Personality Structures


Comparing individual differences to a jigsaw puzzle leaves an important question unanswered: What is the source of the pieces and their interrelationships? In other words, how are personalities structured? Although we do not have all the answers, the prevailing theories suggest that personality structure can be understood from the standpoint of three elements: determinants, stages, and traits.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, and my Lectures.

Sell one to one


I hate sales presentations made to a large group of people and will avoid these situations whenever I can. To me, a large group is more than one.

Find the key guy and sell one to one. If you try to sell to more than one person at the same time, you are introducing into the sale the dynamics of their interrelationships, which can do nothing but detract from your purpose. You can’t know who is there to impress whom, who is only interested in looking good, or in making someone else look bad. You may suspect, but unless you are working within their company you can’t know.

Sell directly to the key person, and if he likes what you’re proposing, he will know best how to sell it on.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight

Roles, Prestige, and Organization Value


A role is a part or a function performed by a person in a particular position or situation. With most roles that are associated certain expectations of behavior. For example, we expect anyone who is a company president to behave differently from a junior employee, or the foreman to behave differently from the workers, or the coach differently from the player. Thus, it is that if we know someone’s role (which is often indicated by his job title or assignment), we can make some reasonable predictions about some of his behavior, even though we do not know the person. If a particular person behaves differently than is generally expected of someone in his role, uneasy feelings, often negative, frequently result.

 In a given organization, various roles have to be performed, and each of them is likely to carry a certain prestige, the amount of which will depend on the importance of that role to the achievement of goals and on preconceived expectations of the role. For example, we expect the role of president to be more important that that of general manager, and more prestige is accorded to the president. The roles and prestige of individuals and groups are useful to note because they help influence behavior and interrelationships in significant ways. Think how role expectations might affect a general manager as he deals with the president, a shop foreman, a worker, and his secretary. If you think his behavior might differ, why do you think so?

 You can predict rather easily the prestige accorded certain individuals and groups and the roles they perform. Think for a moment how both things and space serve as status symbols in a business organization. Observation of such symbols help indentify the relative value assigned both individuals and groups.

 By noting the resources, things, and space allocated to work groups and people, and the nature and conditions of their work, and by considering these factors in the context of the total organization, we can often get good understandings of both their relative status in the organization and some of the factors influencing them. In addition, such observations indicating something about the values of the organization. By noticing the quantity and quality of various facilities and people, and by observing the things and help high-status people have (and low status people do and do not have), you can make reasonable deductions about the values of the organization. For example, you can tell something about the college that has a large new library and no stadium as compared with one that has a large stadium and a small library.

 My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight