Which Two Types of Power Are Always Appropriate, but Not

question 116

Multiple Choice

Which two types of power are always appropriate, but not always effective?

• A) Reward and coercive
• B) Coercive and referent
• C) Referent and expert
• D) Expert and legitimate
• E) Legitimate and persuasive

Recognize the role of genetics and environment in shaping sensory development in infants.

Understand the core principles and the unique aspects of professional selling.

Differentiate between professional selling and traditional selling approaches.

Identify key motivations for pursuing a career in sales.

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Definitions:

ERG Theory

A motivational theory developed by Clayton Alderfer that categorizes human needs into three groups: Existence, Relatedness, and Growth.

McClelland's Theory of Learned Needs

A psychological theory that suggests individuals acquire their needs for achievement, affiliation, and power through life experiences.

Equity Sensitive

An individual's preference for fairness and equality in the distribution of resources and rewards.

Outcome/Input Ratio

A concept related to equity theory, referring to the proportion of rewards (outcomes) received relative to contributions (inputs) in a social exchange or workplace context.