The variable that usually has the most impact on the magnitude of instrumentality estimates is the:
A) Mental ability of the salesperson
B) Firm's compensation plan
C) Estimated lag-time from sales commitment to completion
D) Degree of supervisory control
E) Informal feedback system

Question

Quizplus · Accepted Answer

The firm's compensation plan usually has the most impact on the magnitude of instrumentality estimates because it directly affects the relationship between the salesperson's performance and the rewards or consequences of that performance. If the compensation plan is structured to reward high performance, then the instrumentality estimates are likely to be higher as well.

The Variable That Usually Has the Most Impact on the Magnitude