Outcome Bias Occurs When a Sales Manager

question 23

Multiple Choice

Outcome bias occurs when a sales manager:

• A) Allows the outcome of a mistake made by a salesperson to overly influence the his or her decision
• B) Allows the basis of a decision made by the manager to overly influence the salesperson
• C) Allows the basis of a decision made by a salesperson to overly influence the his or her decision
• D) Allows the input of a decision or a series of decisions made by a manager to overly influence the performance ratings made by the manager
• E) Allows the outcome of a decision or a series of decisions made by a salesperson to overly influence the performance ratings made by the manager

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Definitions:

Social Facilitation Effects

Describes how the presence of others enhances or improves an individual's performance on simple or well-learned tasks but can impair performance on complex or new tasks.

Distraction/Conflict Theory

A theory suggesting that the presence of distractions or conflicting stimuli during a task can lead to decreased performance due to divided attention.

Cognitive Factors

Mental processes that influence understanding, decision making, and behaviour.

Simple Tasks

Activities or duties that are straightforward and uncomplicated, requiring minimal skill or effort to complete.