Which of the following attributions of good performance does not have a positive impact on the magnitude of a salesperson's expectancy estimates?
A) A stable internal factor
B) A stable external factor
C) An unstable internal factor
D) An unstable external factor
E) None of the above

Question

Quizplus · Accepted Answer

According to the expectancy theory, a salesperson's expectancy estimates are influenced by the perceived linkage between their performance and the outcomes they expect to receive. The attributions of good performance that have a positive impact on the magnitude of a salesperson's expectancy estimates are stable internal factors (such as ability and effort) and stable external factors (such as task difficulty). Conversely, attributions of good performance that have a negative impact on the magnitude of a salesperson's expectancy estimates are unstable internal factors (such as luck or mood) and unstable external factors (such as chance or the actions of others). Therefore, the best choice is D (an unstable external factor) because it is an attribution that will not positively impact the salesperson's expectancy estimate.

Which of the Following Attributions of Good Performance Does Not