The problem of contextual or background information affecting sales performance, often ignored by sales managers is called _______________ by psychologist Fritz Heider.
A) Quota attainment deficit
B) Motivation management monitoring
C) Fundamental attribution error
D) Frequency allocation factor
E) Attributed allocative efficiency

Question

Quizplus · Accepted Answer

The problem of contextual or background information affecting sales performance is called the fundamental attribution error by psychologist Fritz Heider. This refers to the tendency to attribute a person's behavior to their personality or inherent qualities, rather than considering external factors that may have influenced them. Sales managers who ignore these external factors and solely focus on individual performance may be making this error.

The Problem of Contextual or Background Information Affecting Sales Performance