According to goal-setting theory, an external attribution is an explanation that lies beyond the salesperson's realm of control (such as luck, territory or task difficulty, and unanticipated adverse circumstances).
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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
Q80: Attribution theory attempts to increase motivation by
Q81: Content theories of motivation focus on a
Q82: Negative reinforcement refers to providing salespeople with
Q83: Positive reinforcement represents avoiding an undesirable outcome
Q84: Intrinsic rewards refer to those rewards controlled
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