Kinko's Has Built a Long-Term Business Relationship with PeopleSoft in Which

question 45

Multiple Choice

Kinko's has built a long-term business relationship with PeopleSoft in which PeopleSoft awards much of its training and education materials printing to Kinko's.Which promotional activity was most likely used to make this $5 million deal?

• A) direct sales management
• B) personal selling
• C) public relations
• D) sales promotion
• E) research and development

Grasp the concept of empowerment and its importance in leadership.

Acknowledge the use of power for the good of the group or organization.

Identify the styles of leadership and their impact on organizational and personal outcomes.

Understand the role of leadership styles in managing the balance between concern for people and concern for task.

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Definitions:

Norm Of Reciprocity

A social norm that expects individuals to respond to each other with equivalent actions, such as returning favors or responding to hostility in kind.

Foot-In-The-Door Study

Psychological experiments demonstrating that agreeing to a small request increases the likelihood of agreeing to a larger request later on.

Compliance

The act of conforming to or following the rules, requests, or orders of others, often to gain approval or avoid conflict.

Scarcity

The economic principle that describes the limited availability of resources compared to the theoretically limitless wants and needs of individuals.