Extrinsic rewards refer to those rewards that are psychological or behavioral in nature and seek to influence and satisfy rewards experienced by managers and customers (e.g., accomplishment, personal growth and development, enhanced self-esteem, and personal worth and recognition).
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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
Q86: When salespeople achieve or surpass a specified
Q87: Non-financial incentives are psychological rewards related to
Q88: Recognition refers to a non-financial reward used
Q89: Sales motivation strategies refer to techniques used
Q90: Sales meetings are relatively short-run competitive events
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