GgweG cövmövg cöz ÿy I wm vší MÖnY cöwµqv Perception and Decision Making Process BDwbU 3 gvbyl wewfbœ Bw `ª qi mvnv h evb ii RM Zi evz v msmön K i Gme

GgweG cövmövg cöz ÿy I wm vší MÖnY cöwµqv Perception and Decision Making Process BDwbU 3 gvbyl wewfbœ Bw `ª qi mvnv h evb ii RM Zi evz v msmön K i Gme evz v ms M ms M K `ªxq œvqyz š cöwiz nq œvqycöevn gw Í cöwiz nevi mv _ mv _ ms e` bi m wó nq Ges Gi e vl v, mgš^qmvab I GKÎxKiY Kiv nq ms e` bi G e vl vb n Q cöz ÿy ewkifvm ÿ ÎB gvby li cöz ÿy ˆZwi nq Zvi cvwicvwk K Ae v, c~e AwfÁZv I Abyf~wZi Øviv cöz ÿy gvbyl K ev ÍeZv A ^xkvi Ki ZI cöfvwez K i ïay ZvB bq, GwU gvby li AvPiY KI cöejfv e cöfvwez K i GKRb e e vck ev Kg x hlb Kv bv wel q wm vší MÖnY Ki Z hvb ZLb Zv K GKwU cöwµqvi ga w` q h Z nq cöwµqvi wewfbœ avc e w³i cöz ÿy Øviv cöfvwez nq cöz ÿy m ú K hgb Avgv `i R b bqv `ikvi Zgwb wm vší MÖn Yi cöwµqvwui R b ivlv `ikvi G BDwb U Avgiv cöz ÿy Ges wm vší MÖnY cöwµqv wb q Av jvpbv Ki ev BDwbU mgvwßi mgq BDwbU mgvwßi m e v P mgq 01 mßvn G BDwb Ui cvvmg~n cvv - 1: cöz ÿy I cöz ÿ Y cöfve we ÍviKvix Dcv`vb cvv - 2: GwUªweDkb ZË I wm vší MÖnY cöwµqv c ôv-25

cöz ÿy I cöz ÿ Y cöfve we ÍviKvix Dcv`vb cvv 3.1 cöz ÿy I cöz ÿ Y cöfve we ÍviKvix Dcv`vb Perception & Factors Influencing Perception D Ïk G cvv k l Avcwb- cöz ÿy Kx ej Z cvi eb cöz ÿ Y cöfve we ÍviKvix Dcv`vb jv ey bv Ki Z cvi eb gvbyl Zvi wewfbœ Bw `ª qi mvnv h ewnr M Zi evz v msmön K i Gme evz v m ½ m ½ K `ªxq œvqyz š cöwiz nq œvqycöevn gw Í cšuqvi ci ms e` bi m wó nq Ges Gi ciez x Z Gi e vl v, mgš^qmvab I GKÎxKiY Kiv nq ms e`b hlb e vl v Kiv nq ZLb Zv cöz ÿ Y cwiyz nq A_ vr cöz ÿy n jv ms e` bi we køly I e vl vk Z iƒc cöz ÿykvixi ` wófw½ Øviv myweb Í I e vl vk Z n q DÏxcK jv A_ en n q I V Avi Z`vbymv i gvbyl AvPiY K i _v K ^vfvwekfv eb ejv hvq ÔDÏxcKÕ I ÔcÖZ ÿyõ Dcv`vb wn m e AvPiY K e vck cöfvwez K i cöz ÿy Kx? What is Perception? cöz ÿy kãwui Bs iwr cöwzkã Perception hv j vwub kã Perceptio _ K G m Q, hvi A_ AwfÁZv jvf ev A_ c~y aviyv vcjvi (Schopler) I Zvi mn hvmx `i g Z, Perception refers to the way the world looks, sound, feels, tastes, or smells. In other words, perception can be defined as whatever is experienced by a person. cöz ÿymz ch vq n jv wpší bi cöv_wgk I mnrzi ch vq hlb Kv bv Bw `ªqMÖvn evzv _ K Avgv `i g a ms e` bi m wó nq ZLb gw Í mv _ mv _ Zvi GKwU gvbwmk wpî cö Z K i Avgiv Avgv `i c~e AwfÁZv I Abyf~wZi Øviv Gi GKwU e vl v ˆZwi Kwi G e vl vwub n Q cöz ÿy DÏxcK GK n ji cöz ÿy me mgq GK nqbv e w³i Av em I AwfÁZv Abyhvqx DÏxc Ki A_ e` j hvq hgb GKRb wpîwkíx Zvui wp Î hv dzwu q Zzj eb Zv GKRb mvaviy e w³i Kv Q evamg bvi n Z cv i ïaygvî wfbœ ` wófw½i Kvi Y myzivs, cöz ÿy me mgqb evz vi ev ÍweKZvi mv _ m úk iv Lbv eis, e w³i AZxZ AwfÁZv, Abyf~wZ, Ae v BZ vw`i mv _ m úwk Z _v K mvsmvwbk AvPi Y cöz ÿy iæz c~y Kb? mnrfv e ej Z M j, e w³i AvPiY cöfvwez nq Zvi cöz ÿ Yi Dci ewkifvm ÿ ÎB e w³ hv cöz ÿy K i ZvB m ev Íe g b K i Ges m Abyhvqx m AvPiY K i _v K e w³i G AvPiY cöwzôv bi wewfbœ Kg KvÐ K mivmwi cöfvwez K i e w³i AvPiY wbqš Y Kiv cöwzôvwbkfv e GKwU RwUj cöwµqv ZvB cöz ÿ Y cöfve we ÍviKvix Dcv`vb jv m ú K e e vck `i fv jv aviyv _vkv evâbxq Avmyb Zvn j G Dcv`vb jv m ú K R b wbb cöz ÿ Y cöfve we ÍviKvix Dcv`vb c ôv-26

GgweG cövmövg Factors Influencing Perception GKB e wfbœ wfbœ e w³ wfbœfv e Dcjwä Ki Z cv i cökœ n Q Kb? K qkwu Kvi Y G wfbœzv _vk Z cv i G KviY jv KB cöz ÿ Y cöfvewe ÍviKvix Dcv`vb ejv nq Dcv`vb jvi mswÿß Av jvpbv Kiv n jv: 1. cöz ÿykvix (The Perceiver): hlb Kv bv e w³ Kv bv NUbv ev e cöz ÿ K i ZLb m wb Ri gz K i hv ` L mfv eb NUbv ev e K e vl v K i G e vl v cöejfv e e w³i e w³mz ˆewkó vewji Øviv cöfvwez nq e w³mz ewkó vewji h Dcv`vb jv cöz ÿ Y ewk cöfve we Ívi K i m jv n jv- g bvfve, AwfcÖvq, ^v_, c~e AwfÁZv Ges cöz vkv AZ ß ev Acwic~Y Pvwn`v e w³i cöz ÿy K cöejfv e cöfvwez K i G Z_ bvukxqfv e D vwpz n qwqj McClelland Ges Atkinson- Gi Hunger M elyv _ K H M elyvq GK`j e w³ K 16 NÈv GKUvbv bv LvB q ivlv n qwqj Ab w` K Av ik`j K Ab ` ji _ K NÈv Lv bk Av M L Z `qv n qwqj `yb `j KB GKwU A úó Qwe `Lv bv n qwqj djvd j `Lv wm qwqj, A úó QwewUi e vl v ÿzavi gvîv Øviv cöfvwez n q Q hviv Av M Lv` MÖnY K iwqj Zv `i PvB Z 16 N Uv c i Lv` MÖnY Kiv e w³iv QwewU K ewk Lv ` i Qwe g b K iwqj 2. jÿ e (The Target)t jÿ e ch eÿ Yi Dc ii cöz ÿy cöfvwez nq Avgiv Avgv `i gz K i jÿ e i MwZ,kã, AvKvi Ges Ab vb ˆewkó wj `L Z cvb jÿ e K wew Qbœfv e `Lv nqbv, cöz ÿy cöfvwez nq jÿ e i mv _ Zvi cuf~wgi m ú K i Øviv Avgiv hv `wl Zv wbf i Ki GKwU mvaviy cuf~wg _ K Avgiv Kxfv e Zvi GKwU c _K wpî AsKb KiwQ myzivs, ^vfvwekfv eb Avgiv hv `L Z cvb Zv ev ÍweK bvi n Z cv i 3. cwiw wz (The Situation)t Avgiv Kvb cwiw wz Z Kvb NUbv ev e K `LwQ Zv iæz c~y GKwU welq Avgv `i cvwicvwk K cwi e ki Dcv`vb jv cöz ÿ Y mivmwi cöfve we Ívi K i Avcbvi K v mi GKRb mncvvxi my `i mvr- cvkvk AvR Avcbvi br i Av mwb wkš ciw`b ˆekvLx gjvq GKB mncvvx cy ivuv mgq Avcbvi bri AvKl Y K i Q G `ybw`bb cöz ÿykvix wksev jÿ e KvbUviB cwiez b nqwb, wkš cwiw wz wqj wfbœ h mg q Avcwb GKwU e ev NUbv K `L Qb mb mgquv Avcbvi g bv hvm K cöfvwez K i Zgwb Avcbvi g bv hvm cöfvwez n Z cv i Ae vb, Av jv, DËvc A_ev cwiw wzi h Kv bv Dcv`vb Øviv cöz ÿ Y cöfve we ÍviKvix Dcv`vb jv wp Îi gva g `Lv bv n jv: cöz ÿykvix g bvfve ^v_ cöz vkv AwfcÖvq c~e AwfÁZv cwiw wz mgq mvgvwrkzv KvR-web vm cöz ÿy jÿ e bzzbz MwZ kã AvKvi cuf~wg ˆbKU wpî: cöz ÿ Y cöfve we ÍviKvix Dcv`vbmg~n c ôv-27

cöz ÿy I cöz ÿ Y cöfve we ÍviKvix Dcv`vb mvims ÿc cöz ÿymz ch vq n jv wpší bi cöv_wgk I mnrzi ch vq hlb Kv bv Bw `ªqMÖvn evzv _ K Avgv `i g a ms e` bi m wó nq ZLb gw Í mv _ mv _ Zvi GKwU gvbwmk wpî cö Z K i Avgiv Avgv `i c~e AwfÁZv I Abyf~wZi Øviv Gi GKwU e vl v ˆZwi Kwi G e vl vwub n Q cöz ÿy e w³i AvPiY cöfvwez nq Zvi cöz ÿ Yi Dci ewkifvm ÿ ÎB e w³ hv cöz ÿy K i ZvB m ev Íe g b K i Ges mb Abyhvqx m AvPiY K i _v K wzbwu Dcv`vb cöz ÿ Y cöfve we Ívi K i _v K - cöz ÿykvix, jÿ e Ges cwiw wz c ôv-28

GwUªweDkb ZË I wm vší MÖnY cöwµqv cvv 3.2 GwUªweDkb ZË I wm vší MÖnY cöwµqv Attribution Theory and Decision Making Process D Ïk G cvv k l Avcwb - GwUªweDkb ZË m ú K ej Z cvi eb msmv b Kxfv e wm vší bqv nq ey bv Ki Z cvi eb wm vší bqvi avc jv ej Z cvi eb GwUªweDkb ZË K (Av ivwcz ZË ) g bvweáv b GKwU iæz c~y ZË wn m e aiv nq G Z Ë D b vwpz n q Q gvbyl Kxfv e Zvi cvwicvwk K NUbv wj e vl v K i gvby li e vl vk Z Gme NUbv Zvi AvPiY K mivmwi cöfvwez K i GwUªweDkb ZË gvby li AvPiY evsvi ÿ Î mvnvh K i cöwzw`b gvbyl Zvi Pvicv ki RMZUv K evsvi Póv K i ˆ`bw `b Rxe b N U hviqv NUbv jv m Zvi gz K i e vl v K i hv mivmwi Zvi wpšívfvebv Ges AvPi Yi mv _ ms hvm vcb K i Avgiv Kxfv e gvbyl K wfbœfv e wepvi Kwi Ges Zvi AvPi Yi A_ wk, m m ú K e vl v Kivi Rb GwUªweDkb ZË cö Íve Kiv n q Q e w³i AvPiY Af šíixy bvwk evwn K Ki Y cöfvwez n Q Zv ch eÿy, wbav iy Ges e vl v G ZË wu `qvi Póv K i Q myzivs, GwUªweDkb `ywu Dcv q n Z cv i: 1. Af šíixy AvPiY (Af šíixy KviY Øviv cöfvwez AvPiY) 2. evwn K AvPiY (evwn K KviY Øviv cöfvwez AvPiY) wp Î GwUªweDkb ZË wui cöavb Dcv`vb jvi mvims ÿc Zz j aiv n jv: ch eÿy e vl v Av iv ci KviY me RbxbZv D P wb œ evwn K Af šíixy e w³k AvPiY ^Zš Zv D P wb œ evwn K Af šíixy avivevwnkzv D P wb œ evwn K Af šíixy wpî: GwUªweDkb ZË 1. Af šíixy AvPiY: Af šíixy AvPi Y gvbyl wbw` ó e w³ Ë i ˆewkó vewji Dci wfwë K i e w³i AvPiY K e vl v K i G AvPiY Af šíixyfv e m ó AvPiY hv e w³mzfv e wbqš Yvaxb c ôv-29

GgweG cövmövg 2. evwn K AvPiYt evwn K AvPiY cöfvwez nq gvby li Pvicv ki RM Zi Dci Zvi K `ªxf~Z g bv hv Mi Kvi Y GKRb e w³ Av ikrb e w³i AvPiY K e vl v K i Zvi cvwicvwk K cwiw wzi Kvi Y Af šíixy I evwn K AvPiY g~jz wzbwu Dcv`v bi Dci wbf i K i: K. ^Zš Zv: GwUªweDkb Z Ë ^Zš Zv ej Z eysvq wfbœ wfbœ cwiw wz Z GKRb e w³i wfbœ AvPiY Kiv K L. me RbxbZv: hw` mevb GKB ikg cwiw wzi gy LvgywL nq Ges mevb GKBfv e cöwzwµqv Rvbvq, Zvn j Avgiv ej Z cvwi AvPiYwU me Rbxb M. avivevwnkzv: cwi k l, avivevwnkzv ej Z eysvq GKRb e w³i wµqv ev AvPi Y avivevwnkzv Av Q wkbv wbw` ó mg qi g a e w³ GKBfv e mvov cö`vb K i wkbv Zv GB Z Ë ch eÿy Kiv nq msmv b Kxfv e wm vší biqv nq How are Decision Made in Organization msmv b Kg iz e w³iv wm vší MÖnY cöwµqvi mv _ RwoZ _v K Avgiv c~ e B R bwq e w³i cöz ÿy Kxfv e cöfvwez nq wm vší MÖn Yi hyw³m½z cöwµqv _vk ji ewkifvm mgq Zv D cwÿz nq GLv b e w³i cöz ÿy A bkvs k f~wgkv iv L ewkifvm ÿ ÎB gvbyl mgm vi MÖnY hvm ev hyw³m½z mgvavb Lyu R eovq mv úªwzk Kv j wm vší MÖnY Z Ë i we klá Bazerman Zvui GK M elyvq D jøl K ib-ôômost significant decisions are made by judgment rather than by a defined prescriptive approach. wb œv³ cöwµqvi gva g msmvb Zvi ewkifvm wm vší wb q _v K: 1. mgm v wpwýzkiy I msávwqzkiy 2. mgm vi köwywefvm 3. wekí cš v wba viy 4. wekímg~n g~j vqb 5. h_vh_ wekí MÖnY 6. wm vší ev Íevqb 7. AbyeZ b I g~j vqb 1. mgm v wpwýzkiy I msávwqzkiy: msmv bi ez gvb Ae v I fwel Z cöz vwkz welqe G `y qi g a cv_ K wbiƒcy KivB n jv mvsmvwbk mgm v G ÿ Î mgm v Lyu R ei Ki Z n e Ges mgm v wby qc~e K m ve mgvavb ei KivI Riæwi 2. mgm vi köwywefvm: mgm v wpwýz I msávwqz Kivi ci mgm v jv K cök wz Abyhvqx kªwywefvm Ki Z nq köwywefvm mwvk bv-n j Kvh Ki wm vší MÖnY Kiv Am e n q c o 3. wekí cš v wba viy: mgm v m úwk Z Z_ msmön I we køly K i wm vší MÖnYKvix K mgm v mgvav bi j ÿ KwZcq wekí cš v w i Ki Z nq mgm v mgvav bi ÿ Î GKRb wbev nx K D vebx kw³, weiƒc cwiw wz Z wm vší MÖn Yi `ÿzv, AšÍ` wó, `~i` wó Ges AwfÁZv cö qvm Ki Z nq 4. wekímg~n g~j vqb: BwZc~ e w ik Z wekímg~n K G ch v q g~j vqb Z_v cixÿv-wbixÿv Kiv nq g~j vq bi gvb`ð n Z cv i KvwiMwi Ges A_ bwzk m ve Zv, MyYMZ gvb, djcö`zv, msmv bi Acivci As ki Ici Av jvp wek íi cöfve cöf wz Z e cöz vwkz djvd ji mv _ SzuwKi AbycvZ, djvd ji m ve Zv, myweav Ges c ôv-30

GwUªweDkb ZË I wm vší MÖnY cöwµqv cö Póvi g a mvgäm Ges cövß m ú `i mxgve Zv I cwigvy- G PviwU gvb`ð Abyhvqx wekímg~n g~j vqb Ki Z n e wekí g~j vq b MvwYwZK c wzi e envi Kiv hvq 5. h_vh_ wekí MÖnY: wekí wbev P bi ÿ Î GKRb e e vck wzbwu gšwjk c wz e envi Ki Z cv ib, G jv n Q- AwfÁZv, cixÿv Ges M elyv I we køly hw` Kv bv wm vší MvwYwZK we køl Yi gva g biqv nq, ZLb GKRb e e vck Zvi e w³mz cöáv, AwfÁZv wksev Abygvb cö qvm K i mwvk cš v MÖnY Ki Z cv ib ÿîwe k l, Kv bv mgm v mgvav bi Rb GKvwaK MÖnY hvm wekí ivlv h Z cv i 6. wm vší ev Íevqb: h_vh_ wekí wbev P bi c i G ch v q mwu K ev Ívevq bi D ` vm MÖnY Ki Z nq wm v šíi mdj ev Íevq bi Rb cö qvrbxq e MZ I Ae MZ m ú` cövwß wbwðzkiy, mswkøó mkj c ÿi mv _ civgk KiY, `vwqz I KZ e i h_vh_ eèb Ges wewfbœ As ki g a mgš^q mvab GKvšÍ cö qvrb wm vší Kg x `i wbku MÖnY hvm bv n j ev Íevqb KwVb n q c o 7. AbyeZ b I g~j vqb: wm vší MÖnY cöwµqvi kl avc n jv wm v šíi djvdj g~j vqb M nxz wm vší ev Íevq bi Øviv Avkvbyiƒc dj AwR Z n Q wk-bv G ch v q Zv g~j vqb Kivi Póv Kiv nq hw` `Lv hvq h, M nxz wm vší ev Íevq bi Øviv mgm vi Kvh Ki mgvavb n Q bv, Zvn j BwZc~ e wbav wiz 2q ev 3q wekí cš v MÖnY K ii KL bv KL bv mgm v mgvav bi Póv Kiv nq e e vck `i wbr ^ wpšív- PZbv, AwfÁZv I cvwicvwk K Ae vi wepv i wm vší MÖn Yi ÿ Î wfbœzv cwijwÿz n ji ^vfvwek Ae vq DcwiD³ c` ÿcmg~n Abymi Yi gva g GKwU DËg wm vší MÖnY Kiv hvq mvims ÿc cöwzw`b gvbyl Zvi Pvicv ki RMZUv K evsvi Póv K i ˆ`bw `b Rxe b N U hviqv NUbv jv m Zvi gz K i e vl v K i hv mivmwi Zvi wpšívfvebv Ges AvPi Yi mv _ ms hvm vcb K i Avgiv Kxfv e gvbyl K wfbœfv e wepvi Kwi Ges Zvi AvPi Yi A_ wk, m m ú K e vl v Kivi Rb GwUªweDkb ZË cö Íve Kiv n q Q GwUªweDkb `ywu Dcv q n Z cv i: Af šíixy AvPiY Ges evwn K AvPi Yi Øviv msmv b Kg iz e w³iv wm vší MÖnY cöwµqvi mv _ RwoZ _v K KwZcq avc Abymi Yi gva g msmvb Zvi ewkifvm wm vší wb q _v K: mgm v wpwýzkiy I msávwqzkiy, mgm vi köwywefvm, wekí cš v wba viy, wekímg~n g~j vqb, h_vh_ wekí MÖnY, wm vší ev Íevqb Ges AbyeZ b I g~j vqb c ôv-31

GgweG cövmövg BDwbU g~j vqb 1. Ògvbyl hv ev Í e ` L ZvB cöz ÿy K ió Ñ Avcwb wk GKgZ? Avcbvi g Zi ^c ÿ hyw³ `Lvb 2. cöz ÿy Kx? cöz ÿykvix Kx Kx Dcv`v bi Øviv cöfvwez n q _v K? ms ÿ c Av jvpbv Kiæb 3. jÿ e Ges cwiw wz Kxfv e cöz ÿykvix K cöfvwez Ki Z cv i? Av jvpbv Kiæb 4. GwUªweDkb ZË K Kb g bvweáv b iæz `qv nq? GwUªweDkb ZË gvby li AvPiY eysvi ÿ Î Kxfv e mvnvh K i? 5. GwUªweDk bi Dcvq KqwU? we ÍvwiZ Av jvpbv Kiæb 6. GwUªweDkb ZË wu wpî mnkv i Av jvpbv Kiæb 7. Òwm vší MÖn Yi hyw³m½z cöwµqv _vk ji ewkifvm mgq Zv D cwÿz nq Ó - Avcwb wk GKgZ? Avcbvi g Zi c ÿ hyw³ `Lvb 8. msmv b Kxfv e wm vší biqv nq? wm vší MÖnY cöwµqvi mv _ RwoZ avc jv wk Aek cvjyxq? avc jv Av jvpbvc~e K e vl v Kiæb c ôv-32