Suppose a Sales Manager Is Unhappy with the Performance of Her/his

question 7

Multiple Choice

Suppose a sales manager is unhappy with the performance of her/his sales people and attributes this to laziness on their part.Closer scrutiny of the real situation,however,shows that the sales manager has made a "fundamental attribution error." This means that she/he has

• A)only considered superficial indicators.
• B)inadequately explored the job satisfaction of the sales people.
• C)is merely stereotyping employees.
• D)underestimated the effects of external factors relative to internal factors.
• E)ignored her/his responsibility in the entire process of not holding workers accountable.

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Definitions:

Social Pressure

The influence that is exerted on individuals or groups by others within their social or professional circle, often to conform or adopt particular behaviors.

Bargaining Unit

A designated group of employees represented by a union or labor organization for purposes of collective bargaining.

NLRB

The National Labor Relations Board, a US government agency responsible for enforcing US labor law in relation to collective bargaining and unfair labor practices.

Union Elections

A process by which workers vote to decide whether or not they wish to be represented by a labor union.