There is great potential for linkage role inaccuracy among salespeople because all three components-activities, performance dimensions and rewards-are multidimensional

Question

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Linkage role inaccuracy occurs when salespeople misunderstand the relationship between their activities, performance dimensions, and rewards. Since all three components are multidimensional, there is a greater chance for confusion and misinterpretation, leading to inaccurate linkage role perceptions.

There Is Great Potential for Linkage Role Inaccuracy Among Salespeople