Name- Abhishek Bhatt

Roll No- AU2110243

Section- 3
Exam- MGT-111

Undertaking
I certify that I have not violated the University Code of Conduct during this
examination.

Abhishek Bhatt

Student Name/Signature
Date- 13/12/2021

Answers
A) It is a learning process. People acquire changes in their behavior through
observation, instruction and experience. They observe people using the
escalator and then accommodate to it.

Situation- You start up a business of cloth manufacturing. You manage to

capitalize funds into your business, you also manage to target perfect set
of audience and manufacture according to the current preferences of
consumers but you are unable to get customers. You decide to know what
other manufacturers are doing and you observe that they are using a
concept called social marketing which enormously increase their sales. So
you decide to learn that skill and use it to increase your sales. You
observe, learn and then experience. This is called learning.

B) Bounded rationality. Here you satisfice. You settle for the first best
alternative rather than the true best alternative.

Situation- A firm faces loss of it’s warehouse because of fire. It urgently

require another warehouse to store the remaining goods. The firm decides
 to rent a warehouse because it has faced a major loss and it cannot face
such a huge expense of buying a place at that point of time. Although
they know that buying is better than renting in long term but still they go
for renting. They satisfice to get the work going.

C) Terminal Values- Values are divided into two parts terminal values and
instrumental values. But when you concentrate more on your desirable
ends than your medium you refer to terminal values.

Situation- You work as a CEO of a food manufacturing firm. Your sole

motive is to make your customers happy by providing them quality and
taste-filled food. Once, when you conducted survey regarding your
customers review you found out that they are facing major delivery issues
regarding irrational and arrogant behaviors of your delivery man. Hence,
you remove 10-5 of your man who are accused of such behaviors. It will
create a loss of human resources and also increase your expenses to hire
new superior employees, but for you making your customer happy is
more important, i.e your ends are more important.

D) Blind spot(Johari window). There is a hidden window where the person

doesn’t know what other thinks about him. He might irritate the people
around, but for him it is a blind spot as he is unaware about it.

Situation- You are really tired of one of your colleagues who uses harsh
languages when you are sitting and chilling. Your colleague isn’t aware
about what you think of him. There creates a blind spot between you and
him/her. This is not desirable in an organization. You might consider
telling him about what you think and move from the blind to open
window.

E) Operant conditioning- You continue a behavior which has positive

reinforcement or consequences but ignores one which have negative
reinforcement.

Situation- You are the general manager of a newly opened restaurant.

People complain you about the surplus amount of salt in the food items
which they dislike. According to you, this was the cooking style of the
restaurant where you made your food a bit saltier to enhance the taste but
This has also resulted in lesser profits lately. Hence you decide to hold a
meeting among your cooking staff, discuss the problem and resolve it.
 You change the cooking style of your restaurant so you get positive
reinforcement.

F) Potential Abilities(Zone of Proximal Development)- If given the correct

guidance and motivation and if one is potential enough he can complete
the task.

Situation- If you are working in a partnership firm and your partner does
know anything about marketing and advertising. In disbelief, he decides
to drop the partnership but you encourage him and make him think about
the profits they can make in future. You motivate him to learn the
marketing skills and it encourages him and he learns it. This is the third
stage of proximal development where if given the correct guidance, one
can work up to his potential.