The Sales Manager Should Not Change the Compensation Plan,even If

question 16

True/False

The sales manager should not change the compensation plan,even if conditions in the marketplace warrant a change.

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Definitions:

Prejudice

Preconceived opinion or bias against an individual or group without sufficient knowledge, rational reason, or actual experience.

Discrimination

In conditioning, the tendency for an organism to distinguish between a CS and similar stimuli that do not forecast a UCS.

Fear Appeal

A persuasive message that attempts to arouse fear in order to divert behavior through the highlighting of negative consequences.

Stanley Milgram

An American social psychologist best known for his controversial experiment on obedience conducted in the 1960s, demonstrating people's willingness to follow orders from an authority figure even to the extent of harming others.