Because Expenses Are Too High, You Have Decided That Only

question 21

Multiple Choice

Because expenses are too high, you have decided that only orders above $50 in total will be accepted. You ask the salesperson if he felt there should be any exceptions to this rule. This is an example of which leadership style?

• A) telling
• B) supporting
• C) delegating
• D) selling
• E) referent

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Definitions:

Personal Appeals

Requests or messages that are made on a personal level, often involving emotional or relational elements, to persuade or influence.

Ingratiation

A strategy of winning favor and putting oneself in the good graces of others before making a request.

Rational Appeals

The use of logic, reason, and evidence to convince another person that cooperation in a task is worthwhile.

Ingratiation

A psychological technique wherein an individual attempts to become more likable to their target, often through flattery or other forms of manipulation.