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Unit 10: Emotions and Perception

The Figure 10.1 below summarizes the factors influencing perception. Notes
Figure 10.1: Factors that Influence Perception

Factors in the perceiver

Factors in the situation

PERCEPTION

Factors in the target

Source: Stephen P Robbins "Organisational Behavior – Concepts, Controversies, Applications", (Seventh edition),
Prentice Hall Englewood Cliffs NJ 07632 (1996) page 135.
3. Characteristics of the Situation: The situation in which the interaction between the
perceiver and the target takes place has an influence on the perceiver's impression of the
target. For example, a professor may not notice his 20-year-old female student in a bikini
at the swimming pool. Yet the professor will notice the same girl if she comes to his
organisational behaviour class in a bikini. In the same way, meeting a manager in his or
her office affects your impression in a certain way that may contrast with the impression
you would have formed, had you met the manager in a restaurant.

The strength of the situational cues also affects social perception. Some situations provide
strong cues as to appropriate behaviour. In these situations, we assume that the individual's
behaviour can be accounted for by the situation, and that it may not reflect the individual's
disposition. This is the discounting principle in social perception. For example, you may
encounter an automobile salesperson who has a warm and personable manner, asks you
about your work and hobbies, and seems genuinely interested in your taste in cars. Can
you assume that this behaviour reflects the salesperson's personality? You probably cannot,
because of the influence of the situation. This person is trying to sell you a car, and in this
particular situation, he probably treats all customers in this manner.
10.2.2 Frequently used Shortcuts in Judging Others

Perceiving and interpreting what others do is burdensome. As a result, individuals develop
techniques for making the task more manageable. These techniques are not foolproof. Several

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