Question : 31.              The type of organizational commitment that based an individual’s : 1265074

31.              The type of organizational commitment that is based on an individual’s desire to remain in an organization is called:

a.intentional commitment

b.normative commitment

c.affective commitment

d.attitudinal commitment

32.              Which of the following persons is most likely to be persuaded to change?

a.a low self-esteem individual

b.an individual who holds an extreme attitude

c.a high self-esteem individual

d.someone who is in the peripheral route of a persuasion attempt

33.              To understand how attitudes can change, it is necessary to understand that the characteristics which affect the persuasion process include:

a.source, intended, and message characteristics

b.source, directed, and message characteristics

c.source, intended, and directed characteristics

d.source, target, and message characteristics

34.              The three major aspects of the source characteristic affecting persuasion include:

a.expertise, credibility, charisma

b.credibility, charisma, attractiveness

c.expertise, charisma, attractiveness

d.expertise, trustworthiness, attractiveness

35.              The two major cognitive routes to persuasion include:

a.the direct and central

b.the direct and peripheral

c.the central and circular

d.the central and peripheral

36.              The elaboration likelihood model of persuasion proposes that:

a.persuasion occurs over the routes of message, target, and source characteristics

b.the likelihood that an attitude will change is largely dependent on the amount of time spent attempting to change the attitude

c.attitudinal change is a function of three interactive routes, physical, mental, and visual

d.persuasion occurs over two routes, the central and the peripheral

37.              Jim is a salesperson who focuses on nonverbal cues when working with a client. Jim will be more successful if he:

a.appears eager when the client appears eager

b.appears subdued when the client is more eager

c.focuses on message content rather than nonverbal cues

d.presents the positive consequences of purchasing his product

38.              Acting in ways consistent with one’s personal values and the commonly held values of the organization and society is:

a.legal behavior

b.ethical behavior

c.cognitive behavior

d.loyal behavior

39.              Your text states that the CEO of Johnson & Johnson compared the performance over a 40-year period of time for organizations that had devoted a great deal of time to ethics. Which of the following conclusions were supported by his investigation?

a.Ethical behavior and job satisfaction were positively associated.

b.Ethical behavior and sales growth were positively associated.

c.Ethical behavior and the growth of market value were positively associated.

d.Organizations with more time spent on ethical behavior have lower accounting returns and slow sales growth.

40.              Ethical behavior is influenced by which two major factors?

a.religion and value system

b.terminal and instrumental values

c.level of ethical reasoning and intelligence

d.individual characteristics and organizational factors