Jay Participates in an Experiment Where He and Three Other

question 74

Multiple Choice

Jay participates in an experiment where he and three other participants are asked to judge the quality of a series of sculptures. Jay is least likely to exhibit informational influence if

• A) each sculpture is shown for only a few seconds.
• B) he is motivated to be very accurate in his judgments.
• C) there are no objective criteria by which to make such judgments.
• D) there is a clear and unambiguous response for each sculpture.

---

Definitions:

Sales Managers' Expectations

The objectives and standards that sales managers set for their team members to achieve.

Unrealistic Deadlines

Time constraints set on a task or project that are unreasonable or unachievable given current resources, capabilities, and conditions.

Coping Skills

Techniques and strategies that individuals use to manage stress and difficult emotions.

Sales Response Function

A model or analysis that predicts the relationship between sales efforts and the resulting sales performance or outcomes.