__________ theory holds that sales people will allocate their effort depending on the probability of that effort improving their performance and rewards.
A)Determinism.
B)Pre-destination.
C)External evaluation.
D)Expectancy.

Question

Quizplus · Accepted Answer

Expectancy theory proposes that salespeople will put in effort based on the belief that their hard work will lead to improved sales performance and eventually, better rewards such as bonuses or promotions. In simpler terms, salespeople are likely to allocate their effort depending on the probability of that effort improving their performance and rewards. This theory is one of the most widely accepted frameworks used to understand how salespeople are motivated to achieve their goals.

__________ Theory Holds That Sales People Will Allocate Their Effort