What predictions would you make regarding the salesperson’s attitude and/or behavior?.
The following is an open-book exam. Please answer five (5) of the following essay questions. Each question is worth 20 points. Your response should be submitted as a Microsoft Word attachment,
using 12-point font, double-spacing, and one-inch margins. A
well-written response will incorporate course concepts and include
appropriate reasons, evidence, and/or examples as support for your
position
Give an example of a situation that you and
someone else experienced together but perceived differently. Which
perceptual biases/distortions might explain the difference in
perception?
Congratulations, you have just made a PowerPoint
presentation to top management that led to cheers and applause from the
executive group. Use attribution theory to explain whether the
executives will attribute your accomplishment to your internal qualities.
Recall
that attitudes have three components-affective, behavioral, and
cognitive. Suppose that a salesperson is required to sell damaged
televisions for the full retail price, without revealing the damage to
customers. She believes, however, that doing so constitutes unethical
behavior. What predictions would you make regarding the salesperson’s
attitude and/or behavior? Explain your answer.
John and Mary
are full professors in the same medical school department of a large
private university. As a private institution, neither the school nor
the university makes the salaries and benefits of its faculty a matter
of public record. Mary has pursued a long-term (fourteen years) career
in the medical school, rising through the academic ranks while married
to a successful businessman with whom she has raised three children.
Her research and teaching contributions have been broad ranging and
award winning. John joined the medical school within the last three
years and was recruited for his leading-edge contribution to a novel
line of research on a new procedure. Mary thought he was probably
attracted with a comprehensive compensation package, yet she had no
details until an administrative assistant gave her some information
about salary and benefits a month ago. Mary learned that John’s base
contract salary is 16 percent higher than hers ($250,000 versus
$215,000), that he was awarded an incentive pay component for the
commercialization of his new procedure, and that he was given an annual
discretionary travel budget of $35,000 and a membership in an exclusive
private club. Mary is in a quandary about what to do. Given pressures
from the board of trustees to hold down costs associated with public and
private pressure to keep tuition increases low, Mary wonders how to
begin to close this $70,000 inequity gap. Propose three specific strategies that would enable Mary to resolve the inequity.
Based on your understanding of the job characteristics model, propose three changes you would make to your current (or past) job that would result in greater job enrichment.
Describe specific actions you would take as a group leader at each of the five stages of group development to ensure that your group functions smoothly.
What predictions would you make regarding the salesperson’s attitude and/or behavior?
