The Strengths of Any Social Style Can Be Weaknesses If

question 41

Multiple Choice

The strengths of any social style can be weaknesses if they are not consistent with what a customer wants.For example,the enthusiasm and dramatic flair of an expressive social style in a salesperson may lead to him being labeled as:

• A) pushy and dominating.
• B) opinionated and unstable.
• C) cold and calculating.
• D) undisciplined and inflexible.
• E) irrational and psychotic.

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Definitions:

Repeated Exposure

involves the process by which repeated encounters with a stimulus lead to an increased liking for or familiarity with that stimulus.

Fundamental Attribution Errors

The tendency to overemphasize personality-based explanations for behaviors observed in others while underemphasizing the role and power of situational influences.

Social Facilitation

Any positive or negative effect on performance that can be attributed to the presence of others, either as an audience or as coactors.

Mere-Exposure Effect

A psychological phenomenon where people tend to develop a preference for things merely because they are familiar with them.