When a sales manager attributes the poor performance of his or her sales agents to laziness,rather than to the complexity of the project and the innovative products of the competitor,the sales manager is engaging in

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The sales manager is making a dispositional attribution by attributing the sales agents' poor performance to their personality trait of laziness, rather than situational factors such as the complexity of the project and competition from innovative products of the competitor. This error is known as the fundamental attribution error. Self-serving bias refers to taking credit for our successes and blaming external factors for our failures. Selective perception refers to perceiving and interpreting information in a way that is consistent with our existing beliefs and attitudes. The halo effect refers to forming an impression of an individual based on a single characteristic or trait. The contrast effect refers to the tendency to compare two or more things that are similar and perceive differences in a greater way than they actually are.

When a Sales Manager Attributes the Poor Performance of His