Bruce Is a Middle Manager Who Is in the Running

question 158

Multiple Choice

Bruce is a middle manager who is in the running for an upper management position. During an interview with the hiring committee, he pays the most attention to an older gentlemen who seems to command a great deal of authority. Bruce watches the man's changes in facial expressions during his responses and modifies his answers accordingly. Bruce does not pay attention to or make eye contact with a woman on the end who is quiet and not as well dressed. It turns out that the woman on the end has the most authority in the hiring process and did not care for Bruce's lack of eye contact. She decided the team would keep searching for the right candidate. Bruce failed to ________.

• A) tap the source of functional power
• B) control the interview agenda
• C) build a coalition
• D) recognize who holds power

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Definitions:

Credit Policy Relaxation

The act of making a company's criteria for extending credit more lenient, aiming to boost sales at the risk of higher bad debts.

Accounts Receivable

Unpaid dues from customers to a company for goods or services already delivered.

Zero Balance Accounts

A checking account in which a balance of zero is maintained by automatically transferring funds from a master account in an amount only large enough to cover checks presented.

Excess Funds

Surplus money available with an entity after all expenses and obligations have been met, which can be invested or saved for future use.