Which of the Following Is/are Possible Reasons Why a Manager

question 25

Multiple Choice

Which of the following is/are possible reasons why a manager may institute behavior based control procedures?

• A) it leads to more knowledgeable and expert salespeople.
• B) it encourages salespeople to achieve company goals.
• C) it greatly reduces the amount of time salespeople are expected to spend planning their calls and on sales support activities.
• D) two of the above, and they are a and
• E) all of the above.

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Definitions:

Intergroup Conflict

A situation in which groups with perceived incompatible goals or interests are in opposition, leading to conflict.

Ingroup Bias

The tendency to favor members of one's own group over those from external groups, often leading to prejudicial attitudes and discrimination.

Arbitrarily Formed Groups

Groups formed without any specific rationale or logical reasoning, often for experimental purposes.

Presumed Membership

The assumption or belief that an individual belongs to a certain group or category based on perceived characteristics or stereotypes.