BUS 100 final

Which of the following statements uses the principle of scarcity for persuasion? A. Get a complimentary gift B. Lowest price ever C. Offer valid for two days only D. Number one selling product

C. Offer valid for two days only

Which of the following is considered the most basic lower-level need in Maslow's hierarchy of needs theory? A. Self-esteem B. Self-actualization C. Physiological D. Social

C. Physiological

Which of the following recommendations for an effective presentation is true? A. Use technology extensively to improve the personal connection with the audience. B. Avoid rhetorical questions during the presentation. C. Take questions throughout the presentation to keep it interactive. D. Begin the presentation with a joke rather than an anecdote or a quote.

C. Take questions throughout the presentation to keep it interactive.

One of the key things to do during a networking meeting is to: A. start with a small circle of well-known associates and friends. B. practice small talk—develop conversation starters. C. set specific networking goals. D. refrain from fawning.

D. refrain from fawning.

What one culture considers rude, another sees as perfectly acceptable. In some cultures, it is appropriate to use a stern, direct tone in admonishing strangers or in conducting business deals. This is an example of cross-cultural diversity in terms of: A. nonverbal communication. B. power distance. C. semantics and connotations. D. social conventions.

D. social conventions

In _____ involvement, the organization makes a small shift from the production line or control model, and employees are encouraged to contribute ideas. A. job B. high C. process D. suggestion

D. suggestion

Which of the following is an ineffective way to defend yourself against manipulation? A. Basing your acceptance of a persuader on his or her ability to connect emotionally with you rather than the persuader's strength of reasoning B. Considering not just your interests, but also those of others when being courted by the persuader C. Agreeing to resume an interaction that feels like a test of wills only when you can gain a more equal footing D. Asking plenty of questions before being convinced by the power of the persuader's words that he or she is right

A. Basing your acceptance of a persuader on his or her ability to connect emotionally with you rather than the persuader's strength of reasoning

_____, is best described as an approach to creative problem solving that requires starting with a problem and working to move toward a solution. A. Convergent thinking B. Divergent thinking C. Lateral thinking D. Parallel thinking

A. Convergent thinking

The _____ phase marks the end of the introduction or "rollout" of the new system and starts the permanent implementation of the new system. A. implementation B. transition C. investigation D. preparation

B. transition

Who among the following will be most effective in politicking? A. A person who pauses frequently in conversations to encourage others to speak B. A person who focuses on what is said verbally and not what is being displayed nonverbally C. A person who holds the view that he or she has little or no control over external events D. A person who dominates conversations with others

A. A person who pauses frequently in conversations to encourage others to speak

_____ seek to remedy past discrimination by implementing proactive steps based on race or gender to prevent current or future discrimination. A. Affirmative action programs B. Emancipation programs C. Integration policies D. Equal opportunity policies

A. Affirmative action programs

The research team at a pharmaceutical company had to make a decision about a particular chemical drug. Since every member in the team was an expert in his or her field, the team had access to a large amount of information. With numerous inputs contributed from each expert member, it became difficult for the team to arrive at a feasible solution. Which of the following does this scenario best illustrate? A. Analysis paralysis B. Groupthink C. Causal ambiguity D. Cognitive dissonance

A. Analysis paralysis

Stephanie is trying to convince her employer that she is eligible for a maternity leave of 12 weeks as opposed to the 10-weeks leave that has been granted to her. She claims that the law mandates companies to allow 12 weeks of maternity leave for its employees. According to the ACE Theory, which of the following characteristics of successful persuasion does Stephanie use? A. Appropriateness B. Consistency C. Efficacy D. Effectiveness

A. Appropriateness

Which of the following is required for successful collaborative decision making? A. Considering yourself and the persons involved as one unit B. Taking a stand for one fixed option C. Relying primarily on a logical approach to decision making D. Isolating stakeholders from the decision-making process

A. Considering yourself and the persons involved as one unit

_____ individuals see their group-related customs or beliefs as "right" and evaluate others' beliefs or practices against this yardstick. A. Ethnocentric B. Geocentric C. Polycentric D. Egocentric

A. Ethnocentric

Which of the following trends has led to an increased need for mentoring? A. Firms considering their employees as the chief source of competitive advantage B. Tendency of workers to stick to the same company for long C. Importance being given to the benefit of the organization as a whole than to individual participants D. Products and services being viewed as the key to sustainable competitive advantage

A. Firms considering their employees as the chief source of competitive advantage

Jim is at an interview for a sales representative job in an insurance company. He has tactfully answered all the questions in the interview. When the interviewer asks Jim what the current tax rate is on property insurance, however, he is unable to answer. Which of the following should Jim do to build and maintain credibility? A.He should admit that he does not have an answer. B.He should invent answers to the question for which he is unprepared. C.He should provide defensive responses to the question he could not answer. D.He should misrepresent facts and distract the interviewer.

A. He should admit that he does not have an answer.

Which of the following is an ineffective practice when you want a person to buy-in to your solution? A. Isolating the person from the search for the solution B. Reinforcing your persuasive appeal with words that trigger a "yes" response C. Appealing to the person's emotions and values when stating the solution D. Creating a frame for common ground with the person

A. Isolating the person from the search for the solution

Which of the following statements is true of leaders? A. Leaders move beyond the basic tasks of the day by creating a vision. B. The power of leadership is merely designated by a formal power base designated to leaders. C. The terms "manager" and "leader" can be used interchangeably. D. Leadership is limited to the person with the title of the leader.

A. Leaders move beyond the basic tasks of the day by creating a vision.

Which of the following statements is true about networking? A. Networking helps to increase effectiveness when researching a new concept, starting a new project, or developing a new product idea. B. Networking helps to access information limited to the individual's specific functional area rather than one that is holistic. C. The largest portion of a person's network consists of primary contacts. D. Networking has no effect on an individual's access to available resources and information.

A. Networking helps to increase effectiveness when researching a new concept, starting a new project, or developing a new product idea.

Which of the following is a trend in today's business environment? A. Organizational structures have become flatter and more participative. B. The accessibility to information has become more limited. C. Slow decision making is seen to result in success. D. Business decisions are seldom being made in team environments.

A. Organizational structures have become flatter and more participative.

Angela noticed that the common areas in her apartment building were frequently messy and dirty, and she mentions to her friend, "The common areas in my apartment building are frequently messy and dirty." Which part of developing an assertive statement is highlighted in this statement? A. Perspective B. Desire C. Emotion D. Need

A. Perspective

Identify one of the key things to do before a networking meeting. A. Setting specific networking goals B. Being visible, not pushy C. Jotting down a few notes on the back of the concerned person's business card D. Following up with new contacts within 48 hours

A. Setting specific networking goals

Charlie, a production head at an automobile company, is reviewing along with his team the efficiency of the current production system. A few employees in his team have ideas about how the production cost can be reduced by modifying the assembly system. Which of the following statements made by Charlie would best act as an idea grower in this scenario? A. Though the current system is efficient, is it perfect? B. If the system is not broken, we do not have to fix it. C. You may want to change the current system, but what about the costs? D. The current production system is good enough.

A. Though the current system is efficient, is it perfect?

Mike intentionally left out the details regarding the actual costs associated with a project so that he can get the project approved by his manager. Mike's misrepresentation illustrates _____, a barrier to effective communication. A. filtering B. information overload C. message incongruency D. decoding

A. filtering

To be an effective leader, Kyle, a project manager, must: A. find ways to reward individuals and groups. B. keep himself detached from the group he leads. C. dictate direction. D. avoid challenging the rules.

A. find ways to reward individuals and groups.

Stefan started as a leader of a labor union, and today he is a successful politician. This success has been attributed to his ability to influence others. His followers believe in what he represents and they also aspire to become like him. Thus, the base of Stefan's power is _____. A. referent power B. reward power C. coercive power D. expert power

A. referent power

Uncertainty avoidance: A. reflects the degree of threat felt when facing ambiguity and risk. B. refers to how loosely or tightly integrated the society seems. C. refers to the acceptance, or lack thereof, of unequal power distribution. D. reflects the degree to which emphasis is placed on assertiveness.

A. reflects the degree of threat felt when facing ambiguity and risk.

Men can learn from women's managerial styles by: A. using appropriate relationship building in the workplace. B. being less subtle and ambiguous. C. being more direct, especially when giving instructions. D. acting more assertive.

A. using appropriate relationship building in the workplace.

Who among the following will be considered as a more "right-brained" decision maker? A. A person who is organized in making decisions B. A person who makes decisions based on past experiences C. A person who takes a logical approach to decision making D. A person who is deliberate in making decisions

B. A person who makes decisions based on past experiences

The research team at a pharmaceutical company had to make a decision about a particular chemical drug. Since every member in the team was an expert in his or her field, the team had access to a large amount of information. With numerous inputs contributed from each expert member, it became difficult for the team to arrive at a feasible solution. Which of the following does this scenario best illustrate? A. Groupthink B. Analysis paralysis C. Causal ambiguity D. Cognitive dissonance

B. Analysis paralysis

Which of the following advertising statements best illustrates the use of social proof to persuade customers? A. Last 100 pieces remaining B. More than a million copies sold C. Asking for a complimentary trial D. Getting a free multipurpose mug

B. More than a million copies sold

_____ occurs when our brain process analyzes new situations based on past experiences that seem somehow similar to the new situations. A. Causal ambiguity B. Pattern recognition C. Path dependence D. Internal attribution

B. Pattern recognition

Which of the following is true of informal mentoring relationship? A. They have one or more checkpoints for goal setting. B. These relationships often develop spontaneously and without a specific plan. C. These relationships typically have a specific time frame. D. Mentors' relationships with protégés are arranged with the assistance of an external organizing force.

B. These relationships often develop spontaneously and without a specific plan.

Which of the following politicking strategies involves demonstrating that the more senior and powerful people in your organization support the decision that you advocate? A. Ingratiation B. Upward appeal C. Reciprocation D. Assertiveness

B. Upward appeal

In _____, a person becomes overwhelmed by the multiple options available and never proceeds to selecting one. A. causal ambiguity B. analysis paralysis C. cognitive dissonance D. attribution error

B. analysis paralysis

The study of how human beings use and structure time is called _____. A. proxemics B. chronemics C. kinesics D. haptics

B. chronemics

According to Hofstede's dimensions of cross-cultural differences, countries that encourage employees to work collaboratively and to be less assertive about their own personal needs are considered to be more: A. masculine. B. feminine. C. short-term oriented. D. long-term oriented.

B. feminine.

The intentional manipulation of information to make it more favorable to the receiver is known as _____. A. encoding B. filtering C. sensing D. decoding

B. filtering

Since Carl is majoring in accounting, he decides to meet his mother's friend who works for a prestigious accounting firm to take her advice on careers in the accounting field. Carl is learning about his career opportunities through a(n): A. clarification interview. B. information interview. C. appraisal meeting. D. feedback meeting.

B. information interview.

Instead of dictating direction, effective leaders appeal to group members' values, beliefs, and emotions, motivating them to align themselves with a mission that reflects the greater good. This observation is most closely related to the practice of: A. challenging the process. B. inspiring a shared vision. C. encouraging the heart. D. enabling others to act.

B. inspiring a shared vision.

In order to make mentoring relationships work, protégés must: A. stick to the advice of a single mentor rather than seeking multiple mentors. B. make mentoring a two-way street. C. avoid reassessing and altering their network. D. refrain from revealing goals and ambitions.

B. make mentoring a two-way street.

At association meetings, Remo always makes a point of informing others that he received his law degree from Harvard, giving him a distinctive edge. Remo's belief that his degree and affiliation with Harvard makes him superior to others is an example of _____. A. ethnocentrism B. prejudice C. discrimination D. stereotyping

B. prejudice

The politicking strategy of "consultation" primarily involves: A. speaking for your own and your employees' rights without interfering with the needs of others in your organization. B. seeking participation and input in the process before making a decision about a position to support. C. offering something to someone else and then expecting him or her to support your stance on a topic. D. demonstrating that more senior and powerful people in your organization support the decision for which you are advocating.

B. seeking participation and input in the process before making a decision about a position to support.

If you know you have tendencies toward verbosity, you should avoid: A. direct eye contact. B. talking too much. C. being empathetic. D. reading nonverbal messages.

B. talking too much.

Mathew, a manager, tells one of his subordinates, Emily, that she is irresponsible and does not make valuable contributions to the team. Which form of communication has Mathew used in the given example? A. Passive communication B. Active communication C. Aggressive communication D. Empathetic communication

C. Aggressive communication

Two departments in Frieda's company are fighting over scarce resources. To resolve the conflict, Frieda tries to develop strategies by comparing the conflict to a trivial fight between siblings to watch their respective favorite television shows. Which of the following strategies to creative problem solving has Frieda applied in this scenario? A. Checkerboard B. Part changing C. Analogy method D. Assumption smashing

C. Analogy method

Two departments in Frieda's company are fighting over scarce resources. To resolve the conflict, Frieda tries to develop strategies by comparing the conflict to a trivial fight between siblings to watch their respective favorite television shows. Which of the following strategies to creative problem solving has Frieda applied in this scenario? A. Part changing B. Assumption smashing C. Analogy method D. Checkerboard

C. Analogy method

When driving, people stick to the speed limit to avoid speeding tickets from the law enforcing officers. Which of the following is the source of the officers' power in this situation? A. Expert power B. Reward power C. Coercive power D. Referent power

C. Coercive power

As a result of a declining economy, the management of a company had decided to reduce its employees' salary. Before the employees could raise their objection, the management called for a meeting to help the employees understand that their pay cut was only temporary and it could help avoid downsizing. As a result, the management was effective in persuading the employees to accept its decision. Which of the following persuasion theories has the company adopted in this scenario? A. Cognitive dissonance theory B. ACE theory C. Inoculation theory D. Expectancy theory

C. Inoculation theory

_____ refers to a clear set of responsibilities and duties, defined guidelines, and standards for accountability. A. Access to information B. Participative unit climate C. Low role ambiguity D. Wide span of control

C. Low role ambiguity

_____ involves supervising, coordinating, and directing the differences individuals bring to an organization to create an environment that will allow employees to achieve their full potential while ensuring that strategic organizational goals are being effectively met. A. Valuing diversity B. Affirmative action C. Managing diversity D. Strategic positioning

C. Managing diversity

Sally is working to build her personal and professional relationships so that she can have a chain of information and contacts to help support her new accounting practice. Which of the following interpersonal skills is Sally using? A. Mentoring B. Coaching C. Networking D. Monitoring

C. Networking

Which of the following is a trend in today's business environment? A. Business decisions are seldom being made in team environments. B. Slow decision making is seen to result in success. C. Organizational structures have become flatter and more participative. D. The accessibility to information has become more limited.

C. Organizational structures have become flatter and more participative.

Alan does not want to lend his car to Linda, his co-worker, because he believes that all women are irresponsible drivers. Which of the following barriers to accepting diversity does this scenario illustrate? A. Backlash B. Harassment C. Prejudice D. Pluralism

C. Prejudice

Which of the following is a way of building relationships with diverse others? A. Forming an opinion about others based on their accent B. Avoiding sharing information about oneself C. Seeking opportunities to interact with a wide variety of peers D. Making derogatory comments about particular groups

C. Seeking opportunities to interact with a wide variety of peers

In _____ listening, a person makes assumptions about the messages being relayed by the speaker and fill in gaps with assumptions based on what he wants to hear rather than on what the speaker is actually saying. A. active B. empathetic C. attentive D. passive

C. attentive

Capitalizing any training opportunities provided in your organization, and volunteering for challenging projects that will allow you to showcase your skills and talents will essentially add to your _____. A. reward power B. coercive power C. expert power D. command power

C. expert power

In order to create an empowering environment, the HR department at Simco Corp. has clearly communicated and developed a set of responsibilities and duties for each position along with guidelines and standards for accountability. By doing this, Simco Corp. has developed a structure with: A. sociopolitical support. B. a participative unit climate. C. low role ambiguity. D. a wide span of control.

C. low role ambiguity.

During the _____ phase, the mentor and protégé are assigned or select one another, disclose information, and begin to build trust. A. redefinition B. cultivation C. orientation D. separation

C. orientation

During implementation of empowerment, setting the stage for generating and demonstrating organizational support is referred to as: A. implementation. B. maturation. C. preparation. D. investigation.

C. preparation.

_____ occurs when our brain process analyzes new situations based on past experiences that seem somehow similar to the new situations. A. Path dependence B. Causal ambiguity C. Internal attribution D. Pattern recognition

D. Pattern recognition

Sara, a top-level manager, is usually preoccupied with immediate tasks and seldom has the time to give attention to individual employee concerns. Eric, her employee, is accustomed to this attitude of Sara. He does not bother to inform her about the difficulties he is facing in dealing with a new process. As a result, his productivity suffers. Eric behaves the way he does because he is convinced that even if he goes to Sara, his needs will be ignored. Sara's behavior best exemplifies: A. selective memory. B. active listening. C. selective expectation. D. rehearsing.

C. selective expectation.

Who among the following will be considered as a more "right-brained" decision maker? A. A person who takes a logical approach to decision making B. A person who is organized in making decisions C. A person who is deliberate in making decisions D. A person who makes decisions based on past experiences

D. A person who makes decisions based on past experiences

Jessica believes that the minimum wages paid to laborers should be the same across the globe. Her company is sending her on a business trip to one of the less developed countries. She has to negotiate with the contract manufacturers to get the lowest possible labor price based on the host country standards. This difference in her belief and behavior has put Jessica through a lot of discomfort. Which of the following does this scenario best illustrate? A. Negative reinforcement B. Fundamental attribution error C. Self-serving bias D. Cognitive dissonance

D. Cognitive dissonance

Which of the following is required for successful collaborative decision making? A. Taking a stand for one fixed option B. Relying primarily on a logical approach to decision making C. Isolating stakeholders from the decision-making process D. Considering yourself and the persons involved as one unit

D. Considering yourself and the persons involved as one unit

_____, is best described as an approach to creative problem solving that requires starting with a problem and working to move toward a solution. A. Parallel thinking B. Divergent thinking C. Lateral thinking D. Convergent thinking

D. Convergent thinking

_____ peer relationship is an informal relationship that is characterized by low levels of self-disclosure and trust. A. Organizational B. Collegial C. Special D. Informational

D. Informational

Which of the following politicking strategies essentially involves building a friendly rapport before transacting business? A. Assertiveness B. Upward appeal C. Rationality D. Ingratiation

D. Ingratiation

Which of the following power bases primarily comes from a person's position or managerial level in an organization? A. Expert power B. Referent power C. Information power D. Legitimate power

D. Legitimate power

Lana, while listening to Ryan, is taking in the information presented to her. However, she is not making an attempt to process the information or enhance the messages sent by Ryan. Which form of listening is Lana adopting in the given scenario? A. Attentive listening B. Empathetic listening C. Assertive listening D. Passive listening

D. Passive listening

When Patricia's company wanted to expand globally, a few key employees suggested exporting, offshoring, and direct investment. However, Patricia suggested that the company should opt for franchising. She helped the board realize that the competitors had used the same method to enter foreign markets, and franchising would reduce the company's operations costs and risks. In this scenario, which of the following politicking strategies has Patricia used to support her appeal? A. Ingratiation B. Reciprocation C. Bargaining D. Rationality

D. Rationality

Charlie, a production head at an automobile company, is reviewing along with his team the efficiency of the current production system. A few employees in his team have ideas about how the production cost can be reduced by modifying the assembly system. Which of the following statements made by Charlie would best act as an idea grower in this scenario? A. You may want to change the current system, but what about the costs? B. The current production system is good enough. C. If the system is not broken, we do not have to fix it. D. Though the current system is efficient, is it perfect?

D. Though the current system is efficient, is it perfect?

In _____, a person becomes overwhelmed by the multiple options available and never proceeds to selecting one. A. attribution error B. cognitive dissonance C. causal ambiguity D. analysis paralysis

D. analysis paralysis

People with a strong internal locus of control will: A. fail to be successful as an entrepreneur in their own venture. B. stay away from organizational politics. C. most likely blame others for their failures. D. believe that their efforts will have direct impact on external matters.

D. believe that their efforts will have direct impact on external matters.

For making persuasive business presentations successful, it is best to avoid starting a presentation with a(n): A. rhetorical question. B. anecdote. C. quote. D. joke.

D. joke

Instead of confronting a person regarding a problem, if you choose to simply say nothing, you are indulging in _____ communication. A. compassionate B. assertive C. aggressive D. passive

D. passive

Derek is the production head at an automobile company. He is in complete charge of deciding if his company should make or buy a particular component part. Which of the following should Derek ideally do first? A. He should decide the course of action he and his team should take to arrive at the ultimate decision in dealing with the issue. B. He should decide what the end results of the decision should be, cost-saving, superior quality, or total control over supply. C. He should generate as many potential alternatives or solutions as possible to help solve his problem. D. He should research and gather information on the available vendor options in the industry.

not A, probably B

Derek is the production head at an automobile company. He is in complete charge of deciding if his company should make or buy a particular component part. Which of the following should Derek ideally do first? A. He should generate as many potential alternatives or solutions as possible to help solve his problem. B. He should decide what the end results of the decision should be, cost-saving, superior quality, or total control over supply. C. He should decide the course of action he and his team should take to arrive at the ultimate decision in dealing with the issue. D. He should research and gather information on the available vendor options in the industry.

not C

Which of the following helps to facilitate an empowered environment? A. Sociopolitical support B. Narrow span of control C. High role ambiguity D. "Top-down" approach of management

not C