Which of the Following Is an Example of the Impression

question 6

Multiple Choice

Which of the following is an example of the impression management (IM) technique of "exemplification"?

• A) A manager tells his boss, "You're absolutely right on your reorganization plan for the western regional office. I couldn't agree with you more."
• B) A salesperson says to a prospective client, "I've got two tickets to the theater tonight that I can't use. Take them. Consider it a thank-you for taking the time to talk with me."
• C) An employee says to his boss, "I'm sorry I made a mistake on the report. Please forgive me."
• D) A salesperson tells his boss, "Matt worked unsuccessfully for three years to try to get that account. I sewed it up in six weeks. I'm the best closer this company has."
• E) An employee sends e-mails from his work computer when he works late so that his supervisor will know how long he's been working.

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Definitions:

Thanatos

In Freudian psychoanalysis, the death drive opposing Eros (the life drive), symbolizing an instinctive attraction to death and self-destruction.

Libido

In psychoanalytic theory, the energy of the sexual drive as a component of the life instinct.

Freud

Sigmund Freud was an Austrian neurologist who founded psychoanalysis, a clinical method for treating psychopathology through dialogue between a patient and a psychoanalyst.

Psychosexual Development

Freud's theory that child development occurs in a series of fixed stages, each characterized by sexual interest and pleasure centered on a particular area of the body.