Suppose a sales manager is unhappy with the performance of her sales people and attributes this to laziness on their part.Closer scrutiny of the real situation,however,shows that the sales manager has made a "fundamental attribution error." This means that she has
A)only attended to superficial indicators.
B)inadequately explored the job satisfaction of the sales people.
C)merely stereotyped employees.
D)underestimated the effects of external factors relative to internal factors.
E)ignored her responsibility in the entire process of not holding workers accountable.

Question

Quizplus · Accepted Answer

The sales manager is making a fundamental attribution error by solely attributing the poor performance of her sales team to their laziness, without considering external factors such as a difficult market or inadequate resources. This shows a bias towards internal factors, which is a common mistake in attributing behavior.

Suppose a Sales Manager Is Unhappy with the Performance of Her