1. What is personality? Is it possible for an individual to have “no personality”? Explain. (Lesson 1)
2. Of the “Big Five” personality dimensions, which three do you feel are the most important in order to be effective as a sales representative? (Lesson 2)
3. Distinguish between self-esteem and self-efficacy. Is it possible for an individual to have high self-esteem but low self-efficacy? Explain your answer. (Lesson 3)
4. Define learning and describe what people learn in organizations. (Lesson 4)
5. Consider some examples of behaviour that you repeat fairly regularly (such as studying or going to work every morning). What are the positive and negative reinforcers that maintain this behaviour? (Lesson 5)
6. Describe social cognitive theory and the key components? (Lesson 6)
