MGMT310A Exam 4 Practice Test

"The tradition of the entire team going to a local bar after each game appears to be what? A. Social loafing B. Groupthink C. A team norm D. Minority domination"

C. A team norm

"Which of the following statements about horizontal teams is true? A. Horizontal teams usually have members from only one functional department. B. Horizontal teams are always self-directed . C. Horizontal teams allow managers to see a problem from many different perspectives. D. Horizontal teams typically have extremely vague member roles."

C. Horizontal teams allow managers to see a problem from many different perspectives.

"To handle potential conflict, managers of geographically distributed teams should do which of the following? A. Explain every instruction several times to make sure team members know not to disagree with it. B. Limit communication to only absolutely vital information to reduce the exchange of conflicting opinions. C. Assume that if no one says otherwise, there is no conflict . D. Ask follow-up questions like ""Will this approach work for you?"""

D. Ask follow-up questions like "Will this approach work for you?"

"Where Joe works, he feels included and accepted. Based on Maslow's needs hierarchy as applied to the work environment, what is Joe's NEXT level of need fulfillment? A. Physiological needs B. Safety needs C. Belongingness needs D. Esteem needs "

D. Esteem needs

"Use ERG theory to answer Danielle's question. ""If I can't offer my employees opportunities for growth, what is likely to happen?"" A. They will seek greater fulfillment of their relatedness needs. B. You cannot motivate them by fulfilling their relatedness needs unless their existence needs are being met. C. You will not be able to mot ivate them."

A. They will seek greater fulfillment of their relatedness needs.

"Hi Jayden, As you may know, Starbucks is in a battle with McDonald's to capture the early morning coffee customer. Last month, our location sold 180 lattes per day, while the McDonald's down the street sold 220. We need to beat McDonald's next month. Good luck and happy selling! Best regards, Matt Which of the following sentences should I use to increase Jayden's E-+P expectancy? A. Adopting the right attitude is the most important thing you can do to help with this effort. B. Your goal for this month is to sell 10°/o more lattes, and you will receive a reward if you reach it . C. I'll be sharing some special sales tips with you tomorrow that will make your job easier."

C. I'll be sharing some special sales tips with you tomorrow that will make your job easier.

"Which of the following statements is true of team composition? A. All members should necessarily agree on how a problem has to be solved. B. Team members should not be open to new ideas as they might cause confusion. C. It is not necessary for teams to be composed of members with a common purpose. D. Effective teams include members with technical and interpersonal skills. "

D. Effective teams include members with technical and interpersonal skills.

"How is the ZOPA (zone of possible agreement) defined? A. Space between the negotiation parties' reservation values. B. Point at which a negotiator is indifferent about accepting or rejecting a proposed offer. C. The process of identifying multiple interests beyond initial negotiating positions. D. An approach to negotiations aimed at actively seeking alternative solutions satisfying both negotiation parties. "

A. Space between the negotiation parties' reservation values.

"How does the owner respond to conflict in that scene with the cook? A. Collaborating B. Forcing C. Avoidance D. Accommodating"

B. Forcing

"Which of the following sentences should I use to increase Juliet's P~o expectancy? A. Your attitude is critical in this effort-I know you can do it. B. You asked for new promotional posters last week-I've gotten those for you . C. Any employee who increases sales by 10% this month will receive a reward."

C. Any employee who increases sales by 10% this month will receive a reward.

"""Let's consider the information we've got here. Our business is based on 60 different companies. What percentage of them would have to go to another manufacturer before we took a large hit to our bottom line profitability?"" What type of error is associated with your colleague's statement? A. Negotiator overconfidence B. Irrational escalation of commitment C. Framing D. Availability of information"

D. Availability of information

"Do you think some kind of reward would be appropriate to motivate Jayden? If so, what should it be? A. A choice of work assignments B. A personal meeting with the CEO C. A $200 bonus"

B. A personal meeting with the CEO

"Which of the following theories is a variant on Maslow's hierarchy theory that involves three instead of five levels? A. Expectancy theory B. Alderferís ERG theory C. Goal-setting theory D. McClelland's acquired needs theory"

B. Alderferís ERG theory

"You are a manager working for the purchasing department of BMW in South Carolina. The new X7 will go into production shortly, but you are still looking for a reliable supplier for the vehicle's dynamic Xenon headlights. Ideally you'd want to buy the component at $50 a unit, but the top price you would pay is $57.50 a unit. XenonPro is a leading supplier of automotive headlights. From a reliable source, you know they hope to sell you the custom X7 headlight at $60 a unit but would go as low as $52.50 a unit before walking away. In this example, the ZOPA is the area between: A. $50 and $60 a unit B. $50 and $57.50 a unit C. $52.50 and $57.50 a unit D. $52.50 and $60 a unit"

C. $52.50 and $57.50 a unit

"Going back to our discussion of leadership styles a few chapters ago and based on the owner's comments about leader-employee relationships, what type of leader does the owner most closely resemble? A. Relations-oriented B. Charismatic C. Task-oriented D. Transformational"

C. Task-oriented

"How can you tell that the conflict between the owner and the cook is (mainly) a cognitive conflict rather than an affective conflict? A. The men's comments are personal attacks. B. The conflict is not resolved. C. The conflict is work-related. D. Both men are frustrated."

C. The conflict is work-related.

"Which of the following sentences should I use to increase Jayden's P-+O expectancy? A. I'll be sharing some special sales tips with you tomorrow that will make your job easier. B. You will have to work hard to sell more. C. Your goal for this month is to sell 10% more lattes, and you will receive a reward if you reach it."

C. Your goal for this month is to sell 10% more lattes, and you will receive a reward if you reach it.

"The process by which a negotiator attempts to gain benefits or concessions for his or her position is called _____. A. create value B. integrated negotiation C. claim value D. de-escalation "

C. claim value

"Which of the following statements about geographically distributed teams is true? A. Geographically distributed teams provide faster feedback on team members' work than collocated teams do. B. Much of the communication in geographically distributed teams is physical: facial expressions and body language are especially important. C. Geographically distributed teams use informal conversation more than collocated teams . D. If team members come from different cultures, they can have difficulty communicating, and the team may be less effective."

D. If team members come from different cultures, they can have difficulty communicating, and the team may be less effective.

"Last summer, Jeff decided to join a bowling league with some colleagues from work. They formed a team and bowled together several times to get to know one another better. The week before the league started, the team had to come up with a name. During a meeting to discuss this, Jeff and his teammate Becky got into a heated debate because Jeff wanted their name to be The Lucky Strikes, whereas Becky wanted the team name to be The Pin City Pimps. While yelling at each other, it became clear that Jeff thought he should be the team manager because he had formed the team. Becky was just as adamant that she should be team manager because she is the more experienced bowler. As Jeff and Becky argue about the team name, what stage of development is their bowling team in? A. Storming B. Norming C. Forming D. Performing"

A. Storming

"Which of the following statements about a team's composition is true? A. Team members should expect to balance conflict and consensus as they make decisions. B. The task of the team has little to do with who should be selected to be on the team. C. Each person on a team should have his or her own individual goal if the team is to function effectively. D. New team members can be added with little additional work on the part of existing team members."

A. Team members should expect to balance conflict and consensus as they make decisions.

"""It's great to know what our clients want, but we have to stay on track here. What would happen if we didn't create new colors for clients, but instead let them pick from what we already have? That way we can still change our colors, but we don't have to do everything our client base wants us to do."" What type of error is associated with your colleague's statement? A. Anchoring and adjustment B. Irrational escalation of commitment C. Availability of information D. Framing"

A. Anchoring and Adjustment

"Peter and Mary are HR executives in an organization. They are presently working on a project together. Peter is very conscientious and works hard to complete the project on time. However, Mary takes her own time and tends to ignore the project deadline. As a result, Peter has a conflict with Mary and warns her that he'll complain about her to the head. This scenario is an example of ________________ conflict. A. Cognitive B. Role C. Affective D. Intergroup"

A. Cognitive

"To reduce the possibility that team members will make faulty assumptions about each other, the leader of a remote team should do which of the following? A. Discourage team members from sharing personal details, such as their pets and favorite foods . B. Encourage team members to share background information about their professional experience and personal interests. C. Change the subject or end the conversation whenever two or more team members are in conflict . D. Discourage team members from sharing their career aspirations and instead limit conversations to the work of the current team."

B. Encourage team members to share background information about their professional experience and personal interests.

"Hi Emily, As you may know, Macy's is in a battle with Abercrombie & Fitch for sales among 15 to 20 year-old female customers. We are relocating our Juniors department to the basement of our store to give young people a separate entrance and place to call their own. We want to beat Abercrombie & Fitch, and we'll all need to work together to make that happen. Thanks for your hard work. Together we can do this! Best regards, Jacob Do you think some kind of reward would be appropriate to motivate Emily? If so, what should it be? A. A $200 bonus B. Full tuition for a course of her choice C. A choice of work assignments"

B. Full tuition for a course of her choice

"_____ negotiations actively seek alternative solutions that satisfy both parties. A. Distributive B. Positional C. Integrative D. Single-issue"

C. Integrative

"When adults work together to create a business like Tough Mudder, teams are better than work groups to A. complete simple tasks. B. work in a predetermined structure. C. perform interdependent tasks. D. hold individuals accountable for separate tasks."

C. perform interdependent tasks.

"Because Tough Mudder was formed by a small team, individuals need to A. work independently on personal tasks only. B. play only a specific role. C. take on multiple different roles. D. go home when they accomplish their assigned tasks."

C. take on multiple different roles.

"Which of the following sentences should I use to increase Emily's E-+P expectancy? A. You asked for new promotional posters last week-I've gotten those for you. B. Any employee who increases sales by 10% this month will receive a reward. C. You can choose your own reward if you hit your goals."

A. You asked for new promotional posters last week-I've gotten those for you.

"Which of the following sentences should I use to increase Juliet's E~P expectancy? A. You asked for new promotional posters last week-I've gotten those for you. B. You can choose your own reward if you hit your goals. C. Any employee who increases sales by 10°10 this month will receive a reward."

A. You asked for new promotional posters last week-I've gotten those for you.

"The _____ theory holds that people will compare their circumstances with those of similar others and that this behavior motivates them to seek fairness in the way they are rewarded for performance. A. equity B. content C. reinforcement D. expectancy"

A. equity

"Blocking behaviors A. inhibit the team and its members from achieving their objectives. B. enhance the ability of team members to work together to achieve their goals. C. encourage team members to contribute to the team's recommendations. D. occur when people behave in line with a group's expectations and beliefs. "

A. inhibit the team and its members from achieving their objectives.

"Which of the following sentences should I use to increase Emily's P-+O expectancy? A. You asked for new promotional posters last week-I've gotten those for you. B. Any employee who increases sales by 10% this month will receive a reward. C. Your attitude is critical in this effort-I know you can do it."

B. Any employee who increases sales by 10% this month will receive a reward.

"""Our colors are simply the best. If a client wants a different color, or a combination of colors, he or she will have to find another factory with which to do business."" What type of error is associated with your colleague's statement? A. Anchoring and adjustment B. Negotiator overconfidence C. Availability of information D. Framing"

B. Negotiator overconfidence

"Hi Juliet, As you may know, Macy's is in a battle with Abercrombie & Fitch for sales among 15 to 20 year-old female customers. We are relocating our Juniors department to the basement of our store to give young people a separate entrance and place to call their own. We want to beat Abercrombie & Fitch, and we'll all need to work together to make that happen. Thanks for your hard work. Together we can do this! Best regards, Lizette Do you think some kind of reward would be appropriate to motivate Juliet? If so, what should it be? A. A $200 bonus B. Two days off with pay C. A choice of work assignments"

B. Two days off with pay

"Kate works for a large technology company that sponsors an intramural soccer league. Kate has been on a soccer team with the other software engineers for her product for several years, and they are very good. Team members rarely miss practices and never miss games, they know each other's strengths and weaknesses on the field, and they play together so well that they have won the company championship 2 years in a row. When the team was first formed, however, the players did not seem very committed, team cohesion was not very good, and the team took a very long time to decide on which plays and strategies to use. After making a change midway through the first season that led to increased cohesion, team performance improved dramatically. What stage of development is Kate's soccer team in currently? A. Norming B. Forming C. Performing D. Storming"

C. Performing

"According to realistic conflict theory, which of the following actions will reduce conflict between two groups of employees? A. Giving both groups of employees one goal that they have to work together to accomplish B. Asking both groups to develop lists about the best qualities of their group C. Putting the two groups together in a situation in which they have to compete with one another D. Limiting the amount of interaction the two groups have with each other"

A. Giving both groups of employees one goal that they have to work together to accomplish

"In the Ted Talk on "The Puzzle of Motivation," Daniel Pink's main point is that in many 21st century-type work settings: A. Intrinsic motivators tend to be superior to extrinsic motivators B. ERG theory tends to be superior to Maslow's hierarchy-of-needs theory C. The well-known candle problem does not apply D. Autonomy, mastery, and purpose are among the most effective extrinsic motivators"

A. Intrinsic motivators tend to be superior to extrinsic motivators

"""One of my goals is to sell a certain dollar value of work each week. However, I also want to cultivate long-term relationships with customers and artists. One of my employees approaches each customer in a friendly and informative way, but as soon as the customer indicates they're ""just looking,"" the employee loses interest and walks away. How can I change this employee's behavior?"" A. Set specific, measurable, attainable, relevant, and timebound goals (SMART goals) for both profitability and customer service. B. Periodically raise the goal for profitability and reward employees when they exceed the target. C. Show the employee how increasing the profits of the store will result in bigger raises and expansion of the business, meaning more opportunities for promotion. D. Provide the employee with customer service training."

A. Set specific, measurable, attainable, relevant, and timebound goals (SMART goals) for both profitability and customer service.

"""A new team we just formed to explore expanding into the Mediterranean and Middle East seems to have split into three factions around what kinds of events to host and what kinds of customers to target, and communication is sometimes not respectful. How can the team move beyond this?"" A. Team members should share and accept their personal opinions and adopt standards that promote collaborative behavior. B. The team leader should solicit opinions from those team members who do not participate very much to break down conformity. C. The team should revisit its objectives and ensure everyone agrees on them, and it should recruit more resources since lack of resources is often a source of conflict. D. The team leader should insist that team members get to work. If they can't work together, they'll have to work independently."

A. Team members should share and accept their personal opinions and adopt standards that promote collaborative behavior.

"If a key objective of Ooh Aah Massage Therapy is to build a team of bodywork practitioners, which of the following rewards does not align with that goal? A. The manager keeps a chart on the office wall tracking who has earned the most tips. B. If there is a problem at work, everyone is included in the discuss ion of how to fix it. C. When Ooh Aah meets its revenue goal for the year, every practitioner gets a year-end bonus. D. Time is set aside once a month for several practitioners to conduct training sessions for the whole staff, demonstrating their expertise and allowing learning to happen through questions from the who le group."

A. The manager keeps a chart on the office wall tracking who has earned the most tips.

"Bob Hanson emphasizes that sending MBSC employees to seminars on a regular basis is highly motivating. It's possible that for some employees the requirement to attend seminars is a burden. However, for an employee like Marco, who was excited when he found out he could major in strength and conditioning in college, having the opportunity to further his professional development is a major source of satisfaction and it motivates him to work hard for MBSC. Professional development is described in different ways by different theories of motivation. If Bob and Mike were analyzing how they motivate their employees in terms of two-factor theory, which of the following would be true? A. The recognition and autonomy offered by attending seminars would result in satisfaction, but employees might also be dissatisfied if pay were poor or their ideas were not valued. B. Going to seminars can fulfill an employee's drive to comprehend by allowing the employee to develop skills and contribute more to the organization. C. Attending seminars could meet an employee's need for self-actualization, but this would be motivating only if pay, job security, inclusion, and recognition needs were also met. D. Learning at seminars could meet an employee's need for growth, and if the employee were not allowed to attend seminars, then he or she might desire greater participation at work or more pay."

A. The recognition and autonomy offered by attending seminars would result in satisfaction, but employees might also be dissatisfied if pay were poor or their ideas were not valued.

"Use ERG theory to answer Danielle's question. ""Because this is a new business, I can't guarantee my employees a certain number of hours each week. If I hold weekly meetings and solicit their ideas, will that be motivational?"" A. Yes, because employees want to meet their relatedness needs B. Yes, because meeting relatedness needs is a substitute for meeting existence needs C. No, because employees' existence needs are not being entirely met"

A. Yes, because employees want to meet their relatedness needs

"Which of the following would represent a misalignment between the organization's objectives and the reward system? A. Sam's Shoe Repair wants to provide the best shoe repair in town. When an employee gets a positive online customer review, the review is posted in the break room . B. In an increasingly competitive environment, the organization wants all its employees to contribute their ideas. Only employees who agree with the CEO's conviction that products should be sold only online, not in stores, are invited to meetings. C. Gaining market share is critical this year. Salespeople receive double the regular commission for signing contracts with new customers. D. The organization wants employees to take risks. Instead of punishing failure, managers treat it as a learning opportunity."

B. In an increasingly competitive environment, the organization wants all its employees to contribute their ideas. Only employees who agree with the CEO's conviction that products should be sold only online, not in stores, are invited to meetings.

"Bob Hanson emphasizes that sending MBSC employees to seminars on a regular basis is highly motivating. It's possible that for some employees the requirement to attend seminars is a burden. However, for an employee like Marco, who was excited when he found out he could major in strength and conditioning in college, having the opportunity to further his professional development is a major source of satisfaction and it motivates him to work hard for MBSC. Professional development is described in different ways by different theories of motivation. If Bob and Mike were analyzing how they motivate their employees in terms of ERG theory, which of the following would be true? A. Attending seminars could meet an employee's need for self-actualization, but this would be motivating only if pay, job security, inclusion, and recognition needs were also met . B. Learning at seminars could meet an employee's need for growth, and if the employee were not allowed to attend seminars, then he or she might desire greater participation at work or more pay. C. Going to seminars can fulfill an employee's drive to comprehend by allowing the employee to develop skills and contribute more to the organization. D. The recognition and autonomy offered by attending seminars would result in satisfaction, but employees might also be dissatisfied if pay were poor or their ideas were not valued."

B. Learning at seminars could meet an employee's need for growth, and if the employee were not allowed to attend seminars, then he or she might desire greater participation at work or more pay.

"Use ERG theory to answer Danielle's question. ""I've thought about putting a profile of each of my cleaners up on the company website, highlighting their skills and dedication to doing a good job. After all, every one of them has cleaned up messes you wouldn't believe. I think this would make them feel proud of the work they're doing. What need would this meet?"" A. This would meet the employees' existence need to earn a secure living. B. This would meet the employees' growth need, as they realize their potential and feel greater esteem. C. This would meet the employees' relatedness need, as they have more opportunity to relate to others and share their ideas."

B. This would meet the employees' growth need, as they realize their potential and feel greater esteem.

"To ensure the team has organizational support, the leader of a geographically distributed team should take which of these actions? A. Isolate the team from outside influences. B. Communicate with other managers only when the team has results to show. C. Avoid the politics of seeking executive alliances. D. Build an alliance with a highly placed sponsor."

D. Build an alliance with a highly placed sponsor.

"According to the Crisis-4 preview in class, corporate raids typically involve which three steps. A. File for bankruptcy, get government subsidies, hire new employees. B. Value the company, negotiate an agreement, finance the deal. C. Define a problem, identify objectives, weigh objectives. D. Buy stocks, make management changes, sell stocks. "

D. Buy stocks, make management changes, sell stocks.

"""I've read that setting ambitious goals is a great way to motivate employees, so I've done that-we have high standards for receiving and shipping, store cleanliness, customer service, sales, and community outreach. For the most part, the goals are working well. I measure the store's performance using a balanced scorecard, and performance on all dimensions has increased significantly. However, my employee Chooli told me the other day she's completely stressed out and is thinking about quitting. Chooli is a great asset to the business. How can I address her concerns?"" A. Model ethical behavior at all times with customers, employees, and artists and make it clear that dishonesty will be punished. B. Make sure Chooli understands how each goal relates to the long-term success of the business. C. Review the goals to make sure they cover all areas that are important to the store's competitive advantage . D. Talk to Chooli about what aspects of her job stress her out and make sure she has the tools and training to perform those tasks."

D. Talk to Chooli about what aspects of her job stress her out and make sure she has the tools and training to perform those tasks.

"""I've set a goal to carry work by artists that customers can't find anywhere else, and I want the store to carry work that is avant-garde and unexpected. However, one of my buyers has been purchasing the ugliest vases in the world and other things our customers are highly unlikely to purchase. He says he really wants to put the store on the map, and that's what I want too, but he's taking too great a risk. What should I do?"" A. Set an example of being very honest with artists and with customers, giving both accurate information and fair prices. B. Help the buyer see how carrying more adventurous work will cause the store to be written up in national publications as a destination for art lovers. C. Make sure the buyer is familiar with the local artist community and understands the various American, Mexican, and Native American artistic traditions. D. Tell the buyer that 90°/o of merchandise must move within three months, and if the work he buys doesn't meet that criterion, his budget will be reduced until he shows better judgment."

D. Tell the buyer that 90°/o of merchandise must move within three months, and if the work he buys doesn't meet that criterion, his budget will be reduced until he shows better judgment.

"""One of our teams has a member, Ingrid, who puts forward her ideas at length and very emphatically. When other team members do contribute to the discussion, she flatly rejects their ideas. Ingrid has a lot of knowledge and works hard, so she is a valuable member of the team. How should the team leader approach her?"" A. The leader should confront Ingrid during a team meeting and let her know how her behavior is affecting the morale of the group. B. The leader should find a way to transition Ingrid off the team because there is no way to change the behavior of someone like her. C. The leader should talk to her in private, focusing on how the team in general is doing rather than on anything Ingrid specifically is doing . D. The team leader should talk to Ingrid in private, focusing on specific observations of Ingrid's behavior."

D. The team leader should talk to Ingrid in private, focusing on specific observations of Ingrid's behavior.

"The CEO of Tough Mudder believes that teams in his company are not working as effectively as they could, and he is asking you for advice. Provide the best answers to his questions. ""Our teams seem to spin their wheels a lot, discussing and debating solutions and not being able to come to a decision. The differences of opinion are about ideas, not personalities, so the conversations stay constructive, but they don't ever end. How can our teams be more productive?"" A. Team leaders can stop the brainstorming process after their teams comes up with three ideas; with fewer ideas to consider, teams will find it easier to make decisions. B. The teams need to establish norms around how team members will communicate respectfully and their expectations for meeting deadlines. C. Team leaders should share their frustration with the team members who are talking the most, telling them that they are slowing things down . D. The teams should determine specific criteria with which to evaluate their proposed solutions."

D. The teams should determine specific criteria with which to evaluate their proposed solutions.

"Suppose that Susan Tynan decides to try to have an integrative negotiation with hotel management. Which of the following approaches is most likely to be successful? A. Upon learning that the hotel manager cannot meet Susan's dem:ands for salaries, Susan decides to execute her best alternative to a negotiated agreement (BATNA). B. Upon discovering that the hotel manager has been putting in overtime, Susan immediately asks that all employees be given the opportunity to get overtime. C. Upon learning that one employee has not been receiving promised overtime, Susan walks away from negotiations entirely . D. Upon discovering that the hotel manager cannot meet Susan's demands for salaries, Susan says, ""That's okay. How do you feel about creating a contract that guarantees good-performing employees a job if the hotel is sold to another company?"""

D. Upon discovering that the hotel manager cannot meet Susan's demands for salaries, Susan says, "That's okay. How do you feel about creating a contract that guarantees good-performing employees a job if the hotel is sold to another company?"