After Another Disappointing Month in Sales, the Manager Told the Sales

question 9

Multiple Choice

After another disappointing month in sales, the manager told the sales team that if they didn't meet their quota by the end of the next quarter, they would lose their annual bonus. The manager is demonstrating _____ power.

• A) reward
• B) referent
• C) expert
• D) coercive

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Definitions:

Environmental Scanning

The process of systematically examining the external environment to identify opportunities and threats.

Firm Strategy

The plan of action developed by a business to achieve its goals and to compete effectively in its market.

Organizational Success

The achievement of the objectives and goals set by an organization through effective strategy, management, and operations.

Environmental Scanning

The process of systematically gathering, analyzing, and interpreting external information that may impact an organization's plans and decisions.