Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
Test Bank
Chapter 5: The Manager as Decision–Maker: Cross–Cultural Dimensions
of Decision–Making
Multiple Choice
1. The study of managerial decision-making is typically divided into ______ approaches about what
managers should do and ______ approaches about what managers actually do.
A. descriptive, predictive
B. prescriptive, descriptive
C. diagnostic, descriptive
D. predictive, prescriptive
2. On the ______ side of managerial decision-making, the rational or optimizing model of decision-
making is based on a set of assumptions about how a decision should be made.
A. descriptive
B. prescriptive
C. diagnostic
D. predictive
3. In the study of managerial decision-making, the goal of the rational decision-maker is to make a(n)
______ choice between specific, clearly defined alternatives.
A. optimal
B. minimal
C. weighted
D. prescriptive
4. Which of the following is NOT a step in the rational decision process?
A. Select the optimal solution
B. Weight the problem
C. Generate the alternatives
D. Identify decision criteria
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
5. In the ______ step of the rational decision process, managers must recognize that a decision is
needed and identify the problem.
A. weight decision criteria
B. evaluate the alternatives
C. problem definition
D. identify decision criteria
6. Liam is working his way through the rational decision process. Right now, he is trying to identify all the
conditions that should be considered. Liam is at the ______ stage of rational decision-making.
A. select the optimal solution
B. weight decision criteria
C. generate the alternatives
D. identify decision criteria
7. Emma is making a decision about which of her subordinates to promote. She has decided which skills
are important to the decision. Right now, she is struggling to identify which skills she should give the
highest priority in her decision. Emma is at the ______ stage of rational decision-making.
A. problem definition
B. weight decision criteria
C. generate the alternatives
D. evaluate the alternatives
8. In the ______ step of the rational decision process, the decision-maker needs to identify all possible
ways to satisfy the decision criteria.
A. identify decision criteria
B. generate the alternatives
C. select the optimal solution
D. evaluate the alternatives
9. Noah is trying to pick a new vendor for his organization. He has several criteria for his choice, but the
most important one is that vendor be environmentally conscious. As Noah compares each vendor to his
criteria, he is in the ______stage of rational decision-making.
A. evaluate the alternatives
B. problem definition
C. select the optimal solution
D. criteria consideration
10. In the ______ step of the rational decision process, the decision-maker multiplies the expected
effectiveness of each alternative on each criterion times the weighting of each criterion for each
solution.
A. generate the alternatives
B. problem definition
C. identify decision criteria
D. select the optimal solution
11. Managers from cultures with a ______ orientation, such as the United States, might be prone to
identify a situation as a problem to be solved.
A. doing
B. being
C. restricted
D. satisficed
12. ______ cultures, such as the United States and France, are likely to have decision-making authority
vested in only a few high-ranking individuals.
A. Prescriptive
B. Vertical individualist
C. Horizontal collectivist
D. Being
13. ______ cultures are likely to push decision-making well down in the organizational structure and
involve large numbers of people.
A. Normative
B. Vertical individualist
C. Doing
D. Horizontal collectivist
14. Regardless of normative cultural variation, the optimization decision model assumes that decision-
makers can do all of the following EXCEPT:
A. accurately assess the implications of each alternative
B. identify all decision criteria
C. make decisions in the same amount of time
D. be aware of all available alternatives
15. Individual judgment is ______in its ability to be rational because decision-makers often must deal
with incomplete information about the problem, the decision criteria, and even their own preferences.
A. bounded
B. unbounded
C. weighted
D. satisficed
16. Harper has limited time to make a decision about which marketing plan to use. She does not know
much about marketing strategy, but she will apply what she can rather than trying to gather all the
information. Harper is using the ______ model of decision-making.
A. doing
B. optimizing
C. being
D. satisficing
17. Because of limits to rationality, decision-makers most often ______ rather than optimize.
A. weight
B. generate
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
C. satisfice
D. identify
18. The ______ model of decision-making suggests that decision-makers use one of four decision styles
to cope with the psychological stress of making a decision: vigilance, complacency, defensive avoidance,
and hypervigilance
A. doing
B. satisficing
C. normative
D. conflict
19. Which of the following is NOT a decision style used to cope with the psychological stress of making a
decision in the conflict model of decision-making?
A. vigilance
B. optimizing
C. defensive avoidance
D. hypervigilance doing
20. In the conflict model of decision-making, the decision style of ______ is a pattern consisting of
carefully collecting facts and considering alternatives.
A. vigilance
B. defensive avoidance
C. hypervigilance
D. complacency
21. In the conflict model of decision-making, the decision style of ______involves either ignoring the
decision completely or simply taking the first available course of action.
A. hypervigilance
B. interdependence
C. hypervigilance
D. complacency
22. In the conflict model of decision-making, the decision style of ______ involves passing the decision
off to someone else, putting off the decision, or devaluing the importance of making a decision.
A. complacency
B. vigilance
C. defensive avoidance
D. interdependence
23. In the conflict model of decision-making, the decision style of ______ involves making a hasty, ill-
conceived decision.
A. complacency
B. hypervigilance
C. vigilance
D. interdependence
24. Ethan was supposed to make a decision about when the new interns would be hired. Rather than
decide, he ignored making the decision until the deadline past. In the conflict model of decision-making,
it would appear that Ethan’s decision style is ______.
A. hypervigilance
B. interdependence
C. hypervigilance
D. complacency
25. Mason’s boss asked him to run the staff meeting while she was on a business trip. Instead of doing
so, Mason asked Ava to run the meeting. In the conflict model of decision-making, it would appear that
Mason’s decision style is ______.
A. complacency
B. vigilance
C. defensive avoidance
D. interdependence
26. Isabella decided to cancel her flight at the last minute so she could have lunch with a colleague after
a meeting. Because she made the decision in haste, she did not realize that the cancelled flight would
cost her a large amount of money and keep her from returning to the office on time. In the conflict
model of decision-making, it would appear that Isabella’s decision style is ______.
A. complacency
B. hypervigilance
C. vigilance
D. interdependence
27. ______ are rules of thumb (cognitive tools) that people use to simplify decision-making.
A. Heuristics
B. Availability
C. Representativeness
D. Anchoring
28. Which of the following is NOT one of the three general heuristics that are used to simplify decision-
making?
A. anchoring and adjustment
B. representativeness
C. stereotyping
D. availability
29. ______ influences managers’ judgments of the frequency, probability, or likely causes of an event.
A. Representativeness
B. Anchoring
C. Heuristics
D. Availability
30. Managers often ignore base rates in favor of how well a particular example matches their
expectation. ______can overrule the logic of probability.
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
A. Availability
B. Representativeness
C. Adjusting
D. Heuristics
31. A common decision bias relates to an unrealistically positive ______, which is stronger in people
with an independent self-concept.
A. reward allocation
B. deference
C. motivation
D. self-evaluation
32. ______ criteria include equity, equality, need, and seniority.
A. Deference
B. Reward allocation
C. Unrealistically positive self-evaluation
D. Independent self
33. In hierarchical societies with high-power distance, there is a strong preference for ______ over
______ in reward allocation decisions.
A. equity, equality
B. seniority, equity
C. need, equality
D. deference, equity
34. In reward allocation decisions, ______ implies that rewards are based on performance.
A. nurturance
B. deference
C. seniority
D. equity
35. The emphasis on ______in collectivist cultures suggests that fairness might be perceived to result
from equality as opposed to equity in reward allocation.
A. harmony
B. need
C. equity
D. nurturance
36. Collectivist societies also show a higher propensity to allocate rewards according to ______than do
individualists.
A. need
B. equality
C. nurturance
D. deference
37. Collectivist cultures might be more prone than individualists to see reward allocation based on
______ as fair.
A. equity
B. seniority
C. skills
D. deference
38. A ______ philosophy is a set of principles used to decide what is right or wrong.
A. ethics
B. selective
C. cognitive
D. moral
39. ______ models focus on the outcomes or consequences of a decision to determine whether the
decision is ethical.
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
A. Consequential
B. Cognitive
C. Utilitarianism
D. Consequences
40. ______ is the moral doctrine that we should always act to produce the greatest possible balance of
good over harm for everyone affected by our decision.
A. Utilitarianism
B. Moral principle
C. Cognitive morals
D. Outcomes
41. Rule utilitarians espouse the view that, if followed, ______ will maximize the benefits to all and can
be used as a shortcut to the complexity of evaluating the utility of each decision.
A. cognitive morals
B. consequences
C. utilitarianism
D. general moral rules
42. ______principles hold that human beings have certain fundamental rights and that a sense of duty
to uphold these rights is the basis of ethical decision-making rather than a concern for consequences.
A. Consequences
B. Deontological
C. Cognitive morals
D. Moral principle
43. In cultural relativism, ______ are legitimate only to the extent that they reflect the habits and
attitudes of a given culture.
A. outcomes
B. moral concepts
C. cognitive morals
D. utilitarianism
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
44. ______implies that one should not impose one’s own ethical or moral standards on others and that
international decisions should be evaluated in context.
A. Cognitive morals
B. Moral principle
C. Cultural relativism
D. Utilitarianism
45. ______ reflect principles so fundamental to human existence that they transcend religious,
philosophical, or cultural differences.
A. Habits
B. Hypernorms
C. Control
D. Ethical dilemma
46. ______ moral development is an approach to understanding ethical decision-making that focuses on
the mental determination of right and wrong based on values and social judgments.
A. Situational
B. Deontological
C. Hypernormal
D. Cognitive
47. Which of the following is NOT one of the six stages of moral development?
A. Obedience and punishment.
B. Interpersonal accord, conformity, mutual expectations
C. Instrumental purpose and exchange
D. Deontology
50. In the stages of moral development model, the ______stage involves sticking to rules to avoid
physical punishment and obedience for its own sake.
A. social accord and system maintenance.
B. interpersonal accord, conformity, mutual expectations
C. instrumental purpose and exchange
D. obedience and punishment
51. In the stages of moral development model, the ______ stage involves the following rules only when
it is in one’s immediate interest and viewing right as an equal exchange, a fair deal.
A. principled perspective
B. interpersonal accord, conformity, mutual expectations
C. instrumental purpose and exchange
D. obedience and punishment
52. In the stages of moral development model, the ______ stage involves stereotypical “good” behavior
and living up to what is expected by people close to you
A. social accord and system maintenance
B. interpersonal accord, conformity, mutual expectations
C. instrumental purpose and exchange
D. universal ethical principles
53. In the stages of moral development model, the ______ stage involves fulfilling duties and obligations
to which you have agreed and contributing to society.
A. social accord and system maintenance
B. interpersonal accord, conformity, mutual expectations
C. universal ethical principles
D. obedience and punishment
54. In the stages of moral development model, the ______ stage involves being aware that people hold
a variety of values and that rules are relative to the group.
A. social accord and system maintenance.
B. social contract and individual rights
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
C. instrumental purpose and exchange
D. obedience and punishment
55. In the stages of moral development model, the ______ stage involves following self-chosen ethical
principles and acting in accordance with principles when laws violate these principles.
A. universal ethical principles
B. interpersonal accord, conformity, mutual expectations
C. instrumental purpose and exchange
D. obedience and punishment
56. Stages in the stages of moral development model relate to age-based stages in human development.
In general, children under the age of 9 are at ______.
A. level 5
B. level 1
C. level 4
D. level 3
57. Which of the following is NOT one of the four steps involved in the process of ethical decision-
making?
A. identifying the ethical nature of an issue
B. establishing ethical intent
C. selecting an ethical framework to apply
D. making an ethical judgment
58. ______ is the extent to which one believes that an outcome is the result of one’s own efforts.
A. Equity
B. Locus of control
C. Ethics
D. Situational factors
59. ______ is the extent to which people depend on information from external reference points.
A. Level of moral judgment
B. Situational factors
C. Locus of control
D. Field dependence
1. The cognitive model of decision-making suggests that a decision-maker must have a clear goal and a
comprehensive set of alternatives from which to choose, which are themselves weighted according to
known criteria and preferences, and can choose the alternative that has the highest score.
2. The activity orientation of the culture might influence when a situation is defined as a problem.
3. The amount of information that a person considers before making a final decision is culture bound.
4. Individual judgment boundaries exist because decision-makers often must deal with incomplete
information about the problem, the decision criteria, and even their own preferences.
5. Heuristics are rules of thumb that people use to simplify decision-making.
6. The three general heuristics that are used to simplify decision-making are availability,
representativeness, and anchoring and adjustment.
7. Heuristics are the extent to which instances or occurrences of an event are readily brought to mind.
8. Consequential models focus on the outcomes or consequences of a decision to determine whether
the decision is ethical.
9. Utilitarian principles hold that human beings have certain fundamental rights and that a sense of duty
to uphold these rights is the basis of ethical decision-making rather than a concern for consequences.
10. In cultural relativism, moral concepts are legitimate only to the extent that they reflect the habits
and attitudes of a given culture.
11. Cognitive moral development is an approach to understanding ethical decision-making that focuses
on the mental determination of right and wrong based on values and social judgments.
1. Moral concepts are legitimate only to the extent that they reflect the habits and attitudes of a given
culture, according to ______.
2. What are the four decision styles to cope with the psychological stress of making a decision in the
conflict model of decision-making?
3. ______ are rules of thumb (cognitive tools) that people use to simplify decision-making.
4. What are the three general heuristics that are used to simplify decision-making?
5. The moral doctrine that we should always act to produce the greatest possible balance of good over
harm for everyone affected by our decision is called ______.
6. ______ espouse the view that, if followed, general moral rules will maximize the benefits to all and
can be used as a shortcut to the complexity of evaluating the utility of each decision.
7. The principles that hold human beings have certain fundamental rights and that a sense of duty to
uphold these rights is ______.
Essay
1. Describe rational decision-making and how it is limited by cognition and culture.
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018
Ans. The rational model of decision-making suggests that a decision-maker must have a clear goal and a
comprehensive set of alternatives from which to choose, which are themselves weighted according to
known criteria and preferences, and can choose the alternative that has the highest score. Steps in the
rational decision process are problem definition, Identify decision criteria, weight the criteria, generate
2. Describe heuristics and the impact that culture has on them.
3. Discuss one of the moral philosophies for making ethical judgments. Provide an example.
4. Describe the stages of moral development proposed by Kohlberg. What are the implications of culture
for ethical decision-making?
Ans:
1. Stage one: Obedience and punishment, sticking to rules to avoid physical punishment, and
obedience for its own sake.
Instructor Resource
Thomas/Peterson, Cross-Cultural Management, 4e
SAGE Publishing, 2018