A Newly Hired Sales Trainee Is Encouraged to Go into the Marketplace

question 40

Multiple Choice

A newly hired sales trainee is encouraged to go into the marketplace, meet customers, and sell products her own way so that she can learn the appropriate tactics on her own. This is an example of a(n) ________.

• A) institutionalized role orientation
• B) serial socialization tactic
• C) sequential training program
• D) individualized role orientation

---

Definitions:

Power Distance

The extent to which less powerful members of organizations and institutions accept and expect that power is distributed unequally.

GLOBE Studies

A research project exploring how cultural variables affect leadership behavior, organizational practices, and the effectiveness of leadership styles across different cultures.

Cultural Norms

The shared expectations and rules that guide behavior of people within social groups.

Unequally Shared

Describes a situation where resources, responsibilities, or benefits are distributed disproportionately among members of a group.