Charlotte needs to raise money for a charity benefit she is attending. at lunch, she asks her friend, samantha, to attend the benefit to keep her company and samantha gladly accepts. by the end of lunch, charlotte has told samantha all about the purpose of the benefit and asks if she'd be willing to make a $100 donation to support the cause. what technique did charlotte use?
a. ingratiation
b. door-in-the-face
c. need satisfaction
d. foot-in-the-door
e. adaptive selling

Ajustification for job training programs is that they improve worker productivity. suppose that you are asked to evaluate whether more job training makes workers more productive. however, rather than having data on individual workers, you have access to data on manufacturing firms in ohio. in particu- lar, for each firm, you have information on hours of job training per worker (training) and number of nondefective items produced per worker hour (output). (i) carefully state the ceteris paribus thought experiment underlying this policy question. (ii) does it seem likely that a firm’s decision to train its workers will be independent of worker characteristics? what are some of those measurable and unmeasurable worker characteristics? (iii) name a factor other than worker characteristics that can affect worker productivity. (iv) if you find a positive correlation between output and training, would you have convincingly established that job training makes workers more productive? explain.

On december 31, 2013, coronado company issues 173,000 stock-appreciation rights to its officers entitling them to receive cash for the difference between the market price of its stock and a pre-established price of $10. the fair value of the sars is estimated to be $5 per sar on december 31, 2014; $2 on december 31, 2015; $10 on december 31, 2016; and $8 on december 31, 2017. the service period is 4 years, and the exercise period is 7 years. prepare a schedule that shows the amount of compensation expense allocable to each year affected by the stock-appreciation rights plan.

Differentiate between the trait, behavioral, and results-based performance appraisal systems, providing an example where each would be most applicable.