Answer the following statement(s) true (T) or false (F)
1. McClelland was a need theorist and believed that human needs could be aroused by manipulating the environment.
2. Litwin developed an abbreviated organizational model with the individual as the centerpiece.
3. According to Burk and Litwin, “Climate is defined in terms of perceptions that groups have of how their local work unit is managed and how effectively they and their day-to-day colleagues work together on the job.”
4. The organization’s purpose is the same thing as its “mission”.
5. The transactional domain categories include the following: structure, systems, management practices, work unit climate, individual needs and values, task requirements, individual skills and abilities, and motivation.
1. True
2. False
3. False
4. True
5. True
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Doug Roberts is the leader of an industrial sales team. He leaves much of the actual selling to his salespeople. However, each Friday, he takes one of his ten best customers to lunch. He often discusses the local sports teams and what is going on in the area, but he is always sure to talk about the industry and the companies that his customers do business with. Doug Roberts is engaging in ______.
a. social astuteness b. interpersonal influence c. networking d. apparent sincerity
Which of the following transactions is not part of direct marketing?
a. a consumer searching for a camera dealer via a Yellow Pages phone directory b. a consumer bidding on a camera accessory on eBay c. a consumer shopping for a camera accessory from a catalog d. a consumer purchasing a camera accessory at an airport retailer
The most common form of credit is a(n):
a. closed account b. open account c. real account d. revolving account e. installment account
A principal who authorizes an agent to enter into a contract with a third party is liable on the contract.
Answer the following statement true (T) or false (F)