Assignment 2: Joe Salatino, President of Great Northern American Case Study
Instructor: Dr. Silva Jones
Bus 520: Leadership and Organizational Behavior
Perceptions and Attributions
Joe’s employees need to understand how people form perceptions and make attributions for several reasons. As they are in a selling business, employees need to know how they can best be perceived as to earn the trust of their customers. It is important to know how to be ethical in selling as well as trustworthy so that customers feel confident in choosing their services time and again. Aside from how their customers may perceive them, they must also be aware of how their employer sees them. It is important to employers to find capable, confident and hardworking potential employees. In 2011 CBS news did a story on how others see us and how we see ourselves. This report asserts that it is more important to know how others see us as it is by their reactions to who we perceive them to think we are that our own actions come from. They give a couple of examples right off about how a first date can leave you feeling defeated or conversely very confident. Just because you walk away feeling one way or another is not necessarily an indicator of how the date actually went or what the other party thought of you. Another example is given in that it not necessarily important for a company’s top executives to have a positive opinion of their product or service, it is more important that the consumer have an idea of their offering that generates more and more business. This usually comes from a positive perception of what they have to offer.
These principals easily align with the idea that it is important in general to do what you can to have others form a positive impression of you. So, what makes a good first impression? Forbes magazine proposes theses 5 traits. First, “set an intention.” This means to visualize what you want out of whatever you are undertaking. For example, if it is a job interview, see yourself in the position with the traits you deem necessary for success at that position. You will be much more likely to pull off an air of those attributes if you have first taken the time to role play in your mind a successful turnaround of the event. Second, “think about your ornaments.” In other words, pay attention to the details of your outward appearance. For men this may mean choosing the right watch to portray the success they see themselves having, for women it may mean jewelry or makeup that puts them in that same space. For both genders hair, shoes, and clothing are important factors in building the perception you are seeking.
For instance, someone who is running for congress would want to choose more conservative and sophisticated looking “ornaments” whereas someone seeking a job with Vogue magazine may want to dress very current and “edgy” for their interview to show they are relevant for the position they seek. We can easily apply this to Joes employees as they will want to know what type of companies they anticipate receiving business from. If they know that they are dealing with a very “traditional” client they may want to dress for success that day by choosing clothing that portrays a traditional and trustworthy image. Conversely, if they are meeting with a client who takes big risks and hopes for their partners in business to as well, they may want to choose a look that portrays confidence and a spunky, no holds barred attitude. At Verizon Wireless we have a very relaxed work culture that more often than not is fun and youthful. However, when interviewing for a new position within the company it is no different than most traditional settings. Candidates seem to do better when they are dressed professionally and are well polished overall.
Going back to the Forbes article, the third tip is to “be conscious of your body language.” Pay particular...
References: LaVan, A. (2010, February 03). If You Think You Can’t… Think Again: The Sway of Self- Efficacy. Psychology Today, Retrieved from http://www.psychologytoday.com/blog/flourish/201002/if-you-think-you-can-t-think-again-the-sway-self-efficacy
Mosby, Inc. (2008). Mosby’s dictionary of medicine, nursing & health professions (8th ed.). St. Louis, MO: Mosby/Elsevier. Retrieved from http://medical-dictionary.thefreedictionary.com/operant+conditioning
Mosby, Inc. (2008). Mosby’s dictionary of medicine, nursing & health professions (8th ed.). St. Louis, MO: Mosby/Elsevier. Retrieved from http://medical-dictionary.thefreedictionary.com/Social+learning+theory
Tobak, S. (2011, May 11). Think You Know How Others See You? Think Again. CBS News Money Watch, Retrieved from http://www.cbsnews.com/8301-505125_162-28247451/think-you-know-how-others-see-you-think-again/
Van Patten, V. (2011, November 02). 5 Ways to Make a Killer First Impression. Forbes, Retrieved from http://www.forbes.com/sites/yec/2011/11/02/5-ways-to-make-a-killer-first-impression/
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