Professional Standards _________

question 46

Multiple Choice

Professional standards _________

• A)determine who is to do the testing
• B)are guidelines on the use and development of tests in employee selection
• C)include the acquisition of tests and test manuals
• D)are guidelines to the use of reliability and validity in employee selection

Comprehend the various types of organizational buying center cultures (autocratic, democratic, consensus, etc.) and their impact on selling strategies.

Understand the function and management of vendor and supplier relationships, including selection and assessment processes.

Identify and describe the four B2B markets and how transactions differ among them.

Grasp strategies for enhancing B2B customer relationships.

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Definitions:

Bolles

Bolles typically references Robert C. Bolles, a psychologist known for his research in learning, motivation, and fear. He proposed the theory of Species-Specific Defense Reactions (SSDRs), explaining how organisms respond to threatening stimuli.

Little Albert

Refers to a famous psychological experiment by John Watson, demonstrating how phobias can be conditioned in humans.

UCS

An acronym for Unconditioned Stimulus, which in classical conditioning is a stimulus that naturally triggers a response without the need for prior learning.

White Rat

In psychological experiments, particularly those related to the development of phobias, a white rat might be used as a neutral stimulus before conditioning occurs.