Whetter Chapter 1.doc

8/14/2019 Whetter Chapter 1.doc

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1Chapter 1 Developing Self-Awareness

True/False Questions

Key Dimensions of Self-Awareness

1. Self-awareness is at the foundation of personal life management skills.True (page !" easy" re#all$

If false, why?

The %nigma of Self-Awareness 2. Empirical evidence indicates that people who are more self-aware are healthier,

perform etter in leadership roles, and are more productive at work.True (page &" easy" re#all$

If false, why?

!. "he concept of sensitive line refers to the point at which individuals welcomeinformation a out themselves from their co-workers.False (page &" mo'erate" re#all$

If false, why?The #on#ept of sensitive line refers to the point at whi#h people e#ome 'efensiveor prote#tive of information a out themselves

#. $arvin consistently finds fault with %licia&s competence as a manager. 'ecause

%licia has een told she is doing a good (o and therefore responds in a threat rigidway. "hus, her most likely response will e to defend herself in light of $arvin&saccusations.True (page )*" mo'erate" un'erstan'ing$

If false, why?

). Self-awareness can e managed y e*ercising minimal control over when and what

kind of information one receives a out oneself and y not involving others in the pursuit of self-understanding.False (page )*" mo'erate" un'erstan'ing$

If false, why?+t re,uires more than minimal #ontrol

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.n'erstan'ing an' Appre#iating +n'ivi'ual Differen#es +. Simone will e viewed as an effective manager if she uses her a ility to recogni e,

appreciate, and act on key fundamental differences among her employees.True (page )1" easy" re#all$

If false, why?

. romoting similarity among people in a work setting reduces creativity and comple*

pro lem solving.True (page )1" easy" re#all$

If false, why?

+mportant Areas of Self-Awareness %motional +ntelligen#e /. Emotional intelligence has een identified as a moderately important factor in

accounting for success in leaders and managers.False (page )0" easy" re#all$

If false, why?%motional +ntelligen#e has een i'entifie' as one of the most important fa#tors

0. esults of research studies indicate that cognitive intelligence is twice as important in

contri uting to e*cellence as emotional intelligence.False (page )0" easy" re#all$

If false, why?

esults of resear#h in'i#ate that emotional intelligen#e is twi#e as important in#ontri uting to e2#ellen#e

1 . Emotional Intelligence refers to the non-cognitive capa ilities and skills3includingsocial skills3that affect human functioning.False (page ) " easy" re#all$

If false, why?%motional Competen#e refers to the non-#ognitive #apa ilities an' s3illsin#lu'ing so#ial s3ills that affe#t human fun#tioning %motional +ntelligen#e"a##or'ing to the 'efinition a'opte' y the authors" refers to the a ility to'iagnose" un'erstan'" an' manage emotional #ues

11. Emotional intelligence can e developed and improved.True (page ) " easy" re#all$

If false, why?

12. %ccording to research cited y the te*t ook authors, the general competency of

emotional intelligence has increased within individuals over time.

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False (page ) " easy" re#all$

If false, why?4oleman" 1&!!" foun' that general #ompeten#y levels of emotional intelligen#ehave 'eteriorate' over time

+mportant Areas of Self-Awareness Cultural 5alues 1!. Specific vs. diffuse refers to the cultural dimension that either general societal rules or

relationships with others govern people&s ehavior.False (page )!" mo'erate" re#all$

If false, why?Spe#ifi# vs 'iffuse refers to #ultures that segregate life roles to maintain priva#yan' personal autonomy #ompare' to #ultures that integrate an' merge theirroles

1#. $anagers of Spanish or 4ispanic origin place a high degree of emphasis on personal

accomplishments and achievements.False (page )!" 'iffi#ult" re#all$

If false, why?6anagers of Spanish origin pla#e a high 'egree of emphasis on in'ivi'ualrelationships" team #ontri utions an' showing emotions

1). "he value dimension a out how people manage time relates to the emphasis people

place on the past, present, or future.True (page )&" easy" re#all$

If false, why?

+mportant Areas of Self-Awareness 7ersonal 5alues

1+. "erminal values prescri e desira le standards of conduct or methods for attaining anend.False (page )&" easy" re#all$

If false, why?Terminal values pres#ri e 'esira le en's or goals for the in'ivi'ual

1 . If you are cheating on this test, you are violating an instrumental value.True (page )&" mo'erate" un'erstan'ing$

If false, why?

+mportant Areas of Self-Awareness 5alues 6aturity 1/. If you (udge right and wrong on the asis of a set of principles or core values

developed from personal e*perience, you are at the principled level of maturity.

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True (page 81" easy" re#all$

If false, why?

10. %ssume you are a male during the late 10+ s. If you (oined the protests against the5ietnam 6ar ecause you didn&t want to go 7you had college to finish8, your level ofmaturity was self-centered.True (page 81" easy" re#all$

If false, why?

+mportant Areas of Self-Awareness %thi#al De#ision 6a3ing an' 5alues 2 . $ost ethical trade-offs are conflicts etween two desira le ends9 economic versus

social performance.True (page 89" easy" re#all$

If false, why? +mportant Areas of Self-Awareness :earning Style 21. "he two dimensions of learning style are information gathering and information

evaluation.True (page 8)" easy" re#all$

If false, why?

22. eople who display a converging learning style view pro lems from various

perspectives using creative and innovative techni:ues.False (page 8!" easy" re#all$

If false, why?7eople who 'isplay a #onverging learning style view pro lems from pra#ti#alappli#ations of i'eas an' from one #orre#t answer

2!. esearch indicates that learning is most effective when an individual progresses

through the stages of the learning cycle in the following order9 concrete e*perience,active e*perimentation, reflective o servation, and a stract conceptuali ation.False (page 8&" mo'erate" re#all$

If false, why?The propose' or'er that is most effe#tive for learning is #lo#3wise aroun' theKol mo'el (#on#rete e2perien#e" refle#tive o servation" a stra#t#on#eptuali;ation" an' a#tive e2perimentation$

+mportant Areas of Self-Awareness Attitu'es Towar' Change 2#. eople who are cognitively comple* tend to have a low tolerance for am i:uity.

False (page !*" mo'erate" re#all$

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If false, why?7eople who are #ognitively #omple2 ten' to have a high toleran#e for am i,uity

2). ;rom the et, you could

one day e an internal, as locus of control can shift over time.True (page !0" easy" re#all$

If false, why?

+mportant Areas of Self-Awareness Core Self-%valuation

2+. "he concept of personality refers to the relatively enduring com ination of traits that produces consistencies in thoughts and ehaviors.True (page !


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6ultiple-Choi#e Questions Key Dimensions of Self-Awareness 20. "o ecome a etter manager, what is one of the first things one should do?

a.8 Improve one&s communication skills .8 See3 3nowle'ge of oneself (page !" easy" re#all$c.8 $anage one&s time etter d.8 Empower one&s employees

! . 4ow should managers know and accept others?a.8 'e an enigma to themselves

.8 6ork toward self-denial and unselfishnessc.8 >or3 towar' self-awareness an' self-a##eptan#e

(page !" mo'erate" un'erstan'ing$d.8 6ork toward self-reverence and reflection

The %nigma of Self-Awareness

!1. 4ow can the enigma of self-awareness e managed?a.8 %void information contradictory to one&s self-image.

.8 See3 information from others a out one?s self(page &" mo'erate" un'erstan'ing$

c.8 'e aware of one&s sensitive line.d.8 =hallenge information inconsistent with one&s self-image.

!2. "o know one&s self, which is most prescri ed?a.8 Self-e*amination and meditation

.8 o not cross the sensitive linec.8 +nvolve others (page &" mo'erate" un'erstan'ing$d.8 'e highly selective a out who to get information from

!!. esponding to a remark from a peer that a report looks like it was slapped together atthe last minute 7you had spent last week working on it8, the sensitive line was crossed.6hat will the most likely response e?a.8 @I think you are right, thanks for the feed ack.A

.8 @ ou 'on?t 3now what you are tal3ing a outB Call my oss if you 'on?telieve meB (page &" mo'erate" un'erstan'ing$

c.8 @6ell, may e I did or may e I didn&t, what do you care?A

d.8 @=ould you tell me how I might improve the report?A

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!#. Beorge has returned from his two-week trip to India. 4e elieves his triphas provided an introspection that increased his self-knowledge. 6hen you

egin to :uestion him a out his e*periences, he ecomes defensive andstates, @I don&t want to talk a out it with youCA 'ased on the review of self-awareness in the te*t, what would e the most accurate conclusion?a.8 >es, it pro a ly has increased his self-knowledge. Dow he is protective of that

knowledge. .8 o" it pro a ly has not in#rease' his self-3nowle'ge

(page )*" 'iffi#ult" analysis$c.8 $ay e, may e not, depends upon what rituals he practiced.d.8 >es, ecause he has ecome more self-assertive and aware of what he wants to

talk a out.

.n'erstan'ing an' Appre#iating +n'ivi'ual Differen#es

!). In the workplace, which co-workers would people most likely interact with?a.8 =reative co-workers

.8 =o-workers with diverse social valuesc.8 =o-workers with different self-awareness traitsd.8 Co-wor3ers similar to them (page )1" mo'erate" re#all$

!+. Beorge made the following comment to Sarah, one of his co-workers, @Bene&srecommendation to cut costs y eliminating travel to training seminars (ust shows hereally isn&t aware of how important training is. 4is lack of insight is due to the fact hedoesn&t have a college degree.A 6hat is Beorge&s comment an e*ample of?a.8 ;ocusing on a difference

.8 Creating a 'istin#tion (page )1" mo'erate" un'erstan'ing$c.8 ;ocusing on an artificial social arrier

d.8 =reating a false value for a college degree

+mportant Areas of Self-Awareness ! . %reas of Self-%wareness are listed in 1 through #. 6hich is true concerning the four

areas of self-awareness?

718 personal values728 creativity7!8 emotional intelligence7#8 core self-evaluation

a.8 %ll four areas listed are correct. .8 nly areas 1 and # are correct.c.8 Enly area 0 is in#orre#t (page )0" easy" re#all$d.8 Done of the four areas listed are correct.

!/. 6hat is the manner in which individuals gather and process information a part of?a.8 ersonal values

.8 :earning style (page )0" easy" re#all$


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c.8 %dapta ilityd.8 =reativity

+mportant Areas of Self-Awareness %motional +ntelligen#e

!0. 6hich method do the te*t ook authors propose to correct the pro lem of multipledefinitions of emotional intelligence?a.8 Fse definitions proposed y the original developers of emotional intelligence

theories. .8 Fse definitions that distin:uish among personality traits and cognitive traits.c.8 .se 'efinitions that 'istinguish among emotional intelligen#e an' emotional

#ompeten#e (page ) " mo'erate" re#all$d.8 Fse definitions that were developed within the last year.

# . %ccording to the definition of emotional intelligence adopted y the te*t ook authors,how many a ilities are involved with emotional intelligence?a.8 1

.8 2c.8 !d.8 9 (page ) " easy" re#all$e.8 )

#1. 6hich statement is accurate concerning the a ilities listed in the author&s definition ofemotional intelligence and the list provided elow?

1. a ility to diagnose and recogni e emotions 2. a ility to control emotions !. a ility to lead a team

#. a ility to manage with self-confidence

a.8 %ll a ilities a ove are included in the author&s definition. .8 Dum ers one and three are included in the author&s definition.c.8 um ers one an' two are in#lu'e' in the author?s 'efinition (page ) "

mo'erate" un'erstan'ing$d.8 Dum ers one and four are included in the author&s definition.e.8 Done of the a ilities are included in the author&s definition.

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#). Employees at "urner, Inc. are engaged in a de ate over the merits of an individual vs.a team- ased compensation program. 'ased on "rompenaars& dimensions of nationalculture, which cultural dimension does this de ate most closely relate to?a.8 universalism vs. particularism

.8 in'ivi'ualism vs #olle#tivism (page )8" 'iffi#ult" un'erstan'ing$c.8 affective vs. neutrald.8 achievement vs. ascriptione.8 internal vs. e*ternal

#+. It is o vious that "alia values her privacy, as she rarely talks a out herhus and and children in conversations with her co-workers. 'ased on"rompenaars& dimensions of national culture, which cultural dimension does"alia&s ehavior in the workplace most closely relate to?a.8 spe#ifi# vs 'iffuse (page )8" easy" re#all$

.8 achievement vs. ascriptionc.8 universalism vs. particularismd.8 individualism vs. collectivisme.8 affective vs. neutral

+mportant Areas of Self-Awareness 7ersonal 5alues # . >our oss was arrested for em e lement at the office. %s he walks past you

handcuffed, he states, @>ou know, you and I possess the same values, we (ust differ y degrees.A 6hich is the oss an e*ample of?a.8 "erminal values

.8 7oor ethi#al 'e#ision ma3ing (page 89" 'iffi#ult" un'erstan'ing$c.8 oor information gatheringd.8 =onformity level of values maturity

#/. If your goal in life is to live a stimulating and active life, what is this an e*ample of?a.8 Terminal value (page 8*" easy" re#all$

.8 Instrumental valuec.8 %ttitudinal valued.8 Interpersonal need value

#0. 6hich does research appear to indicate that usiness managers do?a.8 pla#e higher emphasis on personal values rather than so#ial values (page 8*"

mo'erate" re#all$ .8 place higher emphasis on social values rather than personal valuesc.8 place higher emphasis on instrumental values rather than terminal valuesd.8 differ in the emphasis placed on social values according to gender

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) . esearch appears to suggest that 718 individuals differ in their level of valuesdevelopmentG 728 different sets of instrumental values are held at different stages ofdevelopmentG and 7!8 peoples& value priorities do not change once they ecomeadults. 6hich statements are correct?a.8 %ll three statements are correct.

.8 nly statements 1 and ! are correct.c.8 Enly statements 1 an' 0 are #orre#t (page 8*" easy" re#all$d.8 nly statements 2 and ! are correct.

+mportant Areas of Self-Awareness 5alues 6aturity )1. uring the riots in


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+mportant Areas of Self-Awareness %thi#al De#ision 6a3ing an' 5alues )). %s manager, you have decided to enforce a new policy on dating in the office. >ou

are comforta le with the policy and have decided that the policy will affect you also.6hich ethical test do you employ?a.8 ersonal Bain "est

.8 E:ual "reatment "estc.8 =ost-'enefit "estd.8 4ol'en ule Test (page 89" mo'erate" un'erstan'ing$

)+. If you elieve a government policy would enefit those that are less advantaged thanyourself, what view of ethics is this?a.8 Bolden ule "est

.8 %,ual Treatment Test (page 89" mo'erate" un'erstan'ing$c.8 =ost-'enefit "estd.8 ersonal Bain "est

+mportant Areas of Self-Awareness :earning Style ) . %ccording to ol &s model of learning styles, what are two different strategies for

gathering information?a.8 =oncrete e*perience and active e*perimentation

.8 % stract conceptuali ation and reflective o servationc.8 %ctive e*perimentation and reflective o servationd.8 Con#rete e2perien#e an' a stra#t #on#eptuali;ation (page 8)" easy" re#all$

)/. %ccording to ol &s model of learning styles, what are two strategies for interpreting,evaluating, and responding to information?

a.8 =oncrete e*perience and active e*perimentation .8 % stract conceptuali ation and reflective o servationc.8 A#tive e2perimentation an' refle#tive o servation

(page 8)" easy" re#all$d.8 =oncrete e*perience and a stract conceptuali ation

)0. %fter graduation from college with a usiness degree, your goal is to open your own

usiness. ne of the most appealing things to you a out starting a usiness is thefreedom and challenge of doing your own thing. %fter talking with your college

professors, family, and friends, you decide to open a crafts store. 6hich is thelearning style you most likely employ?a.8 =onverging style

.8 A##ommo'ating style (page 8&" 'iffi#ult" analysis/evaluation$c.8 %ssimilating styled.8 eflective style

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+ . %s a marketing researcher, Susan en(oys gathering data from a variety of sources and putting it all together to make decisions a out how to sell products. Juestionnaires ofconsumer uying preferences provide useful information, ut she elieves visitingstores to watch people actually uy the products is more valua le. 6hich is thelearning style Susan most likely employs?a.8 =onverging style

.8 %ccommodating stylec.8 Assimilating style (page 88" 'iffi#ult" analysis/evaluation$d.8 iverging style

+1. %s manager of the marketing department, you are very involved with your employeesin developing a new advertising campaign and recently conducted a rainstormingsession to gather their ideas. 6hich is the learning style you most likely employ?a.8 =onverging style

.8 %ccommodating stylec.8 %ssimilating styled.8 Diverging style (page 88" 'iffi#ult" analysis/evaluation$

+2. Someone who de ugs computer programs 7not a hacker8 pro a ly emphasi es which

type of learning style?a.8 Converging style (page 8!" 'iffi#ult" analysis/evaluation$

.8 %ccommodating stylec.8 %ssimilating styled.8 iverging style

+mportant Areas of Self-Awareness Attitu'es Towar' Change +!. %fter graduation you have decided to stay in 'edford ;alls, the only place you have

ever known. 6hich area of self-awareness pro a ly affected your decision?a.8 =ognitive style .8 Interpersonal needsc.8 Attitu'es towar' #hange (page !*" mo'erate" un'erstan'ing$d.8 Instrumental values

+#. 6hat does research suggest a out individuals with low tolerance for am iguity and

low cognitive comple*ity?a.8 'etter transmitters of information

.8 % le to interpret more cuesc.8 :ess ehaviorally a'aptive (page !1" easy" re#all$ d.8 Fna le to understand a stract ideas

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+). If the (o re:uires someone to e a le to focus on only one element of information7not ecome distracted8, which of the following would e etter?a.8 4igh tolerance of am iguity

.8 :ow toleran#e of am iguity (page !1" easy" un'erstan'ing$c.8 4igh instrumental valuesd.8


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a.8 Internal locus of control .8 %2ternal lo#us of #ontrol (page !0" mo'erate" un'erstan'ing$c.8 4igh tolerance for am iguityd.8 Small locus of control

2. In a meeting, you hear $ary say, @Some things are (ust meant to e,A and @"he

economic health of this country is largely eyond the control of the individual.A >ouclassify $ary as a person of e*ternal locus of control. 4ow would you e*pect her toutili e her power?a.8 persuasion and e*pertise

.8 #oer#ive power an' threats (page !0" mo'erate" un'erstan'ing$c.8 her oss and her own positiond.8 "here is not enough information availa le to answer the :uestion

!. esearch suggests that internals 718 ask fewer :uestions, 728 are achievement oriented,and 7!8 remem er more information than e*ternals. 6hich statements are correct?a.8 %ll three statements are correct.

.8 nly statements 1 and 2 are correct.c.8 nly statements 1 and ! are correct.d.8 Enly statements 0 an' < are #orre#t (page !0" easy" re#all$

#. esearch suggests people with an internal locus of control 718 are more satisfied with

work, 728 outperform e*ternals in stressful situations, and 7!8 are less accurate in processing feed ack a out successes and failures than e*ternals. 6hich statements arecorrect?a.8 Statements 1 and 2 are correct.

.8 Statement 2 is incorrect.c.8 Statement 2 and ! are correct.

d.8 All of the statements are #orre#t (page !0" easy" re#all$ ). Do ody seems to know what their role is and what they are supposed to do in one of

your divisions. "wo people have applied for the (o as manager of this strugglingdivision. "hey are e:ual in e*perience and knowledgeG however, o ert has eenclassified as e*ternal and Susan has een classified as an internal. 6ho should youhire?a.8 >ou should hire Susan.

.8 ou shoul' hire o ert (page !0" 'iffi#ult" appli#ation$c.8 >ou should continue your (o search outside the division, as neither Susan nord.8 o ert are :ualified for the (o .e.8 "hese classifications do not help in selecting the right candidate for this (o .

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+. Kanet reads her horoscope and calls the psychic hot line for advice every day. 6hichwould most likely apply to Kanet?a.8 Internal locus of control

.8 %2ternal lo#us of #ontrol (page !0" mo'erate" un'erstan'ing$c.8 "olerance for am iguityd.8 Sensing type personality

+mportant Areas of Self-Awareness Core Self-%valuation

. 6hich is not one of the most researched ig five personality attri utes?a.8 e*traversion

.8 agreea lenessc.8 ego (page !


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/1. 6hat is neuroticism?a.8 "he e*tent to which people see themselves as capa le and successful

.8 The ten'en#y to have a negative outloo3 (page !


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+mportant Areas of Self-Awareness Cultural 5alues

6ini-CaseH ;B is a company that sells computer components and peripherals on aglo al asisG it also provides service support to its customers. ;rank, the =E , wants toimplement a team- ased compensation program for its sales force and customer servicerepresentatives. ;rank has appointed a task force of managers, 4ector, 6anda, and5irginia, to study the proposal. 4ector and 6anda are district sales managers and5irginia is a customer service manager. uring their initial meeting, the managers engage in a lively de ate over the meritsof providing rewards on an individual vs. a team asis. 4ector and 6anda point out thatcompensation for the sales force has always een ased on individual performance3eachsalesperson receives a fi*ed percentage of hisLher total sales, i.e., a commission rate. "hey

oth feel strongly that salespeople will e less inclined to focus on increasing sales if theircompensation is now tied to the :uality and timeliness of support services provided ycustomer service representatives. 4ector comments that customer service personnel arenot very sales oriented ecause they have traditionally een compensated on an hourly

asis. 6anda states that several of her salespeople have told her the customer service repsare providing inade:uate follow-up services to the company&s customers. %t this point, itis clear that 5irginia is distur ed y the other managers& comments. She gets veryemotional and storms out of the meeting. 6hen she returns, she angrily replies, @>oursalespeople consistently make misleading promises to our customers regarding the

performance of our computer components. %ccording to company policy, if a customerhas a pro lem with hisLher computer component, heLshe can call the company&s toll-freenum er, 2# hours per day, to talk with a customer service representative to resolve the

pro lem. ur customer service reps consistently strive to provide oth timely andaccurate information to our customers.A

/). Fsing "rompenaars& dimensions of national culture, identify and e*plain the cultural

dimension that est relates to the de ate y the managers over the merits of a team- ased compensation program for the sales force and customer service representatives.

AnswerH "he cultural dimension of individualism vs. collectivism relates to the de ate."he compensation program 7commission rate8 for salespeople has traditionally emphasi edindividual performance. Salespeople typically work independently with emphasis placedon individual responsi ility for generating sales. =redit, i.e., commission rate, andrecognition is ased on an individual&s contri utions. roposal of a team- asedcompensation program would emphasi e team performance and contri utions. If the salesforce does not value the contri utions of the customer service representatives to

producing sales, implementation of a team- ased compensation program could result in aconflict ased on individualistic vs. team values.(pages )8-)&" Diffi#ult" Appli#ation$

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/+. Fsing "rompenaars& dimensions of national culture, identify and e*plain the culturaldimension that est relates to the ehavior displayed y 5irginia, the customer servicemanager.

AnswerH "he cultural dimension of affective vs. neutral relates to the ehavior displayed y 5irginia. % person who works in a culture with high affective values would feelcomforta le showing emotions openly and would deal in emotional ways with pro lems.5irginia is openly emotional in the meeting and leaves the meeting prematurely. It is clearshe is angry and :uite passionate a out the role the customer service reps have insupporting and contri uting to the success of the sales force. In a culture with neutralvalues, a person would most likely react in a more rational mannerG goal directed

ehaviors rather than emotions would typically prevail in personal interactions.(pages )8-)&" Diffi#ult" Appli#ation$

+mportant Areas of Self-Awareness 7ersonal 5alues

/ . >ou are a 5ice- resident of perations for a ;ortune ) company and have si* area

managers reporting to you. Fsing okeach&s value classification system, identify ande*plain the key values your managers are most likely to perceive as the most importantto their success in the workplace.

AnswerH 6ith regards to instrumental values, managers want employees who areresponsi le, honest, capa le, imaginative, and logical. $anagers in the usiness worldtend to rate am ition, capa ility, responsi ility, and freedom higher than people in general.4ighly successful managers typically place more emphasis on economic 7a comforta lelife8 and political 7social recognition8 values than less-successful managers. $anagers also

place more value on sense of accomplishment, self-respect, a comforta le life, andindependence than the population in general. "he instrumental value managers held

highest for themselves was am itionG their highest-held terminal value was sense ofaccomplishment. ersonal values rather than social values and those oriented towardachievement predominate among managers.(pages )&-81" 6o'erate" e#all$

+mportant Areas of Self-Awareness 5alues 6aturity

//. =ompare and contrast the key differences in the ma(or levels of ohl erg&s model ofvalues maturity.

AnswerH ohl erg&s model focuses on the kind of reasoning used to reach a decisiona out an issue that has value or moral connotations. "he model has three ma(or levels,each of which contains two stages. "he stages are se:uential 7a person can&t progress tostage ! efore passing through stage 28, and each stage represents a higher level ofmaturity. "he first level of maturity, the self-centered level 7preconventional8, focuses onmoral reasoning and instrumental values that are ased on personal needs or wants and onthe conse:uences of an act. "he second level, conformity level 7conventional8, focuses onmoral reasoning ased on conforming to and upholding the conventions and e*pectationsof society. "his level is sometimes referred to as the law and order level ecause theemphasis is on conformity to laws and norms. ight and wrong are (udged on the asis of

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whether or not ehaviors conform to the rules of those in authority. espect from others ased on o edience is a pri ed outcome. "he principled level 7postconventional8 is thehighest level and represents the most mature level of moral reasoning and the most matureset of instrumental values. ight and wrong are (udged on the asis of the internali ed

principles of the individual. "his set of principles is comprehensive, consistent, anduniversal. In sum, self-centered 7first level of maturity8 individuals view rules and laws asoutside themselves, ut they o ey ecause they may o tain rewards or avoid punishment.=onformist 7second level of maturity8 individuals view rules and laws as outsidethemselves, ut they o ey ecause they have learned and accepted those rules and laws,and they seek the respect of others. rincipled 7third level of maturity8 individualse*amine the rules and laws and develop a set of internal principles that they elieve aremorally right. If there is a choice to e made etween o eying a law or a principle, theychose the principle. Internali ed principles supersede rules and laws in principledindividuals.(pages 8*-89" 6o'erate" .n'erstan'ing$

+mportant Areas of Self-Awareness :earning Style

/0. 'ased on the results of the


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+mportant Areas of Self-Awareness Attitu'es Towar' Change

01. esearch indicates that an internal locus of control is not always a positive attri ute.=ompare and contrast oth the advantages and disadvantages of an internal locus ofcontrol and e*ternal locus of control.

AnswerH Individuals with an e*ternal locus of control have een shown to help clarifyroles and are more considerate than internals. "his is an advantage of people with e*ternallocus of control. Internals are less likely to follow directions and are less accurate in

processing feed ack a out success and failures than e*ternals. "hese are disadvantages ofindividuals with internal locus of control. %lso, internals have a harder time reaching adecision when the outcome of such decision is a serious conse:uence for someone else."his too is a disadvantage of people with internal locus of control. %dvantages ofindividuals with internal locus of control is that they perform etter in stressful situations,engage in more entrepreneurial activity, are more active in managing their own careers andhave higher levels of (o involvement and participative management style.(pages 8&-!


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to producing a confession of alleged crimes, the assumption of a penitent role, and theadoption of a =ommunist frame of reference. "he prisoner was not informed what hiscrimes were, nor was he permitted to evade the issue y making up a false confession.Instead, what the prisoner learned he must do was reevaluate his past from the point ofview of the =ommunists and recogni e that most of his former attitudes and ehaviorwere actually criminal from this point of view. % priest who had dispensed food to needy

peasants in his mission church had to @recogni eA that he was actually a tool ofimperialism and was using his missionary activities as a cover for e*ploitation of the

peasants. Even worse, he had used food as lackmail to accomplish his aims."he key techni:ue used y the =ommunists to produce social alienation to a

degree sufficient to allow such redefinition and reevaluation to occur was to put the prisoner into a cell with four or more other prisoners who were somewhat more advancedin their @thought reformA than he. Such a cell usually had one leader who was responsi leto the prison authorities, and the progress of the whole cell was made contingent on the

progress of the least @reformedA mem er. "his condition meant in practice that four ormore cell mem ers devoted all their energies to getting their least @reformedA mem er torecogni e @the truthA a out himself and to confess. "o accomplish this, they typicallyswore at, harangued, eat, denounced, humiliated, reviled, and rutali ed their victim 2#hours a day, sometimes for weeks or months on end. If the authorities felt that the

prisoner was asically uncooperative, they manacled his hands ehind his ack and chainedhis ankles, which made him completely dependent on his cellmates for the fulfillment of his

asic needs. It was this reduction to an animal-like e*istence in front of other humans thatconstituted the ultimate humiliation and led to the destruction of the prisoner&s image ofhimself. Even in his own eyes he ecame something not worthy of the regard of his fellowman. If, to avoid complete physical and personal destruction, the prisoner egan toconfess in the manner desired of him, he was usually forced to prove his sincerity ymaking irrevoca le ehavioral commitments, such as denouncing and implicating his

friends and relatives in his own newly recogni ed crimes. nce he had done this, he ecame further alienated from his former self, even in his own eyes, and could seeksecurity only in a new identity and new social relationships. %iding this process ofconfessing was the fact that the crimes gave the prisoner something concrete to which toattach the free-floating guilt which the accusing environment and his own humiliationusually stimulated. % good e*ample was the plight of the sick and wounded prisoners of war who,

ecause of their physical confinement, were una le to escape from continual conflict withtheir interrogator or instructor, and who often ended up forming a close relationship withhim. =hinese =ommunist instructors often encouraged prisoners to take long walks orhave informal talks with them and offered as incentives cigarettes, tea, and other rewards.If the prisoner was willing to cooperate and ecome a @progressive,A he could (oin withother @progressivesA in an active group life. 6ithin the political prison, the group cell not only provided the forces towardalienation ut also offered the road to a @new self.A Dot only were there availa le amongthe fellow prisoners individuals with whom the prisoner could identify ecause of theirshared plight, ut once he showed any tendency to seek a new identity y trying toreevaluate his past, he received a whole range of rewards, of which the most importantwas the interpersonal information that he was again a person worthy of respect andregard.

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Source9 Schein, E. 4. 710+ 8. Interpersonal communication, group solidarity, and socialinfluence. Sociometry, 2!, 1#/M+1.

Questions02. 6hat specific techni:ues were used to ring a out the destruction of

self-awareness among the prisoners?0!. 6hat opposite processes could e used to create the reverse process, a

strengthening of the self-concept?0#. %ssume that you are charged with the orientation of a cohort of new

managers in your organi ation. 4ow would you help them understandtheir own strengths and inclinations and how they could est contri ute?

0). 6hat mechanisms do people use, and what mechanisms could the prisoners of war have used, to resist a change in their self-concepts?0+. 6hat could e done to reform or re uild the self-awareness of these

prisoners? 6hat can e done to help individuals without self-awareness to

improve that skill?

Alternate Questions0 . 4ow did prisoners protect their self-esteem and self-respect?0/. In the situation of these prisoners of war, what demonstrates that individuals

tend to avoid new self-knowledge?00. 6hat did the somewhat more advanced prisoners do to overcome the threat-

rigidity response of less reformed prisoners?1 . 6hat likely happened to the sensitive-line of less reformed prisoners?

rovide (ustification for your answer.1 1. 6hich of the four core aspects of self-concept were the prison camps

structured to change? rovide (ustification for your answer.Communist 7rison Camp Case 7artial Answer Eutline

"his case is a out the value of the four dimensions of self-awareness. "he caseillustrates the techni:ues used in =ommunist prisoner-of-war camps to dissolve socialsupport mechanisms and destroy individual self-concept. It points out the coupling

etween one&s social definition and self-definition. ne of the strongest points illustrated isthe need for a sta le set of internali ed principles to govern ehavior. "he suicides anddefections were most common among prisoners without well-constructed value systems.6hen grading student answers, keep in mind the following points.

Self-concept is argued y many to e almost completely a socially constructedconcept. "he old adage from social psychology, @I am what I think you think I am,A is animportant factor in our development of a self-concept. 6e are all heavily dependent onour perceptions of what we think others think of us for our feeling of self-worth.

"he more self-awareness and self-knowledge, the more comforta le and confidentindividuals are and the more they are likely to resist social pressure. "hat is, theune*amined life not only is not worth living, it is the most changea le and unsta le. Self-understanding leads to sta ility and consistency. Self-awareness is a process, not a stateG conse:uently it is never completed. It is alife-long (ourney.

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Self-knowledge creates confidence and sta ility. "he same is true for a well-developed, consistent set of values. 6hen social pressures were rought to ear on

prisoners of war, those who folded first were those without a foundation in values andself-confidence. "hey relied heavily on social perception for the definitions. "he chapterstresses that self-awareness is crucial to personal progress in the midst of contradictory,am iguous, and nonreinforcing circumstances facing all managers as they ecomeincreasingly successful.

"he ma(or techni:ue used y the =hinese =ommunists in changing self-concepts7 oth in the post-10#0 thought reform of the =hinese people and with prisoners of war8,as noted in the writingso of $ao "se-tung9

N ;orm a cohesive team that individuals identify with and feel very much a part of. N Fse the group to reak down the self-concept and self-identity of the individual,

mainly y identifying weaknesses, transgressions, faults, and shortcomings. othis y isolating the individual, re:uiring pu lic confessions, writing personally

critical auto iographies, and su (ecting the individual to many groupinterrogations and defenses of actions.

N Su stitute a new idealogy as the solution to the negative feelings of self- worthlessness and sin. @"he partyA or the adoption of a new world view is the only

way to reconstruct the now-destroyed self-confidence.

Whetter Chapter 1.doc

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