MAN 3025- Final Exam Guide - Comprehensive Notes for the exam ( 38 pages long!)
Document Summary
Neuroticism: relationship between being extraverted and effectiveness as a salesperson, studies show conscientiousness is good, self-efficacy is a strong indicator of job performance; self-efficacy is ones believe that they can accomplish a particular thing or task. Handshake first to reach out, last to let go, firm grip. Eye contact confident, friendly, positive: appearance and body language 55, how you talk 38, what you say 7% Work attitude: attitude refers to opinions, beliefs, and feelings about aspects of our environment. Stress: the interactionist perspective: the role of fit. Diversity: diversity is the way in which people are similar or different from each other, benefits of diversity. The similarity-attraction phenomenon is the tendency to be more attracted to individuals who are similar to us: specific diversity issues. Ofte(cid:374) i(cid:374)teg(cid:396)ates a su(cid:373)(cid:373)atio(cid:374) of the fi(cid:396)(cid:373)"s (cid:448)alues. What the company is now, defines who we are: vision statements- a future-orie(cid:374)ted de(cid:272)la(cid:396)atio(cid:374) of the o(cid:396)ga(cid:374)izatio(cid:374)"s pu(cid:396)pose a(cid:374)d aspirations.
