Salespeople with a high internal locus of control are likely to have relatively high expectancy and instrumentality estimates.

Question

Quizplus · Accepted Answer

Salespeople with a high internal locus of control believe that they can control the outcome of their actions and are more likely to have high expectancy and instrumentality estimates. They believe that their efforts will lead to desired outcomes and that they have the necessary skills and abilities to achieve their goals. Therefore, they are more motivated to put in the effort and achieve their targets.

Salespeople with a High Internal Locus of Control Are Likely