When a sales manager views the poor performance of his or her sales agents as resulting from their laziness rather than to the innovative product line of a competitor,this is a fundamental attribution error.

Question

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The fundamental attribution error occurs when someone attributes others' behaviors to their character rather than situational factors. Here, the sales manager blames the agents' character (laziness) instead of considering external factors (competitor's product line).

When a Sales Manager Views the Poor Performance of His