If a salesperson believes that her poor performance was due to a difficult competitive environment, then her expectancy estimates for the next period will be lower.

Question

Quizplus · Accepted Answer

If a salesperson believes that external factors such as competition have negatively affected their performance, they may have lower expectancy estimates for the next period. This is because they may feel that their efforts will be less effective due to the external challenges they face.

If a Salesperson Believes That Her Poor Performance Was Due