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Question
In an era of widespread cultural change within the United States,
a. minority groups must yield to the cultural norms of the majority.
b. multiculturalism presents few challenges to the typical organization.
c. members of the mainstream culture must learn the customs and practices of minority groups, including new immigrants, and take care to avoid giving offense.
d. cultural norms of minority groups are so similar to those of the mainstream culture that knowing the norms of the majority is sufficient for business success.
Case 11.1
Wayne is making a sales call on a new client company. The previous sales professional servicing this account, Tom, left to join another company. Wayne had liked Tom the moment he met him but thought of him as a bit of a slob because of the way he always chewed gum.
Wayne is calling on Cassandra, the operations manager for this company. She is a middle-level manager. As Wayne walks into Cassandra's office, he notes her expensively tailored suit, her professional demeanor, the simple cologne, and the lack of jewelry. Cassandra's appearance and office dcor are reminiscent of the VP's office in Wayne's own company.
During the sales call Wayne is somewhat nervous. He stutters occasionally during the presentation, stumbles over the answers to a couple of Cassandra's questions, and tends to end his statements with a question. At the end of the call, Cassandra thanks him for his visit and the information, and walks out to the main entrance with him, making casual conversation. They shake hands, and Wayne goes on to his next sales call. As she walks back to her office, she thinks, "Should I do business with a company represented by someone with so little self-confidence?"
Answer
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