Some of your lower performing salespeople complain to you about begin stuck with a "bad" territory. They say that the higher performing salespeople have easier territories to sell in. Which of the following theory best describes the salespeople's thinking?

Question

Quizplus · Accepted Answer

The salespeople's thinking is best described by Equity Theory, which suggests that individuals compare their inputs and outcomes to those of others to determine whether they are being treated fairly. The salespeople feel that they are putting in the same effort as the higher performing salespeople but are not getting the same results due to an unfair distribution of territory.

Some of Your Lower Performing Salespeople Complain to You About