1. Stereotyping is defined as

A. the belief that all members of a specific group share similar traits and behaviors.

B. when one positive or negative characteristic dominates the way a person is viewed by others.

C. the tendency for people to protect themselves against ideas, objects, or situations that are threatening.

D. the tendency for someone's expectations about another to cause that person to behave in a manner consistent with those expectations.

2. If you are an American conducting business in an Arab country, it would be appropriate for you to

A. compliment the host regarding the beauty of his wife.

B. only use words when greeting another person.

C. be the first to extend your hand for a handshake when being introduced.

D. greet a female employee with a kiss on the cheek.

3. Which of these employees is exemplifying the Pollyanna principle?

A. Ivan is impulsive and always promises clients that a product will ship the next day before he even checks with the warehouse.

B. As an accountant, Luis thought it was better for the company to buy in bulk rather than a la cart because they would save money.

C. Nadia suggested that incorporating the company logo on every piece of marketing material would improve customer relations.

D. Even though her boss had also told her he was disappointed in her last sales report, Heidi told her coworker that the boss said he appreciated her enthusiasm and the way she interacted with clients.

4. _____ is the impression management technique in which a person flatters others so they will see the person as likeable.

A. Supplication

B. Intimidation

C. Ingratiation

D. Exemplification

5. Which impression management tactic is Cassandra using when she asks for help planning the retirement party when she could do it easily on her own?

A. ingratiation

B. supplication

C. intimidation

D. self-promotion