Lesson 4 HW

Sheryl is a facilitator. When conflicts arise during team meetings, she attempts to reduce tension by proposing that the team take breaks and later come back and provide solutions to resolve the conflicts. She also encourages quiet members to participate and voice out their views. Which of the following behaviors does Sheryl's activities reflect?

A maintenance-related behavior

Which dysfunctional behavior of a team member oppresses with personal needs and results in other members emulating this behavior and being biased against future inputs from him or her?

A self-seeking behavior

How can advertisers use social proof to sell their product?

By showing how other users have benefited from their products.

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?

Cognitive dissonance

One of Andrew's subordinates, Jennifer, has been showing low productivity at work. In an effort to persuade Jennifer to perform better, Andrew points out how Jennifer had promised to give her best at work in her job interview. He also shows her how efficient she was in her initial days at the company. According to the ACE Theory, which of the following characteristics of successful persuasion is applied by Andrew?

Consistency

_____ behaviors are actions taken by members of a team that may hinder or even undermine a team's progress.

Dysfunctional

Amith is trying to convince his friend to reduce his consumption of alcohol. Among his many appeals, Amith says, "If you reduce drinking, you will be able to play sports longer and with more vigor." Which of the following components of the ACE model of persuasion does this statement best illustrate?

Effectiveness

_____ involves describing one's position in ways that identify common ground and establish a collaborative tone.

Framing

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?

He should admit that he does not have an answer.

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?

Inoculation theory

Which of the following is an ineffective practice when you want a person to buy-in to your solution?

Isolating the person from the search for the solution

Which of the following statements is true of a task force?

It allows management to allocate resources at will to various projects as the needs of the company change.

Which of the following statements is a defining characteristic of a group?

It is a collection of people who work together but aren't necessarily working collectively toward the same goal.

_____ behaviors relate to the process of how a group works together.

Maintenance-related

_____ involves convincing people to believe or adhere to something that is neither in their best interest nor something they would believe or do without the presence of the persuader.

Manipulation

Which of the following advertising statements best illustrates the use of social proof to persuade customers?

More than a million copies sold

Which of the following statements agrees with the reciprocity/obligation rule?

Put across your more costly proposal first and then present a lower cost alternative when offering something.

_____ takes place when members who are part of a group agree to a more unsafe course of action than any individual would have alone.

Risky shift

_____ teams are typically required to coordinate their work by setting their own norms and making their own planning schedules without ongoing direction from a supervisor or manager.

Self-maintained

Amanda purchased a barbeque set after she read the testimonials for the product from other users on the company's website. Which of the following principles of persuasion does this best illustrate?

Social proof

The management of a company has introduced a new performance incentive scheme for its employees. Anticipating that the employees may raise objections to the change, the management calls for a meeting. In the meeting, the management highlights some of the benefits of the new incentive scheme, such as how the opportunity to earn more will enable them to spend more. Which of the following persuasion tactics is the company using?

The company is creating a frame for common ground to convince the employees to accept the changes.

Which of the following statements is true of facilitators?

They might have to work outside meetings to help gain sponsorship.

Gary is often prejudiced in his outlook. He can turn groups into competitive camps and thereby delay decision making. As a facilitator, which of the following interventions would best help the group in dealing with Gary?

Tossing his view to the group

Which facilitative intervention strategy should a facilitator use when a team reaches an impasse in order to help the team come up with new, creative ideas?

Using hypothetical questions

Groupthink, as a self-limiting team behavior, is more likely to occur when:

a team feels pressure to perform with the imminent approach of a deadline.

A team member can become distracted by a work or personal problem that prevents him or her from following through on commitments made to the team. This team member is best described as a(n):

absentee member.

The _____ behavior of a facilitator checks on group position, saves time, and ensures decision buy-in.

consensus-testing

A team set up by Zendon Inc. to design a new product in the U.S. office space consists of members from the organization's marketing, finance, research and development, planning, and operations. The team derives its strength from diversity and ensures that all relevant points of view are considered. Such a team would best be described as a(n):

cross-functional team.

The adjourning stage of team development is sometimes referred to as:

deforming.

In the process of _____ shares observations of group processes and ensures that hidden problems are dealt with.

diagnosing

At the adjourning stage of team development, the team members are most likely to:

disband permanently or take a temporary break.

According to the ACE Theory, the degree to which an action or idea leads to a desirable state or outcome refers to the _____ characteristic of successful persuasion.

effectiveness

The primary role of a team leader or team member in the forming stage of team development is to:

encourage the group to establish its mission and purpose.

High-performance teams are characterized by:

extensive communication mechanism

The set of activities carried out before, during, and after meetings to help a group achieve its own outcomes is known as:

facilitation.

Self-directed teams have become a popular concept in business today because of the:

flattening of organizational structures.

In the storming stage of team development, the team members:

have feelings such as resistance to the task or approach being taken by the group and anger about roles and responsibilities.

When conducting a persuasive business presentation, summarizing:

helps focus the audience's attention on the essence of the presentation.

When Bill, the facilitator of the R&D team, takes the lead at the team meeting by asking the group to begin the meeting by proposing a specific task, Bill exhibits the task-related behavior of:

initiating

For making persuasive business presentations successful, it is best to avoid starting a presentation with a(n):

joke

Rachel, as a facilitator, sets norms and test limits to facilitate a team's self-management in its team meetings. Rachel's behavior is:

maintenance-related

Lisa's team adheres to patterns of behavior where members feel free to constructively criticize each other. This is a typical characteristic of the _____ stage of team development.

norming

Ron, a facilitator, presides over a group meeting. He identifies that the group has lost track of its meeting objective and that he needs to get the group back on track again. Given this scenario, it is ideal for Ron to use the facilitative intervention strategy of:

playing dumb.

Steve has the tendency to postpone his work and is least stressed about meeting deadlines. As a result, it becomes problematic for his team to complete a project on time. Steve best exemplifies a(n) _____.

procrastinator

A salesman at a music store always begins by showing his customers high-priced instruments. When the customers refuse these, the salesman shows them the more economical models. Since the customers have turned down the first offer, they will view the salesman's second offer as a concession and may feel inclined to buy the instrument. In this scenario, the salesman applies the:

rejection-then-retreat approach.

Po is a verbal stumbler and lacks the ability to clearly express her views and opinions in team meetings. An effective facilitator would:

rephrase her statements.

When a facilitator uses an easel or notepad on which key points are recorded, she is most likely:

using the group memory approach.