When a Sales Manager Attributes the Poor Performance of His

question 79

Multiple Choice

When a sales manager attributes the poor performance of his or her sales agents to laziness,rather than to the complexity of the project and the innovative products of the competitor,the sales manager is engaging in

• A)the fundamental attribution error.
• B)self-serving bias.
• C)selective perception.
• D)the halo effect.
• E)the contrast effect.

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Definitions:

Kinked Demand Curve

A theoretical graph showing a situation in oligopolistic markets where price increases by one firm do not lead to increases by competitors, creating a "kink" in the curve.

Four-Firm Concentration Ratio

A metric used to assess the degree of market concentration, represented by the combined market share of the four largest firms in an industry.

Profitability

The extent to which an enterprise or operation generates income or economic benefits.

Largest Firms

The biggest companies within a particular market or industry based on criteria such as revenue, employees, or market capitalization.