George Is a Regional Sales Manager for Unisys, a Large

question 21

Multiple Choice

George is a regional sales manager for Unisys, a large manufacturer of computer systems. Like most sales managers at Unisys, George is responsible for a fairly small team of salespeople throughout his region, and he must interact with them frequently to solve problems. Which of the following descriptions is most characteristic of Unisys and its sales managers?

• A) wide span of management and flat organizational height
• B) narrow span of management and flat organizational height
• C) wide span of management and tall organizational height
• D) narrow span of management and tall organizational height

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Definitions:

Stable Attributions

The tendency to explain an individual's behavior as being due to consistent and enduring internal characteristics.

Negative Affect

A subjective feeling of distress and unpleasurable engagement that can include mood states such as anger, guilt, and nervousness.

Challenging Tasks

Tasks or activities that require significant effort or skill to complete, often seen as opportunities for growth.

Causal Attribution

the process by which individuals deduce the causes or reasons behind their behavior and the behavior of others.