A Sales Manager Is Trying to Determine Why the Company's

question 16

Multiple Choice

A sales manager is trying to determine why the company's sales are down compared to a year ago. He starts with sales data summaries but quickly decides to break down sales further by territory, then salesperson, then store, and finally product. His actions suggest the:

• A) Contribution-margin approach.
• B) Marketing audit.
• C) Gross profit approach.
• D) Iceberg principle.
• E) Full-cost approach.

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Definitions:

Equity Theory

A principle suggesting that individuals are motivated by fairness in their relationships, impacting their work attitude and behaviors.

Interactional Unfairness

A perception of injustice in the way individuals are treated during interpersonal interactions, affecting their feelings of respect and dignity.

Affective Events Theory

A psychological model that proposes that workplace events trigger emotional responses, which can influence behaviors and attitudes at work.

Interactional Fairness

The perception that the communication methods used during the process of decision making are respectful, transparent, and informative.