69. What is the psychological reactance theory?
70. You are a systems administrator responsible for maintaining the computer
systems at your company. You suddenly realize there is a glitch in the system. If
this problem is not rectified soon, it might lead to a disastrous computer system
crash. You have a slightly “out-of-the-box” solution in mind. Since your boss is
not as tech savvy as you are, you might have a hard time convincing him. Outline
how you will communicate this issue to your boss.
71. As a newly promoted manager, you have been asked to introduce new
hires to their co-workers in your group. How will you do this in a professional
manner?
72. Julie is very active on Facebook and has many “Facebook friends.” She is a
recent college grad and is about to actively start job hunting. Of late, she has
become alarmed with the rising number of candidates not being hired because of
their Facebook profiles. Julie fears she might have to quit Facebook altogether.
Advise her.
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution
in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
AACSB: Reflective Thinking
AACSB: Technology
Blooms: Apply
Difficulty: 3 Hard
Learning Objective: 08-07 Describe at least five professionalism tactics for improving your impression.
Topic: Professionalism: A Source of Trust and Respect
73. Don owns and operates Don’s House, a suburban restaurant in a large
metropolitan area. He took Coogie, his assistant manager, to the monthly dinner
meeting of the local restaurant owner’s association. The restaurant owners take
owners greeted Don warmly and congratulated him for the chicken salad and
admired the picture of his new grandson, Don Jr. Don introduced Coogie to each
one in turn, saying, “Coogie, this is [owner’s name] from [owner’s restaurant].
They have the best [something] in town. Coogie here perfected my chicken salad
recipe!” Coogie did not remember any of the names, and had forgotten all his
chicken salad stories by the time they finally sat down. Ray from “The Place in
the Shade” won the onion soup competition. On the way home, Coogie
commented, “That was terrific! You know everyone in town! How did this start?
Whoever heard of sharing favorite recipes? They really liked my chicken salad,
didn’t they? Thanks, Don. I feel like I made some new friends tonight.” Don
commented, “Thank yourself, kid. It was your recipe. It was my pleasure to help
something different once in a while. Pretty soon, the other guys started hanging
out with us and we decided to do the dinner routine. We formed the association
to put that little decal doodad in our front windows. Customers like that kind of
stuff, you know. Want to come again next month? Maybe we can work on the
names a little bit beforehand. I almost died laughing when you called Tubby
Jones ‘Sir.’ That was terrific.” Please refer to this scenario for the following
question.
Assume you have the requisite culinary skills. Would you work for Don? Talk
about the influence tactics he uses and his professionalism.
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution
in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
AACSB: Reflective Thinking
Blooms: Analyze
Blooms: Evaluate
Difficulty: 3 Hard
Learning Objective: 08-04 Recognize the effectiveness of various forms of influence tactics.
Learning Objective: 08-07 Describe at least five professionalism tactics for improving your impression.
Topic: Influencing without Authority
Topic: Professionalism: A Source of Trust and Respect
74. Don owns and operates Don’s House, a suburban restaurant in a large
metropolitan area. He took Coogie, his assistant manager, to the monthly dinner
owners greeted Don warmly and congratulated him for the chicken salad and
admired the picture of his new grandson, Don Jr. Don introduced Coogie to each
one in turn, saying, “Coogie, this is [owner’s name] from [owner’s restaurant].
They have the best [something] in town. Coogie here perfected my chicken salad
recipe!” Coogie did not remember any of the names, and had forgotten all his
chicken salad stories by the time they finally sat down. Ray from “The Place in
something different once in a while. Pretty soon, the other guys started hanging
out with us and we decided to do the dinner routine. We formed the association
to put that little decal doodad in our front windows. Customers like that kind of
stuff, you know. Want to come again next month? Maybe we can work on the
names a little bit beforehand. I almost died laughing when you called Tubby
Jones ‘Sir.’ That was terrific.” Please refer to this scenario for the following
question.
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution
in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution
in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
75. Don owns and operates Don’s House, a suburban restaurant in a large
metropolitan area. He took Coogie, his assistant manager, to the monthly dinner
meeting of the local restaurant owner’s association. The restaurant owners take
turns hosting the event, providing dinner for each other. Each restaurant shares a
taste of some agreed upon menu item. Last month, Don’s chicken salad was
voted “the best chicken salad in town.” So, tonight Don is supposed to share the
recipe with the group at Harry’s Harmony Palace. Next week, all member
restaurants will feature “Don’s chicken salad” as a menu special, with a footnote
about Don’s House. The free publicity practically guaranteed Don new visitors
from all over town. Don and Coogie arrived early, going around the room. Other
owners greeted Don warmly and congratulated him for the chicken salad and
admired the picture of his new grandson, Don Jr. Don introduced Coogie to each
one in turn, saying, “Coogie, this is [owner’s name] from [owner’s restaurant].
They have the best [something] in town. Coogie here perfected my chicken salad
recipe!” Coogie did not remember any of the names, and had forgotten all his
chicken salad stories by the time they finally sat down. Ray from “The Place in
the Shade” won the onion soup competition. On the way home, Coogie
commented, “That was terrific! You know everyone in town! How did this start?
Whoever heard of sharing favorite recipes? They really liked my chicken salad,
didn’t they? Thanks, Don. I feel like I made some new friends tonight.” Don
something different once in a while. Pretty soon, the other guys started hanging
out with us and we decided to do the dinner routine. We formed the association
Help Coogie build his power base, social network, and refine his influence
tactics. What can he do before next month’s association meeting? Should he go
to the meeting? What should he do at the meeting?
Student answers will vary, but Coogie should go to next month’s association
meeting. Questions about his long-term career goals may surface. Does Coogie
want to be an owner someday? Don is grooming him, perhaps to be co-owner.
Before the next meeting, he should work on the social network. He should follow
up with everyone he met, a quick e-mail or phone call, asking how the chicken
salad worked out or about any personal detail mentioned. Don will have to help
him with the names. He also has to figure out how to remember names. A