IRE260H1 Chapter Notes - Chapter 12: Reinforcement, Assertiveness, Rationality

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silvercat376

17 Nov 2018

School

UTSG

Department

Employment Relations, Centre for Industrial Relations and Human Resources

Course

IRE260H1

Professor

Hua Wang

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Document Summary

Power is the capacity to influence others who are in a state of dependence. Power is the capacity to influence the behavior of others; it is not always perceived or exercised. The fact that the target of power is dependent on the power holder does not imply that a poor relationship exists between the two. Power can flow in any direction in an organization. Power is a broad concept that applies to both individuals and groups. Legitimate power derives from a person"s position or job in the organization. Constitutes the organization"s judgement about who is formally permitted to influence whon, and it is often called authority: As we move up the organization"s hierarchy, we find that members possess more and more legitimate power. Reward power means that the power holder can exert influence by providing positive outcomes and preventing negative outcomes. In general, it corresponds to the concept of positive reinforcement.

Related Questions

6. Though political pundits on television and radio inform the public, they also have to be concerned with

a. Entertainment value to increase their ratings.b. All of these.c. Making their audiences feel better about America.d. Being factually correct.

7. Social movements have been important sources of social, political, and economic change in the United States.

a. TRUEb. FALSE

8. A double standard exists on the part of advocacy organizations because issues facing advantaged subgroups get more attention than those facing disadvantaged subgroups.

a. TRUEb. FALSE

9. Contemporary political observers echo the two views of de Tocqueville and Madison in how they view the role of political groups.

a. FALSEb. TRUE

10. A national advocacy organization is an interest group

a. That only represents businesses.b. That informally represents broad groups of Americans who have similar interests.c. That represents all Americans whether they are powerful or not.d. That only represents minorities or people with less power in society.

11. The American people believe that justices on the US Supreme Court

a. None of these.b. Should be appointed for life.c. Should be elected and only for a 10-year term.d. Should be elected for life.

12. Regional, cultural, religious, occupational, and ethnic diversity all tend to increase the formation of political groups and social movements.

a. FALSEb. TRUE

13. In the United States, political parties are

a. Relatively rareb. Are a relatively accidental feature of the American historyc. None of thesed. Mentioned in the Constitution

14. Why are interest groups, political organiztions, and social movements so numerous in the US?

a. All of these.b. Because federalism and the separation of powers have created multiple points of access to political institutions.c. Because of the 1st Amendment, which protects speech. association, and the right to petition the government for redress of grievances.d. Because the way people are elected to Congress does not do a very good job of representing minorities, who have to find other ways of getting their needs met.

15. What is the margin of error for a sample of 1000 voters?

a. Plus or minus 3%.b. Plus or minus 1%c. Plus or minus 5%d. Plus or minus 2%

16. E.E. Schactschneider says about the interest groups that claim to work for poor people

a. That they may be making things worse for these people.b. That they do a good job even without handing out small benefits to attract people to their group.c. None of these.d. That they are able to accomplish a great deal even though the poor do not join those groups.

17. Why do the campaign staffs of presidential candidates pass up large states like California and Texas to concentrate on smaller states like New Mexico or Ohio?

a. The large states are just a few and there are more votes altogether in the small states.b. It is easier to persuade people in the small states.c. The large states are reliably red or blue, so the campaigns go after states where the vote is closer and they can take all of the votes even with a small win.d. The large states are just too expensive for campaigning.

18. Jackson notes that equality is generally defined as

a. Equality of process.b. Equality of opportunity.c. Equality of outcomes.d. Equality of results.

19. In an open primary, the voter can choose which primary election--Democratic or Republican--he or she would like to vote in.

a. TRUEb. FALSE

20. The womenâs movement can be very active on an issue such as affirmative action in higher education, which afffects their more affluent members, but overlook welfare reform, an important issue for their more disadvantaged or marginalized members.

a. TRUEb. FALSE

21. It is sometimes called "first-past-the-post" and sometimes "winner-take-all," but this kind of election means

a. No matter how many votes are cast and how many candidates the one with the most votes wins.b. None of these.c. The candidates have to have run-off elections until one wins two thirds of the votes.d. The top two candidates have to have a run off election.

22. Public opinion matters because in a democratic system we believe that government policy should follow the public will.

a. TRUEb. FALSE

23. With regard to ideology, Americans

a. Tend to identify with a party by their mid 20s.b. Tend to choose a political affiliation early in life.c. Tend to stay identified with a political party consistently the rest of their lives.d. All of these.

24. Alexis de Tocqueville

a. Found few religious associations in America.b. Wrote at the time of the American revolution in the 1780s.c. Wrote his great book Democracy in America at a time when Americans were forming many interest groups and associations in the 1830s.d. Was appalled at the number of commercial and manufacturing associations he found in America.

25. According to Strolovitch, in judging the effectiveness of an advocacy organization which claims to represent the marginalized,what are the guiding questions we should ask?

a. How active for the intersectionally marginalized are they? Because without that the organization is a failure.b. What coalitions do they form? Because coalitions are the key to success.c. What institutions do they target and what coalitions do they form? Because the political activity is the most important barometer.d. How active for the intersectionally marginalizedn are they, what institutions do they target, and what coalitions do they form?

26. How do the two dominant political parties prevent minor parties from emerging?

a. By using their vast funds and media resources to disparage minor party candidates.b. By refusing to give successful third party candidates leadership positions in the legislature.c. By poaching popular third party candidates before they begin to help their party.d. By manipulating election rules in debates and public funding to discriminate against the minor parties.

27. Since 1836, the republic has been dominated by how many political parties at a time?

a. Threeb. Fivec. Oned. Two

28. As sample size increases, the margin of error

a. Is greater than or equal to the margin of error.b. Stays the same.c. Decreases.d. Increases.

29. Affirmative advocacy

a. Looks for over-represented and under-represented issues in setting the agenda for activityb. Actively seeks out coalitions and works with others at the state and local levelc. All of thesed. Has a proactive agenda

30. The cell-phone only population is likely to include more young people, which pollsters have to take into account

a. TRUEb. FALSE

31. One method that schools use to politically socialize young people is

a. Ask students to watch TV news.b. Tell students who to vote for.c. Ask student to participate in mock elections.d. Ask students to read newspapers.

32. In addition to the legislative branch, advocacy groups target the executive and judicial branches.

a. TRUEb. FALSE

33. The problem with opt-in internet panels is that

a. Participants self-select, leaving out significant sections of the public.b. All of these.c. They have a greater margin of error.d. They do not use scientific methods.

34. An example of an organization which claims to represent a large demographic group is

a. The National Association for the Advancement of Colored People (NAACP).b. All of these.c. The Japanese American Citizen's Leagues (JACL).d. The National Organization of Women (NOW).

35. Conservative and liberal ideologies differ mostly on

a. Campaign finance reform.b. Defense policy only.c. Economic and social issues.d. Civil rights.

36. Despite the fears of some that advocates for marginalized groups appeal to the courts too much, evidence shows that they in fact use the courts reluctantly and as a last resort.

a. FALSEb. TRUE

37. Are Americans more likely to vote in presidential elections than other types of elections?

a. No, Americans like to vote for direct democracy issues rather than indirect democracy representation.b. Yes, consistently American participate in presidential elections over other elections.c. Only in years when the presidential election is particularly interesting.d. No, because Americans are more interested in local issues.

38. The key way in which political parties enable democracy is

a. They stimulate interest among members of the mass publicb. All of thesec. They keep elected officials responsived. They allow a broader spectrum of participants to become involved in politics

39. In democracies around the world, multi-party systems are much more common and one sees small parties that advocate for one issue, one religion, or one demographic group.

a. TRUEb. FALSE

40. Poll results vary based on

a. Whether the method used was approved by the Census Bureau.b. Mean, median, and mode.c. Survey mode, sample size, and population definition.d. The statistical application of the Weights and Measures Bureauâs guidelines.

41. Voters who like a third party are nevertheless inclined to vote for a dominant party candidate for fear they will waste their votes.

a. FALSEb. TRUE

42. National organizations that file amicus curiae briefs are targeting

a. The Congress.b. The courts.c. The presidency.d. The Federal Reserve Bank.

43. Small racial, ethnic, or religious groups in the US

a. Don't have quotas for seats in the schools or government as they do in India.b. Do not have a party which is dedicated to their interests.c. Do not have legislative representation as is the cases in other countries with proportional representation.d. All of these.

44. When is the candidate's website NOT a good source of information?

a. To find more information about the candidate's biography.b. To find out more about the candidate's positions on the issues.c. To find an unbiased account of the candidate's voting history.d. To find out which prominent people and organizations support the candidate.

45. According to the "funnel of causality," party identification is more psychological than anything.

a. FALSEb. TRUE

46. The agencies which connect people to government are called "linkage mechanisms."

a. TRUEb. FALSE

47. Some theorists argue against the pluralists with a "rational actor" argument that says

a. That people are rational and want to maximize benefits and minimize effort, so they do not spend their time and resources to organize.b. That rational people always seek public goods.c. That it is rational to organize to acquire more public goods.d. That rational people really do not want the public goods as much as theorists think.

48. According to Jackson, the digital revolution has given us more information about the candidates,

a. And the candidates usually approve of the things written about them.b. And the information is usually quite accurate.c. But the information is not always accurate.d. But it is not very detailed.

49. Red states mean states that usually vote for the Democratic Party, while blue states mean those that are reliable for the Republican Party.

a. FALSEb. TRUE

50. According to Jackson, what is a core political value that nearly all Americans accept?

a. Equalityb. Democracyc. Libertyd. All of these

Choose the right answer

Question 1

With respect to consumer behavior, one's attitudes, learning, and perceptions would be

		impersonal influences
		interpersonal influences
		personal influences
		insitutional influences

Question 2

In Maslow's hierarchy of needs,

		a physiological need must be met directly before social needs.
		esteem needs are the highest order of needs.
		self-actualization needs are the highest order
		safety needs and esteem are of the same importance.

Question 3

The most likely product to be purchased in an attempt to satisfy self-esteem needs would be

		"super class" tickets for your next air flight.
		a really fast computer.
		a home security system.
		yogurt and health food.

Question 4

Which of the following is not a characteristic that distinguishes organizational markets from consumer markets?

		Organizational markets are more geographically concentrated.
		More people exert influence on the organizational buying decision.
		The organizational market tends to have a greater number of buyers.
		Organizations often engage in multiple sourcing and vendor analysis.

Question 5

Consumers may attempt to reduce postpurchase anxiety in the consumer decision process by

		avoiding favorable information about the selected brand
		seeking reassurance from dissatisfied customers
		seeking information that favors the rejected brands
		ignoring unfavorable reports about the chosen brand

Question 6

The buying center concept explains how groups of people participate informally in business purchase decisions and

		methods to break through group perceptions.
		the role the group members play in buying decisions.
		how family units operate as buying centers.
		the process of performing vendor analysis.

Question 7

In the organizational buying process, a triggering event such as announcement of the availability of a new product whose use could improve the company's market performance is referred to as

		need or opportunity recognition
		identification of suppliers
		information search
		word-of-mouth exploration

Question 8

An undifferentiated marketing strategy

		serves the consumer better because the products offered are designed to meet the needs of a specific group of people
		benefits from the control and efficiency of short production runs
		ignores differences among consumer groups and focuses on the broad market
		is the most common strategy today and is used more now than in the past

Question 9

Goods purchased by the ultimate consumer for personal use are called

		personal products
		purchased products
		consumer products
		commercial products

Question 11

A particular purchasing agent might allow some salespeople to see the engineers responsible for developing product specifications but not allow others the same privilege. In the buying center, this purchasing agent is filling the role of

		a "hard" nose
		a gatekeeper
		an influencer
		a decider

Question 12

"Our prices are the lowest, we guarantee it" is an example of a positioning strategy based on the product's

		competitors
		price
		class
		application

Question 13

Segmenting the market based on exactly how an industrial purchaser will use products is referred to as

		customer-based segmentation
		benefits segmentation
		end-use application segmentation
		geographic segmentation

Question 14

The lumber your carpenter purchases to finish out your basement is classified as

		a home improvement product
		a raw material
		a business product
		a consumer good

Question 15

When consumer demand for personal computers affects computer manufacturers' demand for computer chips, this situation is known as

		volatile demand
		conjoined demand
		derived demand
		joint demand

Question 16

Which of the following is a personal factor in consumer bahavior?

		a cultural influence
		group membership
		friends' opinions
		a person's attitudes

Question 17

Cognitive dissonance would be most likely to occur after the purchase of

		sneakers
		groceries
		an automobile
		cosmetics

Question 18

Which of the following would be most likely to break through a person's perceptual screen?

		a newspaper ad featuring white type on a black background
		a black- and -white classified ad
		reducing the size of the ad
		using fewer colors in the ad

Question 19

The Fortune 500 list of America's largest firms based on sales revenues and number of employees provides a basis for

		market segmentation based upon customer type
		demographic segmentation based upon geographic location
		end-user segmentation of this market
		demographic segmentation based upon customer size

Question 20

Straight rebuy behavior by industrial purchasers will probably continue if the supplier provides

		poor service
		poor quality
		shipping delays
		satisfactory performance

Question 21

A controversial technique of subconscious communication, aimed at circumventing the perceptual screens, is called

		shadowed perception
		leger-de-main
		subliminal perception
		perception incognito

Question 22

Those products that are actually considered when making a consumer purchase decision are

		customer options
		customer selections
		the evoked set
		the product set

Question 23

The component of the business market that consists of individuals and firms that acquire goods and services to be used directly, or indirectly, in producing other goods and services is called:

		wholesaling and retailing
		the commercial market
		government
		an institution

Question 24

The institutional market does not include which of the following?

		hospitals
		museums
		motion pictures theatres
		universities

Question 25

Advertising for smoke alarms, air bags and life insurance typically uses which of Maslow's levels of needs to appeal to consumers?

		self-esteem needs
		safety and security needs
		physiological needs
		protection needs

Question 26

One type of buying center role is that of the

		influencer who supplies information for evaluation.
		authority figure who decides who, what, where, when, and how.
		disseminator who function is to get advertisements to prospects.
		specifier who needs on the specifications of products

Question 27

Manufacturing firms that convert to automated factory systems must purchase equipment that they have never bought before, such as robots and computers. This buying situation is called

		a straight rebuy
		a modified rebuy
		a contract purchase
		new-task buying

Question 29

A commonly used basis for segmenting consumer markets is

		product-related characteristics
		health-related matters
		information-related concepts
		performance-related criteria

1 points

Question 30

The business market is also known as the

		wholesale market
		corporate market
		organizational market
		distribution market

Question 31

Which of the following consumer problem-solving behaviors requires the least effort?

		extended problem solving
		limited problem solving
		impulsive buying
		routine response behavior

Question 32

The relationship between the demand for silk cloth and consumer demand for silk blouses and neckties is known as

		joint demand
		demand volatility
		derived demand
		consumer demand

Question 33

Examples of business market items that would usually be purchased as a straight rebuy are

		high quality raw materials
		heavy-duty machinery
		paper clips and pencils
		high-tech components

Question 34

The person who joins a local bowling league for the social interaction, even if he or she is a novice bowler, is probably trying to satisfy his or her

		esteem needs
		self-actualization needs
		physiological needs
		belongingness/social needs

Question 35

Campbell's "Soup for One" is an example of a product that is targeted to

		large families with high product usage of certain things but different preferences
		dual-income couples with no kids
		well-off older families
		non-traditional households such as nonfamily, single-person or single-parent situations

Question 36

Red Ryder Industries markets rodeo and horse riding supplies specifically to women. This is an example of

		market stratification
		market segmentation
		non-traditional marketing
		multi-gender marketing

Question 37

Purchases made by choosing a preferred brand or one of a limited group of acceptable brands are called

		extended problem solving
		routinized response behavior
		limited problem solving
		selective problem solving

Question 38

The slogan "the graying of America" describes the trend

		toward people retiring later in life
		of the word force to contain a disproportionate number of older Americans
		for gray hair to develop from years of high-stress urban work
		upward in the elderly population as Americans tend to live longer

Question 39

People or institutions must have sufficient purchasing power and the authority and willingness to buy to be considered a

		market
		buyer
		player
		segment

Question 40

Reference group influences would be most likely to be significant in the decision to buy

		a loaf of bread
		a Mercedes Benz
		a clock radio
		cellophane tape

Question 41

Internal search in the consumer decision process may include

		subscribing to consumer magazines to evaluate alternatives
		talking to family members
		reviewing past purchases
		surveying coworkers for buying options

Question 42

The process of dividing the total market into several smaller, homogeneous groups is called

		market penetration
		market segmentation
		market mixing
		market division

IRE260H1 Chapter Notes - Chapter 12: Reinforcement, Assertiveness, Rationality

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