Organizations & Markets Exam 2

Which type of communication is highest in media richness?

Face-to-face

The human resources department recently sent an email blast regarding an update to the company's healthcare policy.

Vertical.

You recently met with your supervisor to ask for more resources to help you complete your current project.

Vertical.

Your manager called a team meeting this week to discuss the group's progress on its current project.

Vertical.

All of the following are one of the six buying center roles except

advisor.

Fiona felt like there were not enough potential customers for her to earn a good living as a commission-based sales agent. Therefore, Fiona left that job and found work as an insurance claims agent, a more structured job. Fiona could be described as having

an external locus of control.

What decision-making style most likely requires the most amount of data analysis?

analytical

In a(n) ________ buying center, there may be many participants, but one person makes the decision alone.

autocratic

Noah is quick to point out all the reasons why something won't work, yet he seldom poses ways to resolve these problems. This can go on for days at a time. As his manager, you are working with him to accept developmental feedback. Because Noah is a ____________, this might be challenging.

complainer

Effective social media use by businesses can enable

connectivity.

A _____________ is a graph of decisions and their possible consequences.

decision tree

When Bedisa is analyzing underlying causes, she is engaged in

diagnosis.

The individual who controls the flow of information or access to important decision makers serves as the ____________ in the buying center.

gatekeeper

Leadership is an example of

tacit knowledge.

Receiver

the person for whom the message is intended

_____________ is well known for connecting business people; it is the largest network of business professionals, with global reach.

LinkedIn

Which of the following is an example of tacit knowledge?

Managing an angry customer.

To reduce the escalation of commitment, Marlee, the CEO, allows herself to be very influenced by the way a problem with her team is presented to her.

False.

decoding

Interpreting and trying to make sense of a message

Which of the following is a good tip for being an effective writer?

Keep it simple; use short words, sentences, and phrases

When it is being used to make a telephone call, your smartphone is an example of which part of the communication process?

Medium.

Communication

The transfer of information and understanding from one person to another

encoding

Translating a message into understandable symbols or language

Role ambiguity occurs when a job description and criteria for promotion are vague.

True.

Regular users of Yelp who search for reviews are likely to have a(n)

internal locus of control.

Choose the definition of the term that completes this sentence: Managers should understand _____________________________________________ because they affect how people perceive and act within the organization.

the stable of psychological traits and behavioral attributes that give a person his or her identity

In the late 1800s, David began selling books door-to-door. To entice purchases from female customers, he would include perfume samples as thank you gifts. When the perfume became more popular than the books, David shifted the focus of his business that lead to his founding of Avon. This is an example of a manager viewing his organization as an unfinished, changeable prototype that won't be ruined by dangerous new ideas.

True.

To be effective, a leader must understand the __________ aspects of the organization such as values, attitudes, and personalities.

informal

If you completed an online training to improve your empathy, you would be targeting which dimension of emotional intelligence?

Social Awareness.

When asked how positive or negative they feel about their work, fewer than 20% of U.S. workers report being dissatisfied with their jobs.

True.

Evidence-based management includes bragging about new products you have in development.

False.

Consumers who use Yelp reviews to measure the tradeoff between quality and price of different restaurants are using what type of consumer decision rule?

Compensatory

As chairman of the board, you send a report to your shareholders updating them on the company's quarterly performance.

External.

The shipment of raw materials your company is waiting on is a week overdue. You call your supplier to ask about the reason for the holdup.

External.

A person's emotional stability refers to how intellectual, imaginative, curious, and broad-minded he or she is.

False.

Sender

The person wanting to share information

Which of the following is an example of a reseller?

Wholesaler.

Colin, who is a paralegal for a powerful Manhattan law firm, likes the fast pace of his work and the fact that things are always changing there. Colin can be said to have

a high tolerance for ambiguity.

Autocratic buying centers are characterized by

a single decision maker.

At the Casual Curtain Co., all members of the team must reach a collective agreement that they can support a particular purchase. This is reflective of a(n)

consensus buying center.

Data hunters review large amounts of data and discover what people may be interested in. This is known as

data analytics.

Consumers can use type of cuisine, neighborhood, and price as their ______________ in the decision process.

evaluative criteria

When executives confront an unfulfilled business need, they normally turn to ___________ prepared by potential B2B marketers.

whitepapers

Kennedy, who exhibits feminine communication norms, is likely to phrase requests in

question form.

Yelpers serve as a(n) _______________ for persons using their reviews as a basis of comparison in the decision process.

reference group

steps in the communication process

1. Sender encodes message, selects medium 2. Message is transmitted through a medium 3. Receiver decodes the message, decides if feedback is needed 4. Receiver expresses reaction, or feedback, through a medium

Jacques turns his phone on silent and puts it in his back pocket whenever he attends work-related social events.

Be mindful.

"I'm going to buy a Ford to support the U.S. auto industry" is an example of which component of attitude?

Behavioral.

Adrian is the manager of Olive-or-Twist, a swanky martini lounge. Belinay is an accomplished mixologist and she serves as the bar manager. Cassius recently began working as a barback, and this is his first job. Which of the following is an example of downward communication?

Belinay shows Cassius how to properly clean the glasses.

Josh is meeting lots of new people this week at his annual industry conference. Each time he gets the chance to chat with someone new, he asks them "What are you most excited about in your job these days?"

Build personal connections.

Abbas enjoys social settings, prefers to talk out problems, and has a direct conversational style. Abbas is an extrovert.

True.

In the Bedders Furniture manufacturing company, one person is authorized to make a decision, but input from others is gathered before doing so. This is reflective of which type of buying center?

Consultative.

Rahim doesn't want to attend the local young professionals' mixer this Friday. Social interactions like this can be draining for him. He decides to attend because it represents a chance to make a new buddy or two—something he wouldn't normally get the chance to do because he's a natural homebody.

Create a positive mindset.

Mariska is involved in the buying center of a large organization. She ultimately will determine whether to buy, what to buy, how to buy, or where to buy. What role does Mariska play in this situation?

Decider.

__________________ reflects the link between consumers' demand for a company's product and the company's purchase of necessary inputs to manufacture or assemble that particular product.

Derived demand

A local university is facing some tough decisions, so they are using the decision tree, which contains individuals, websites, and organizations that specialize in handling sensitive and difficult decisions.

False.

Knowing your decision-making style does not really help you determine your strengths and weaknesses as a decision maker, but it can help you understand when a decision needs to be made.

False.

_____________ and ____________ contribute(s) to intuitive processes.

Feelings and experiences

Avery keeps a list on her phone with the name and company of every new contact she makes. Once a week she checks the list and sends a quick email to any new acquaintances she wants to keep in contact with.

Follow up.

You are a server at a local pub. This morning you and another server at the restaurant texted with each other to swap some of the days in your schedules for the upcoming week.

Horizontal.

You often chat informally with one of your coworkers about her thoughts on the project you're working on together.

Horizontal.

Liz wants to be promoted to executive vice president at her company in the next three years. She doesn't personally know any of the current executive VPs, but her supervisor has offered to accompany her to the company holiday party and may be able to introduce her to some of them.

Identify your career goals.

Cerie has decided that once a month she will invite a different work colleague to have lunch. The catch is that the colleague has to be someone she has met once or twice but doesn't know very well.

Network with a purpose.

Which models of decision making describe how managers actually make decisions?

Nonrational models.

Which of the following is an attribute of good listeners?

Paraphrasing what the speaker has said

Yelpers who post reviews are at which stage of the decision process?

Post purchase.

If an organization uses customer data, as described in the video, to predict future behavior and anticipate the consequences of change, it would be engaging in which of the following?

Predictive analytics.

What is the last step of the perceptual process?

Retrieval from memory.

Which of the following exemplifies a communication channel that is outside the organization's formal structure and does not follow the chain of command?

The grapevine.

When physically attractive people are also assumed to be smarter and nicer, which perception distortion has occurred?

The halo effect.

During a management workshop, Ishaan, the HR manager, spoke about making decisions related to firing an employee. He said, "I have several rules of thumb that I use to make a decision. First, I ask if it's legal and then if it's ethical." He then laid out several other steps he uses in the decision-making process related to firing. Ishaan's "rules of thumb" are also known as heuristics.

True.

Employees who speak up with practical ideas, share their love of their work with others, help out their coworkers, and take care of the company's building and equipment are exhibiting organizational citizenship behaviors.

True.

Low self-efficacy is associated with learned helplessness, the debilitating lack of faith in one's ability to control one's environment.

True.

Research shows that most managers vary between two or three decision-making styles, and that decision-making styles vary across occupations, job level, and countries.

True.

Stores of data that are so vast that conventional database management systems cannot handle them, and very sophisticated analysis software and supercomputing-level hardware are required, are known as ___________. These data include not only data in corporate databases but also web-browsing data trails, social network communications, sensor data, and surveillance data.

big data

To decide how much an insurance policy should cost a customer, underwriters use _______________, such as historical industry trends and loan characteristics, to predict risk levels.

data analytics

Zahra, the human resources manager, has significant experience handling ethical issues in the workplace. Over the years she has received extensive training in matters of workplace ethics. Due to Zahra's legal background (she is a member of the state bar association), the management of her company rely on Zahra to assist them with legal issues, especially with ethical dilemmas. Her organization should appoint Zahra as the

ethics officer.

Paige, a business executive, uses data to inform her on the best advertising decisions to make. Based on what you've read in the chapter, Paige most likely engages in

evidence based decision making.

Yelp assists consumers in their __________ search for information.

external

Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions. With respect to buying centers, the pharmaceutical company plays the role of ___________ in this situation.

influencer

In terms of business markets, organizations like universities that provide services to people in their care are classified as

institutions.

In B2B markets, ______________ are firms that buy and reprocess products and services before selling them again to the next buyer.

manufacturers

When a pharmacist can't read a prescription because of a doctor's poor handwriting, the message is disrupted by ______, which is defined as any disturbance that interferes with the transmission of a message.

noise

A firm's ______________ reflects the set of values, traditions, and customs that guide its employees' behavior.

organizational culture

Rosa hired Luis from Cajun College. He was an amazing employee and exceeded all her expectations. The next year, Rosa received an application for a job opening from another graduate from Cajun College. She was very excited to hire another outstanding candidate. Rosa has

representativeness bias.

When much of her work was automated with a new computerized system, Louisa became unsure of her ability to do her job. Nisa, her boss, has been mentoring her to improve her

self-efficacy.