________ is the idea that the organizational structures and control systems that are chosen by managers depend on characteristics of the external environment in which the organization operates.
A. Theory Y
B. Theory X
C. Behavioral management theory
D. Contingency theory
E. Equity theory
Answer: D
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Since salespeople help their prospects make the choice to buy or not buy a product, it is important for salespeople to understand:
A. all that is involved in the psychological processes a buyer goes through in making a purchase decision. B. how to encourage customers to experience purchase dissonance. C. the various factors that can influence a buyer's decision. D. the buyer's general buying needs. E. the material taught in advanced psychology classes.
Which of the following is a strategy for a market leader (rather than a market challenger) when marketing a low-involvement product?
A. use Internet search engines such as Google to assist buyers B. use sales promotion such as free samples, coupons, and rebates to encourage trial of their brand C. use repetitive advertising messages that reinforce a consumer's knowledge or assure buyers they made the right choice D. link their brand attributes with high-involvement issues E. use advertising messages that focus on getting the brand into a consumer's consideration set
A lead is ________
A) what graphic artists call space between type-set words B) another name for the inverted pyramid C) the first one or two sentences or first paragraph in a news story D) the dramatic close in a news release
?Exhibit 14-2 A $500,000, ten-year, 7% bond issue was sold to yield 6% interest payable annually. Actuarial information for 10 periods is as follows: ? ? 6% 7% Present value of 1 0.50835 0.55839 Present value of an annuity of 1 7.02359 7.36009 ? ? Refer to Exhibit 14-2. At date of issuance cash received would be
A. ?$489,903. B. ?$464,883. C. ?$511,778. D. ?$536,798.