV being

asked for the interview

– vs Horn effect: giving someone a poor appraisal on one quality

First impression error– “I knew as soon as she walked through the door her face would

fit the job”


Insentivity to Sample Size

Most people choose C Simple statistics: it is much more likely

to observe 60% of male babies in a smaller sample than in a larger sample – a large sample is less likely deviated from the mean


What do you think about this?

Advertizing strategy:

“ Four out of five dentists surveyed recommended sugarless gum for their patients who chewed gum! “

Other Perceptual Biases (cont)

Hindsight biais - People tend to surestimate what they really knew about the

result – when the result is later learned

Similarity (“same as me” or “different from me”)- being positively predisposed toward people who seem similar

to you and negatively against people who are unlike you (=> “procterization”)

Latest behavior- basing an appraisal on the person’s recent behavior, rather

than on how the person behaved through the appraisal period

Status effect– giving those in a higher level positions consistently better

appraisal, rather than on person’s characteristics


Why job applicants are not hired(survey of 153 US HRmanagers)

1. Poor personal appearance 2. Overaggressiveness 3. Inability to express information clearly 4. Lack of interest and enthusiasm 5. Lack of career planning; no purpose 6. Nervous; lack of confidence 7. Overemphasis on money 8. Makes excuses 10. Lack of tact and courtesy 11. Immaturity 12. Condemns past employers 13. No genuine interest in company or job 14. Fails to look interviewer in the eye 15. Sloppy application form 16. Little sense of humour 17. Arrives late at the interview 18. Fails to express appreciation for interviewer’s time 19. Fails to ask questions about the company and job


Which option would you choose?

Situation 1 1/ Take 100 euros with certainty

or 2/ The gamble:

50% chance to win 200 euros

50% chance to lose 250 euros


Which option would you choose?

Situation 2 1/ Lose 100 euros with certainty

or 2/ The gamble:

50% chance to win 200 euros

50% chance to lose 250 euros


Perception bias

Dominant preferences:

– Situation 1: 100 euros, not to gamble

– Situation 2: gamble, take a risk,

… While the objectives probabilities of gains and losses are indetical

People are risk-seeking in a situation in which they focus on loss

People are risk-averse in a situation in which they focus on the gain in the stable situation (”bird in hand”)

=> Our rationality is bounded !

Business

Perception Pcm P1