When the magnitude of a salesperson's instrumentality estimates is relatively small,the sales reps believes there is a high probability that improved performance will lead to more rewards.

Question

Quizplus · Accepted Answer

Instrumentality in the context of motivation refers to the perceived relationship between performance and outcomes. If a salesperson's instrumentality estimates are small, it means they believe that improved performance is unlikely to lead to more rewards, not a high probability.

When the Magnitude of a Salesperson's Instrumentality Estimates Is Relatively