INSEAD Library

Includes bibliographical references and index and glossary

Digitized

Effective Business Psychology Contents Preface xiii Acknowledgments xv PART ONE BUSINESS PSYCHOLOGY AND HUMAN BEHAVIOR 1 Chapter 1 Foundations of Business Psychology 3 What Is Business Psychology? 3; What Psychologists Do, 4; Schools of Thought in Psychology, 10; The Human Relations Movement, 13; Business Psychology and Common Sense, 16; Business Psychology Doesn't Always Work, 18; Summary of Key Points, 18; Guidelines for Personal Effectiveness, 19; Discussion Questions, 20; References, 21; Suggested Reading, 22. Chapter 2 General Principles of Human Behavior 23 Perception: The Science of First Impressions, 24; How People Learn, 30; Two Key Explanations of Motivation, 36; How Values and Beliefs Influence Job Behavior, 41; Summary of Key Points, 46; Guidelines for Personal Effectiveness, 47; Discussion Questions, 47; References, 48; Suggested Reading, 49. Chapter 3 Individual Differences and Work Behavior 51 Mental Ability, 52; How to Make Good Use of Your Mental Ability, 55; Other Important Aptitudes and Skills, 57; Individual Differences and Personality, 61; Vocational Interests, 68; Implications of Individual Differences on the Job, 70; Summary of Key Points, 72; Guidelines for Personal Effectiveness, 73; Discussion Questions, 73; References, 76; Suggested Reading, 77. Chapter 4 Understanding Yourself 79 Ways of Learning about Yourself, 80; Your Self-Concept: What You Think of You, 86; How Your Personality Influences Your Self-Concept, 87; SelfAcceptance: The Key to a Good Self-Concept, 88; Self-Disclosure: Being Open with Others, 89; Self-Awareness Checklist, 91; The Struggle for Self-Esteem: A Driving Force in Our Lives, 91; Building Your Self-Confidence, 94; Summary of Key Points, 95; Guidelines for Personal Effectiveness, 96; Discussion Questions, 96; References, 98; Suggested Reading, 99. PART TWO DEALING WITH INDIVIDUALS 101 Chapter 5 Motivating Others and Yourself 103 The Nature of Human Motivation, 103; Motivating Others by Setting High Expectations, 105; Motivation through Behavior Modification, 106; Using Money to Motivate People, 110; Motivation through Employee Recognition, 112; Motivating Others through Exciting Work, 113; Motivation through Employee Participation, 116; Motivation through Competition, 118; Motivation through Fear and Punishment, 120; Techniques for Motivating Yourself, 121; Summary of Key Points, 125; Guidelines for Personal Effectiveness, 126; Discussion Questions, 127; References, 128; Suggested Reading, 129. Chapter 6 Goals and Human Behavior 131 The Importance of Goal Setting, 131; Goal-Setting Theory, 132; The Nature of Successful Goals, 136; Setting Goals for Different Time Periods, 137; Every Goal Needs an Action Plan, 139; Goal Setting on the Job, 139; Setting Goals for Your Career, 141; Setting Goals for Your Personal Life, 144; Problems Sometimes Created by Goals, 146; Summary of Key Points, 147; Guidelines for Personal Effectiveness, 148; Discussion Questions, 149; References, 151; Suggested Reading, 152. Chapter 7 Solving Problems and Making Decisions 155 Decision-Making Stages, 156; Significance and Time Pressure of Decisions, 163; Intuition and Decision Making, 165; Creativity in Decision Making, 166; Political Aspects of Decision Making, 173; Summary of Key Points, 175; Guidelines for Personal Effectiveness, 176; Discussion Questions, 176; References, 179; Suggested Reading, 180. Chapter 8 Managing Stress and Burnout 183 What Is Stress? 183; The Physiology and Symptoms of Stress, 185; A Model of Stress and Job Behavior, 187; Personality Factors Contributing to Job Stress, 189; Sources of Stress in Personal Life, 191; Sources of Stress in Work Life, 194; Job Burnout, 197; What Individuals Can Do to Manage Stress, 199; What Organizations Can Do to Manage Stress, 203, Summary of Key Points, 205; Guidelines for Personal Effectiveness, 206; Discussion Questions, 206; References, 209; Suggested Reading, 210. Chapter 9 Managing Conflict and Frustration 211 The Meaning of Conflict and Frustration, 211; Frustration and Job-Related Behavior, 213; Why So Much Job Conflict Exists, 215; The Good and Bad Side of Conflict, 220; Resolving Conflict through Negotiating and Bargaining, 222; General Methods of Resolving Conflict, 226; Choosing a Tactic for Resolving Conflict, 231; Summary of Key Points, 231; Guidelines for Personal Effectiveness, 233; Discussion Questions, 233; References, 236; Suggested Reading, 236. PART THREE PERSONAL RELATIONSHIPS ON THE JOB 239 Chapter 10 Getting Along with Co-workers and Superiors 241 Building Good Relationships with Superiors, 242; Building Good Relationships with Co-workers, 248; Summary of Key Points, 255; Guidelines for Personal Effectiveness, 255; Discussion Questions, 256; References, 258; Suggested Reading, 258. Chapter 11 Adjusting to the Organization 259 Standards of Dress and Appearance, 260; Manners and Etiquette, 262, Becoming a Team Player, 267; Overcoming Shyness: Becoming More Assertive on the Job, 269; Women Reentering the Work Force, 272; Summary of Key Points, 275; Guidelines for Personal Effectiveness, 276; Discussion Questions, 276; References, 278; Suggested Reading, 279. Chapter 12 Dealing with Counterproductive People 281 The Influence Process, 283; Confronting the Difficult Person, 286; The Art of Criticizing Constructively, 289; Giving Recognition and Affection, 291; Interpreting the Games of Counterproductive People, 291; Summary of Key Points, 294; Guidelines for Personal Effectiveness, 295; Discussion Questions, 295; References, 297; Suggested Reading, 298. PART FOUR DEALING WITH SMALL GROUPS 299 Chapter 13 Working within a Group 301 Why Are Groups Important? 301; Formal versus Informal Groups, 302; How Being a Group Member Can Help You, 305; Problems That Groups Sometimes Create for You, 307; Group Decision Making and Problem Solving, 310; Group Brainstorming, 313; How to Conduct Yourself in a Meeting, 314; Summary of Key Points, 316; Guidelines for Personal Effectiveness, 317; Discussion Questions, 317; References, 320; Suggested Reading, 321. Chapter 14 Leading and Influencing Others 323 What Is Leadership? 323; Is a Leadership Position for You? 325; How Leaders Use Power to Influence Others, 328; Characteristics and Behaviors of Effective Leaders, 330; Three Key Leadership Styles, 334; Adapting to the Situation: The Key to Effective Leadership, 336; Developing Your Leadership Potential, 339; Summary of Key Points, 341; Guidelines for Personal Effectiveness, 342; Discussion Questions, 343; References, 345; Suggested Reading, 346. Chapter 15 Communicating with People 347 Steps in the Communication Process, 348; Formal and Informal Communication Pathways, 350; Nonverbal Communication on the Job, 352; Overcoming Barriers to Communication, 355; Improving Your Listening Skills, 362; Improving Your Face-to-Face Speaking Skills, 363; Improving Your Nonverbal Communication Skills, 364; Improving Your Writing Skills, 365; Transactional Analysis: A Way of Improving Your Communication with People, 367; Summary of Key Points, 374; Guidelines for Personal Effectiveness, 376; Discussion Questions, 376; References, 378; Suggested Reading, 379. PART FIVE REALIZING YOUR POTENTIAL 381 Chapter 16 Improving Your Personal Productivity 383 Dealing with Procrastination, 384; Developing the Proper Attitudes and Values, 386; Developing the Proper Skills and Techniques, 390; Getting Started Improving Your Personal Productivity, 399; Summary of Key Points, 400; Guidelines for Personal Effectiveness, 401; Discussion Questions, 402; References, 405; Suggested Reading, 406. Chapter 17 Achieving a Satisfying and Rewarding Career 407 Taking Responsibility for Your Own Career, 407; Contributors to Career Satisfaction, 408; Finding a Field and an Occupation, 410; Conducting the Job Campaign, 412; Career-Advancement Strategies and Tactics, 423; Career Switching, 431; Summary of Key Points, 432; Guidelines for Personal Effectiveness, 434; Discussion Questions, 434; References, 436; Suggested Reading, 438. Glossary 439 Name Index 451 Subject Index 455