Learning Theories

UNIT III
Personality
According to Fred Luthans, “Personality means how a person

affects others and how he understands and views himself as
well as the pattern of inner and outer measureable traits and the
person- situation interaction.”
Types of Personality
• Type A
• A person with a type A personality may be ambitious and
hardworking and display characteristics such as aggression,
lack of patience, and determination.
• May take on multiple tasks at once and frequently take on
extra responsibilities to achieve or succeed.
• May be very goal-orientated and work toward goals and
deadlines at a fast pace, as though they are racing against
time.
Traits of a type A personality may include:
having an aggressive nature
being focused on achievement
being hardworking
being confident
being easily irritated or intolerant
being determined
being unfriendly or hostile
being good at multitasking
having a sense of urgency
being highly competitive
being impatient
being motivated and highly driven
being energetic
being hasty or approaching activities at a fast pace
having low emotional intelligence
being controlling
being stubborn or having fixed opinions
Type B Personality
• A type B personality is the opposite in many ways of a type
A personality. People with a type B personality tend to be
easygoing and more laid-back in nature.
• May work steadily toward a goal without the sense of
urgency a type A personality may display.
• Usually do not feel the need to prove their abilities to others
or the need to show superiority.
• Usually have low levels of competitiveness and do not
become frustrated easily.
Traits of a type B personality:
being peaceful
being relaxed
being easygoing
being stress-free or less prone to stress
having a lack of sense of urgency to complete tasks and
procrastinating
having a lack of conflict with others
being stable
being even-tempered
being flexible and adaptable, adjusting to change easily
being less competitive
being able to approach activities and tasks at a slower pace
Determinants of Personality
1) Heredity
2) Temperament
3) Motives
4) Family Factor
5) Social factor
6) Situational factor
Learning Concept
According to Hillgard “learning is a relatively permanent change

in behavior that occurs as a result of experience or reinforced
practice”.
Principles of learning
• Trainee must be motivated to learn
• Information must be meaningful.
• Learning must be reinforced
• Organization of materials
• Feedback on learning.
Classical Conditioning
• Deals with association of one event with another desired event resulting in a
desired behavior or learning
• Pavlov and Watson attributed learning connection between stimulus and response.
• Experiment of Dog’s salivation.
• Also called Law of exercise
Operant Conditioning
• Operant defined as behavior that produces effects.
• B. F Skinner advocated that individuals emit responses that are rewarded and vice
versa.
• Operant conditioning is voluntary or learned behavior and it is determined,
maintained and controlled by its consequences.
• Behavior is the function of its consequences
• It is a powerful tool of managing people in the organisation
Cognitive Learning
• Cognitive learning is achieved by thinking about the perceived
relationship between events and individual’s goals and expectation.
• Motivation theories deal with explaining “why” people decide to do
things.
• Cognitive refers to an individual’s ideas, thoughts, knowledge,
interpretations, understandings, etc., about himself and his
environment.
Social Learning
• Social Learning is learning achieved through the reciprocal interactions
between people, behavior, and their environment.
Perception
According to S. P. Robbins, “Perception is a process by which
individuals organize and interpret their sensor impressions in
order to give meaning to their environment.
Features of Perception
1) It is an Intellectual Process
2) It is a basis of cognitive or psychological process.
3) It is a subjective process and different people may perceive the
same in different manner.
Process of Perception
Factors influencing Perception
1) Characteristic of the perceiver (internal factors)
• Needs and motives
• Self concept
• Beliefs
• Past Experience
• Current Psychological State
• Expectations
2) Characteristic of the target

• Size
• Intensity
• Frequency
• Status
• Contrast
3) Characteristic of the Situation

• Physical, Social and organizational factors based on situation
Importance of Perception
1) Understanding human behavior

2) If people behave on the basis of their perception, one can predict their behavior in
the changed circumstances by understanding their present perception of the
environment.
3) The needs of various people can be determined, because people’s perception is
influenced by their needs.
4) Perception is very important for the manager who wants to avoid making errors
when dealing with people and events in the work setting.
Value and Attitude
Values
• Moral ideas, general conceptions or orientations towards the world
• Ideals shared by the members of a culture about what is good or
bad and desirable or undesirable.
• Major influence on a person’s behavior and attitude
• According to R.K. Mukherjee, “Values are socially approved
desires and goals that are internalized through the process of
conditioning, learning or socialization and that become subjective
preferences, standards, and aspirations”.
The characteristics of values are:
• These are extremely practical

• These can provide standards of competence and morality.
• Personal values can be influenced by culture, tradition, and a combination of
internal and external factors.
• These are relatively permanent.
• These are more central to the core of a person.
• Values are loaded with effective thoughts about ideas, objects, behavior, etc.
• Values can differ from culture to culture and even person to person.
• Values play a significant role in the integration and fulfillment of man’s basic
impulses and desire stably and consistently appropriate for his living.
• They build up societies, integrate social relations.
• They mold the ideal dimensions of personality and depth of culture.

Terminal Values
• These are values that we think are most important or most desirable.
• These refer to desirable end-states of existence, the goals a person would like
to achieve during his or her lifetime.
• They include happiness, self-respect, recognition, inner harmony, leading a
prosperous life, and professional excellence.
Instrumental Values
• Instrumental values deal with views on acceptable modes of conductor means
of achieving the terminal values.
• These include being honest, sincere, ethical, and being ambitious. These
values are more focused on personality traits and character.
What is the purpose of organizational values?
ETHOS
• Ethically ambitious: Our ethical commitments are continuous and tangible. We strive
to be a company that raises the bar and makes its people proud.
• Trust trust: We trust by default. This means assuming best intentions and giving
people space and freedom from day one, not asking them to earn it.
• Human first: We consider the whole human, beyond any one goal or moment. Doing
so helps us support each other, and our customers, more meaningfully.
• Outwit and outgrit: To create serious change, we have to dig deeper and think
smarter. Grit, resilience and creativity are the hallmarks of the underestimated.
• Selfishly diverse: Embracing diversity is a moral duty, but it’s also smart. We want the
full spectrum of talent in our team. Every perspective strengthens us.
Attitude
Attitudes are simply expressions of much we like or dislike
various things. Attitudes represent our evaluations,
preferences or rejections based on the information we
receive
3 Components of Attitude
Cognitive Component: Your thoughts and beliefs about the

subject
Affective Component: How the object, person, issue, or
event makes you feel
Behavioral Component: How attitude influences your
behavior
3 Types of Job-Related Attitudes
The main types of job-related attitudes are:

Job Satisfaction
Job Involvement
Organizational Commitment

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UNIT III

According to Fred Luthans, “Personality means how a person

According to Hillgard “learning is a relatively permanent change

2) Characteristic of the target

3) Characteristic of the Situation

1) Understanding human behavior

• These are extremely practical

Cognitive Component: Your thoughts and beliefs about the

The main types of job-related attitudes are:

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