D072 FUNDAMENTALS FOR SUCCESS IN BUSINESS
2025 – COURSE STUDY GUIDE WITH KEY CONCEPTS
AND PRACTICE QUESTIONS AND CORRECT
ANSWERS
Passive-Aggressive Communication Style
Indirect communication style that uses hidden messages to express needs and ideas
Pentagon Papers
Illegal-ethical conflict in which U.S. Government officials leaked top secret papers to
inform the public about government actions during the Vietnam War
People-Oriented Style
Leadership style that is primarily concerned with interpersonal relations in the workplace
Person-job fit
The degree to which a person's skill, knowledge, abilities, and other characteristics match
the job demands
Person-Organization Fit
The degree to which a person's values, personality, goals, and other characteristics match
those of the organization
,Personal Communication
Information that is exchanged between sender and recipient for personal purposes
Personal Competencies
Emotional intelligence competence related to self-awareness, self-regulation, and
motivation
Personal Ethics
Codes, principles, and values that shape our interaction with others
Personality
The relatively stable feelings, thoughts, and behavioral patterns a person has
Power
The ability to influence the behavior of others to get what they want
Process Management
The management initiative to design work processes so that they align with the
organizations strategic goals
, Professional Communication
Information that is exchanged in a business context for the commercial benefit of an
organization
Rational Persuasion
Using facts, data, and logical argument to try and convince others that your point of view is
the best alternative
Referent Power
Ability of a leader to influence people because of their attraction and respect to the leader
Rehearsing
When the receiver is preparing what to say in response instead of actively listening to the
sender's message
Relationship Management
Part of a strategy to engage existing customers in order to retain them and understand their
evolving needs or demands. It is a business paradigm where a business views the
association with its patrons as an ongoing relationship rather than a mere transaction
Reward Power
2025 – COURSE STUDY GUIDE WITH KEY CONCEPTS
AND PRACTICE QUESTIONS AND CORRECT
ANSWERS
Passive-Aggressive Communication Style
Indirect communication style that uses hidden messages to express needs and ideas
Pentagon Papers
Illegal-ethical conflict in which U.S. Government officials leaked top secret papers to
inform the public about government actions during the Vietnam War
People-Oriented Style
Leadership style that is primarily concerned with interpersonal relations in the workplace
Person-job fit
The degree to which a person's skill, knowledge, abilities, and other characteristics match
the job demands
Person-Organization Fit
The degree to which a person's values, personality, goals, and other characteristics match
those of the organization
,Personal Communication
Information that is exchanged between sender and recipient for personal purposes
Personal Competencies
Emotional intelligence competence related to self-awareness, self-regulation, and
motivation
Personal Ethics
Codes, principles, and values that shape our interaction with others
Personality
The relatively stable feelings, thoughts, and behavioral patterns a person has
Power
The ability to influence the behavior of others to get what they want
Process Management
The management initiative to design work processes so that they align with the
organizations strategic goals
, Professional Communication
Information that is exchanged in a business context for the commercial benefit of an
organization
Rational Persuasion
Using facts, data, and logical argument to try and convince others that your point of view is
the best alternative
Referent Power
Ability of a leader to influence people because of their attraction and respect to the leader
Rehearsing
When the receiver is preparing what to say in response instead of actively listening to the
sender's message
Relationship Management
Part of a strategy to engage existing customers in order to retain them and understand their
evolving needs or demands. It is a business paradigm where a business views the
association with its patrons as an ongoing relationship rather than a mere transaction
Reward Power
