Suppose a sales manager is unhappy with the performance of her/his sales people and attributes this to laziness on their part.Closer scrutiny of the real situation,however,shows that the sales manager has made a "fundamental attribution error." This means that she/he has

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The fundamental attribution error refers to the tendency to attribute a person's behavior to internal factors, such as their personality or attributes, rather than external factors, such as situational or contextual factors. In this case, the sales manager is assuming that the salespeople's laziness (an internal factor) is the sole reason for their poor performance, without considering external factors such as competition or market conditions. By underestimating external factors, the sales manager is making a fundamental attribution error.

Suppose a Sales Manager Is Unhappy with the Performance of Her/his