A Senior Executive Wants to Introduce a New Reward System

question 81

Multiple Choice

A senior executive wants to introduce a new reward system for salespeople.To support this change,the executive retained a consultant to determine the benefits of the reward system for salespeople in this organization.However,the consultant's report determined that the reward system would not work well for a variety of reasons.When the executive received the report,she discarded it without notifying others of its existence.Meanwhile,the executive continued to push for the reward system.What political tactic did the executive use?

• A)Controlling information
• B)Exchange
• C)Forming coalitions
• D)Cultivating networks
• E)Persuasion

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Definitions:

Cognitive Processes

Mental actions or operations that include thinking, reasoning, problem-solving, decision-making, and memory.

Equilibrium

A state of balance or stability arising from the equal action of opposing forces.

Self-reinforcement

Administering rewards or punishments to oneself for meeting, exceeding, or falling short of one’s own expectations or standards.

Conscience

An inner feeling or voice viewed as a guide to the rightness or wrongness of one's behavior.