Expectancy represents the salesperson's estimate of the probability that achieving a certain level of improved performance will lead to the attainment of designated rewards.
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Q68: Process theories of motivation emphasize the kind
Q69: Dual factor theory is based on the
Q70: Equity theory is based on the assumption
Q71: The expectancy theory of motivation proposes that
Q72: Instrumentality reflects the salesperson's perceived probability that
Q74: Valence refers to the desirability of a
Q75: Expectancy is also known as the linkage
Q76: Instrumentality reflects the linkage between performance and
Q77: Valence refers to the attractiveness or desire
Q78: According to expectancy theory, an internal attribution
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