Briefly describe these three common problem-solving traps: positive outcome bias, the bandwagon effect, and a self-serving bias.
What will be an ideal response?
The positive outcome bias: Be aware of the symptoms of overconfidence: underestimating how long it will take to complete a task; overestimating the likelihood of something that you hope will occur; or being overly optimistic about your decisions and answers to questions.
The bandwagon effect: Organizations develop a unique culture and set of values that favor certain actions and behaviors. When working in a company with a strong set of cultural norms, it is easy to adopt popular opinions and follow the expectations of others, which is called the bandwagon effect.
Avoid self-serving bias: A self-serving bias is anything that leads you to see the data as you most want it to appear. You might make decisions or pursue solutions that suit your personal preferences. When you start to work on a problem, ask yourself if a particular outcome, solution, or choice is especially appealing to you. If so, try to be aware of it as you proceed.
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Which of the following statements about positioning a change is true?
A. Positioning a change is a reactive way of dealing with an initial turndown by the buying firm. B. Since a salesperson is acting as the change agent, any positioning of a change should take place in the purchasing department. C. Positioning a change is not at all similar to positioning a product in mass marketing. D. Positioning a change is similar to positioning a product in mass marketing. E. Salespeople have a limited role in the process of positioning a proposed change.
______ is the process of strengthening a behavior by withdrawing something negative.
A. Negative reinforcement B. Positive reinforcement C. Extinction D. Intrinsic motivation E. Punishment
Mineral deposits are subject to a process called depletion
Indicate whether the statement is true or false
The retail strategy mix in direct selling emphasizes convenience in shopping and a personal touch
Indicate whether the statement is true or false