1. Personality: characteristics that describe an individual's behavior.
2. Personality traits: characteristics that describe an individual's behavior in a large
number of situations
3. Myers-Briggs Type Indicator (MBTI): A personality test that taps four character- istics
and classifies Behavior
4. Big Five Model: A personality assessment model that taps five basic dimensions.
Extraversion, agreeableness, openness, conscientiousness, and neuroticism.
5. Extraversion: A personality describing someone who is sociable and assertive
(confident and forceful )
6. Agreeableness: A personality that describes someone who is good natured,
cooperative, and trusting.
7. Conscientiousness: A personality that describes someone who is responsible,
dependable, persistent, and organized.
8. Emotional stability: A personality that characterizes someone as calm, self-con- fident,
and insecure.
9. Openness to experience: A personality that characterizes someone in terms of
imagination, sensitivity, and curiosity.
10. Core self-evaluation: Bottom-line conclusions individuals have about their ca-
pabilities, competence, and worth as a person.
11. Machiavellianism: The degree to which an individual is pragmatic, maintains
emotional distance, and believes that ends can justify means.
12. Narcissism: The tendency to be arrogant, self-importance, require excessive
admiration, and have a sense of entitlement.
13. Self-monitoring: where an individual's has ability to adjust his or her behavior to
external, situational factors.
14. Proactive personality: People who identify opportunities, show initiative, take action,
and persevere until meaningful change occurs.
15. Values: Basic convictions that a specific mode of conduct or end-state of exis- tence is
personally or socially preferable to an opposite or converse mode of conduct or end-state of
existence.
16. Value system: A hierarchy based on a ranking of an individual's values in terms of their
intensity.
17. Terminal values: Desirable end-states of existence; the goals a person would like to
achieve during his or her lifetime.
18. Instrumental values: Preferable modes of behavior or means of achieving one's
terminal values.
,19. Personality Job-fit theory: A theory that identifies six personality types and proposes
that the fit between personality type and occupational environment deter- mines
satisfaction and turnover.
20. Power distance: where society accepts that power in institutions and organiza- tions is
distributed unequally.
21. Individualism: where people prefer to act as individuals rather than as members of
groups.
22. Collectivism: A national culture attribute that describes a tight social framework in
which people expect others in groups of which they are a part to look after them and
protect them.
23. Masculinity: where culture favors traditional masculine work roles of achieve- ment,
power, and control.
24. Femininity: indicates little differentiation between male and female roles; where
women are treated as the equals of men in all aspects of the society.
25. Uncertainty avoidance: A national culture attribute that describes the extent to which
a society feels threatened by uncertain and ambiguous situations and tries to avoid them.
26. Long-term orientation: A national culture attribute that emphasizes the future, thrift,
and persistence.
27. Short-term orientation: A national culture attribute that emphasizes the past and
present, respect for tradition, and fulfillment of social obligations. People value the here and
now; they accept change more readily and don't see commitments as impediments to
change.
28. Heredity: factors determined at conception; one's biological, physiological, and
inherent psychological makeup.
29. Perception: A process by which individuals organize and interpret their sensory
impressions in order to give meaning to their environment.
30. Attribution theory: An attempt to determine whether an individual's behavior is
internally or externally caused.
31. Fundamental attribution error: The tendency to underestimate the influence of
external factors and overestimate the influence of internal factors when making judgments
about the behavior of others.
32. Self-serving bias: The tendency for individuals to attribute their own successes to
internal factors and put the blame for failures on external factors.
33. Selective perception: The tendency to selectively interpret what one sees on the
basis of one's interests, background, experience, and attitudes.
34. Halo effect: The tendency to draw a general impression about an individual on the
basis of a single characteristic.
35. Contrast effect: Evaluation of a person's characteristics that is affected by
comparisons with other people recently encountered who rank higher or lower on the
same characteristics.
, 36. Stereotyping: Judging someone on the basis of one's perception of the group to
which that person belongs.
37. Self-fulfilling prophecy: A situation in which a person inaccurately perceives a second
person, and the resulting expectations cause the second person to behave in ways
consistent with the original perception.
38. Decisions: Choices made from among two or more alternatives.
39. Problem: A discrepancy between the current state of affairs and some desired state.
40. Rational: Characterized by making consistent, value-maximizing choices within
specified constraints.
41. Rational decision-making model: A decision-making model that describes how
individuals should behave in order to maximize some outcome.
42. Steps in the rational decision-making model: 1. Define the problem. 2. Identi- fy the
decision criteria. 3. Allocate weights to the criteria. 4. Develop the alternatives.
5. Evaluate the alternatives. 6. Select the best alternative.
43. Bounded rationality: A process of making decisions by constructing simplified models
that extract the essential features from problems without capturing all their complexity.
44. Intuitive decision making: An unconscious process created out of distilled
experience.
45. Anchoring bias: A tendency to fixate on initial information, from which one then fails
to adequately adjust for subsequent information.
46. Confirmation bias: The tendency to seek out information that reaffirms past
choices and to discount information that contradicts past judgments.
47. Availability bias: The tendency for people to base their judgments on information that
is readily available to them.
48. Escalation of commitment: An increased commitment to a previous decision in spite
of negative information.
49. Randomness error: The tendency of individuals to believe that they can predict the
outcome of random events.
50. Risk aversion: The tendency to prefer a sure gain of a moderate amount over a riskier
outcome, even if the riskier outcome might have a higher expected payoff.
51. Hindsight bias: The tendency to believe falsely, after an outcome of an event is actually
known, that one would have accurately predicted that outcome.
52. Utilitarianism: A system in which decisions are made to provide the greatest good
for the greatest number.
53. Whistle blowers: Individuals who report unethical practices by their employer to
outsiders.
54. Creativity: The ability to produce novel and useful ideas.
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