Suppose a Sales Manager Is Unhappy with the Performance of Her

question 80

Multiple Choice

Suppose a sales manager is unhappy with the performance of her 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 has

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

---

Definitions:

Effective Performance

The achievement of objectives or targets in an efficient and competent manner.

Leadership Literature

Published works and scholarly articles that discuss theories, practices, and studies related to the field of leadership.

Top Executives

High-ranking officials within an organization responsible for developing policies, strategies, and making critical decisions.

Middle Managers

Individuals in an organization who manage at a level between the executive leaders and the operational staff, often overseeing specific departments or functions.