When Conducting a Performance Evaluation,a Sales Manager May Let His

question 61

Multiple Choice

When conducting a performance evaluation,a sales manager may let his evaluation of one factor influence his evaluation of other factors.This situation is referred to as:

• A)Interpersonal bias.
• B)The halo effect.
• C)The chemistry between manager and rep.
• D)A Behaviorally Anchored Rating Scale (BARS).
• E)Input-output evaluation.

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Definitions:

Electroconvulsive Therapy

A psychiatric treatment in which seizures are electrically induced in patients to provide relief from mental disorders.

Phobias

Persistent and irrational fears of specific objects, activities, or situations, leading to significant distress or impairment.

Drug Tolerance

A physiological state resulting from repeated use of a drug, characterized by a diminished effect of the drug at its original dose or the need for a higher dose to maintain effectiveness.

Premack Principle

A psychological principle stating that more probable behaviors will reinforce less probable behaviors, suggesting that if a person wants to perform a less desired activity, it can be motivated by the promise of a more desired activity.