Jennifer Is a Regional Sales Manager Overseeing Five Districts and 30

question 151

Multiple Choice

Jennifer is a Regional Sales Manager overseeing five districts and 30 salespeople and sales managers. When exercising her power, Jennifer should:

• A) be reluctant to use any form of power.
• B) be careful not to overuse the power of position or punishment.
• C) reward all desired outcomes or behaviors.
• D) minimize the power of her subordinates.
• E) do all of the above.

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Definitions:

Asking Questions

The act of seeking information through verbal or written inquiries to increase understanding or clarify uncertainties.

Negative Reinforcement

A type of learning where a behavior is strengthened because it is followed by the removal of an unpleasant stimulus.

Positive Reinforcement

A method in behaviorism that involves the addition of a rewarding stimulus following a desired behavior, with the aim of increasing the likelihood of that behavior being repeated.

Aversive Condition

A situation or stimulus that is unpleasant or uncomfortable and which an individual seeks to avoid or escape.