Which of the following is NOT thought to be a tool that managers can use to shape behavior?
A) positive reinforcement
B) negative reinforcement
C) punishment
D) attentional processes
Answer: D
Explanation: Positive reinforcement, negative reinforcement, and punishment are recognized ways to shape and influence behavior. Positive reinforcement provides rewards. Negative reinforcement removes an unpleasant stimulus. Punishment applies an unpleasant stimulus to an unwanted behavior. Attentional processes are features by which observers notice and pay attention to models, not ways to shape behavior, so it is the correct response.
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When a firm develops structural bonds with its customers by offering unique value added services, it is operating at__________of relationship marketing
Fill in the blanks with correct word.
After talking with his manager, a salesperson thought he was supposed to be spending about 20 percent of his time prospecting and qualifying new customers. The manager actually wants him to spend 50 percent of his time on finding new customers. The salesperson is experiencing:
A. Job demotivation B. Role inaccuracy C. Role ambiguity D. Task incompatibility E. Role conflict