A Disadvantage of Reciprocity Is That It Can Lead to

question 35

Multiple Choice

A disadvantage of reciprocity is that it can lead to

• A)a price war.
• B)higher promotional costs.
• C)more competitive firms entering the industry.
• D)less-than-optimal purchases for the buyer.
• E)longer periods of negotiation.

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Definitions:

Performance

The act of carrying out or accomplishing tasks, measured against preset known standards of accuracy, completeness, and speed.

Rewards

Benefits, compensation, or other forms of recognition provided to individuals or groups for their performance and achievements.

Reward Power

The ability of an individual to influence the actions of others by offering or withholding rewards.

Jay Conger

A management theorist known for his work on leadership, influence, and negotiation within organizational settings.