Explain “soft” and “hard” influence tactics and how they relate to commitment, compliance, and resistance.
What will be an ideal response?
* Soft influence tactics are considered to be Persuasion, Ingratiation, Exchange, and Impression
management
*Hard influence tactics are Upward appeal, Coalition formation, Information control, and Assertiveness.
*Soft tactics are more likely to result in commitment and are a frequent choice of leaders with personal
sources of power, such as expert and referent power
*Hard tactics are more likely to generate compliance or resistance, and they are used by leaders with
position power, such as legitimate, reward, and coercive power
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More and more companies are moving away from high-commission plans because ________
A) outside salespeople tend to undermine the efforts of the inside sales team B) high-commission plans require salespeople to work overtime C) salespeople tend to become pushy which affects customer relationships D) salespeople are prone to taking multiple sales jobs to maximize their income E) salespeople end up spending too much time traveling to meet customers
Which of the following is/are not true?
a. Stock rights give their holder the right to acquire shares of stock at a specified price. b. Firms grant stock rights to current shareholders. c. Shareholders may exercise the stock rights or sell them to others. d. The stock rights usually trade in public markets. e. Employees receive stock rights as a form of compensation.
On January 1, there were 150 units in production in the assembly department that were 50% complete; another 760 units were placed into production during the month; and 830 units were completed and transferred to the shipping department, leaving 80 units 20% complete. All materials are added at the beginning of the process. What are the equivalent units of production for materials?
a. 830 b. 760 c. 910 d. 150
_______________________ information is not subjective ad is relatively easy to measure
a. Firmographic b. Psychographic c. Demographic d. None of the above