Instructor Resource
Neck, Entrepreneurship
SAGE Publishing, 2018
Chapter 14: Developing Networks
Test Bank
Multiple Choice
1.What is the best advice for building networks?
a. build networks with people who are powerful
b. build networks with people in your industry
c. build networks focusing on investors
d. build networks with people who share your values
2. What is social capital?
a. having a network of people who willingly cooperate, exchange information, and build
trusting relationships
b. people with whom you connect on social networks
c. all of your friends and family members
d. business contacts and vendors
3. Which of the following reflects the three dimensions of social capital?
a. financial, product, and service
b. financial, production, and market
c. relational, structural, and cognitive
d. relational, durational, and commitment
4. This dimension describes the type of social ties you have or don’t have.
a. relational
b. structural
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c. dimensional
d. cognitive
5. Paul is assessing his social ties and starts by listing everyone he knows, regardless
of the type of relationship. He then intends to classify them. On which dimension of
social ties is Paul working?
a. relational
b. structural
c. dimensional
d. cognitive
6. This dimension describes the characteristics of your bond with your contacts.
a. relational
b. structural
c. dimensional
d. cognitive
7. When deciding to hire someone for her new startup, Laura states, “We will have to
train him, but he has the right attitude and spirit about this company.” What aspect of
the social network is Laura referring to?
a. relational
b. structural
c. dimensional
d. cognitive
Instructor Resource
Neck, Entrepreneurship
SAGE Publishing, 2018
8. The degree with which you share norms, visions, values, and beliefs with others
describes which of the following dimensions?
a. relational
b. structural
c. dimensional
d. cognitive
9. According to the Organisation for Economic Cooperation and Development,
connections with people who come from different backgrounds and cultures would be
called which of the following?
a. familial
b. bonds
c. bridges
d. linkages
10. Lonney attends a company picnic. Although most of the people in his company are
older and come from different backgrounds, he feels it is important to go since they all
work together. Lonney is acknowledging which of the following aspects about building
social capital?
a. familial
b. bonds
c. bridges
d. linkages
Instructor Resource
Neck, Entrepreneurship
SAGE Publishing, 2018
11. According to the Organisation for Economic Cooperation and Development, the
connections with people who represent a different level of society, such as poor, middle
class, or high society, would be considered what kind of social capital?
a. familial
b. bonds
c. bridges
d. linkages
12. Steve has just started as a telemarketing assistant in a large company. During a
holiday party, he has an extended conversation with the vice president of operations,
during which they discover a common interest in antique maritime artifacts. They talk at
length. What is the characteristic of this new relationship?
a. familial
b. bond
c. bridge
d. linkage
13. Janice asks her grandmother to help her out in her day care center while one of her
employees is out on vacation. What is the nature of the social capital used in this
action?
a. bond
b. bridge
c. linkage
d. generational
14. Our personal social networks populated with people who willingly
cooperate, exchange information, and build trusting relationships with each
other are considered ___________.
Instructor Resource
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a. human capital
b. social capital
c. physical capital
d. emotional capital
15. If you are in a networking group of 20 to 40 people, how many possible referrals and
leads could you obtain from this group?
a. at least 10
b. at least 15
c. 40
d. an almost incalculable number
16. According to the text, what are the three main advantages to networks?
a. more contacts, information, and ideas
b. private information, power, and diverse skillsets
c. sales, contacts, and supporters
d. supporters, sales, and business partners
17. Private information refers to which of the following?
a. information marked confidential by the company
b. information disclosed at a shareholder meeting
c. information passed on after signing a nondisclosure document
d. information not normally available to the general public
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Neck, Entrepreneurship
SAGE Publishing, 2018
18. At a church outing, Kelly learns from one of the participants that he just finished
working with a company’s exterior construction work and that the company is planning
on redoing the landscaping. Kelly uses the opportunity to contact the company about his
landscaping and water conservation products. Kelly is taking advantage of which of the
following?
a. insider trading
b. private information
c. bonds
d. linkages
19. What do diverse skillsets refer to, as they relate to social networks?
a. the full scope of skills required for the production of your product
b. the full scope of skills required for the delivery of your service
c. people with different perspectives, skills, information, and backgrounds
d. people in other professions
20. Power refers to which of the following?
a. senior executives who can introduce you to other powerful people
b. people who have the ability to fund your project
c. experts in the field
d. the ability that you have to convince others of your endeavor.
21. Casey makes sure that he introduces himself to an IT director of a company he has
been interested in, even though the director is not familiar with Casey’s profession of
market research. Why would Casey feel it was an important connection?
a. the director might hire him for his research skills
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b. the director has power within the organization
c. the director represents a bond
d. the director has a different skillset.
22. According to the Organisation for Economic Cooperation and Development,
connections with people who are just like us, such as family, friends, and others who
have a similar cultural background or ethnicity are called ________.
a. familial
b. bonds
c. bridges
d. linkages
23. Caine has been asking her boss for a promotion. Yesterday, Caine’s supervisor
asked Caine to take on an assignment that will require some overtime. The task is
difficult, but the supervisor says that she will coach her through it. Caine considers the
assignment but thinks that it will be too much work and declines. What advantage to
networking did Caine decline?
a. psychosocial support
b. role modeling
c. social banking
d. career support
24. Which of the following would be most strongly associated with psychosocial
support?
a. sponsorship
b. coaching
c. personal feedback
d. career support
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25.Marcus tells his best friend about issues he is having with his new startup. He is
about to close the business because he has been rejected for funding twice. His friend
reminds Marcus that he often gives up just before the big win. He reminds him of similar
situations and how trying a little longer would have paid off or did pay off. What
advantage to social networking can Marcus benefit from in this situation?
a. career support
b. personal feedback
c. confirmation
d. acceptance
26. What characteristics may impede an individual from building networks while still a
student?
a. lack of good role models
b. lack of access to mentors
c. impression management and lack of confidence
d. knowledge
27. Which of the following is considered the act of paying conscious attention to the way
people perceive you, and attempting to be perceived in a certain way?
a. impression management
b. interview management
c. social dishonesty
d. manipulative
Instructor Resource
Neck, Entrepreneurship
SAGE Publishing, 2018
28. Kirby is selling to an IT company that is known for a casual work attire. Even though
Kirby has just finished with a presentation and is in a sports jacket and tie, he stops off
at home to put on a casual shirt and sweater. What is Kirby’s action indicative of?
a. duplicity
b. reflection management
c. impression management
d. social mobility
29. Being aware of your body language, being polite and courteous, and being confident
and open are all forms of ________________.
a. impression management
b. attitude adjustment
c. self-confidence
d. nonverbal management
30. In the context of stakeholders, self-selection ties in with the idea of ___________.
a. enrollment
b. sales
c. attitude
d. impression management
31. Which of the following is NOT one of Peter Senge’s three guidelines for enrollment?
a. Let the other person choose.
b. Be confident
c. Be truthful
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d. Be enrolled yourself
32. The process of __________ your network involves staying in touch through
occasional interaction.
a. managing
b. monitoring
c. maintaining
d. mediating
33. Trice is a fellow student who heard about your business idea and put you in contact
with his brother-in-law who might have similar interests. What is the role that Trice is
playing?
a. a mentor
b. a self-selected stakeholder
c. a role model
d. he is just being nice guy
34. A self-selected stakeholder is characterized by which of the following?
a. He or she is willing to fund the company or purchase stock.
b. He or she has asked for a personal pitching session to see if your idea can be
embraced.
c. He or she has some potential gain or loss in your company.
d. He or she feels motivated to help you gain access to information and resources that
you currently do not have.
Instructor Resource
Neck, Entrepreneurship
SAGE Publishing, 2018
35. What is the motive of a self-selected stakeholder?
a. They anticipate some form of gain form the relationship.
b. They anticipate that you will want to help them in return.
c. They are moved by your vision and want to be a part of it.
d. They make a habit of supporting entrepreneurs, much like venture capitalists.
36. Peter Senge, founding chairperson for the Society for Organizational Learning,
suggests which of the following for engaging others in your vision?
a. Emphasize the highest possible benefits of your product or services.
b. Be confident of your own vision or opportunity. Believe in it.
c. Prepare a well-organized pitch.
d. Try to convince people by understanding potential objections.
37. Which of the following is one of the best ways to form a range of diverse
connections with self-selected stakeholders?
a. pitch your product to a large number of people
b. engage in shared activities that attract people from different experiences and
backgrounds
c. join the chamber of commerce
d. join groups of other entrepreneurs
38. What is a Meetup group?
a. a nickname for informal meetings
b. an international network for entrepreneurs
c. local meetings with others who share a similar interest of any kind
Instructor Resource
Neck, Entrepreneurship
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d. networking meetings sponsored by the local chamber of commerce
39. Which of the following would represent a successful networking venture?
a. a large stack of business cards and business contact information
b. a good conversation with someone in which you exchanged information
c. a good conversation that resulted in a sale
d. inclusion in the formal membership of the group
40. Carlos has just entered a networking event and looks around the room. Which of the
following groups would indicate that Carlos could easily enter the group and make a
contribution?
a. a medium-size group that is engaged in the talk of an obviously knowledgeable
person
b. a small group that is standing with shoulders apart and glancing occasionally to see
who is in the room
c. a small group that is actively discussing a topic
d. a group of two people taking turns talking and are standing apart; occasionally, they
interrupt each other to interject their opinion
41. What conversational stance does a good networker take?
a. generally takes the lead in the conversation
b. actively listens, leaning forward, and mirroring the speaker’s gestures
c. tends to join the larger group where more people can hear his or her message
d. will listen at first, then turn the conversation to his or her entrepreneurial goal
Instructor Resource
Neck, Entrepreneurship
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42. Guy Kawasaki, author of The Art of the Start, suggested the following tip to avoid
canned email or the appearance of mass mailing.
a. send the emails out on different days
b. send the email out using a personal email account
c. mention at least one personal item
d. address the email with the person’s name
43. Which of the following actions is suggested for finding a mentor?
a. send out a letter to influential people asking if they will be your mentor
b. consider who in your personal network knows you best
c. let people know at networking events that you are looking for a mentor
d. look for directories of mentors in one of the major networking organizations
44. What social website is one of the easiest ways of connecting with people you don’t
know?
a. Facebook
b. LinkedIn
c. Twitter
d. Instagram
45. YouTube is used primarily by entrepreneurs for which of the following?
a. as a primary social networking site
b. for identifying experts and watching video tutorials
c. for finding role models
d. for posting links to interesting YouTube videos on your blogs and websites
Instructor Resource
Neck, Entrepreneurship
SAGE Publishing, 2018
46. If you see someone standing alone at a networking event, you should
_______________.
a. leave the person alone
b. hand him or her your business card and walk away
c. not approach until you see someone else do so
d. approach him or her and try to strike up a conversation
47. Which of the following best describes the purpose of a founding team?
a. to brainstorm business ideas, finding one that will be most profitable
b. to build and grow the company and provide economic and social return
c. to fund the business and create its business structure
d. to finalize the business product or service
48. According to research studies, what element was reported as the most important
factor to new venture success?
a. the uniqueness of the product or service to fulfill a customer need
b. the financial support to help the company through the initial years
c. the lead entrepreneur and quality of the initial team
d. the size of the lead entrepreneurs network