Sarah Covington, a sales manager at Synergy Corporation Bank, often keeps low expectations of her team. She feels that they are under qualified for their job and do not have substantial experience to sell a large number of accounts. Covington's team does not feel motivated enough and invariably underperforms and misses targets on a regular basis. Which of the following concepts best explains Covington's team's poor performance?

Question

Quizplus · Accepted Answer

Sarah Covington's low expectations of her team create a self-fulfilling prophecy where the team is not motivated, underperforms, and misses targets. This is because they believe the negative expectations set by their manager, which in turn affects their performance.

Sarah Covington, a Sales Manager at Synergy Corporation Bank, Often