The firm's compensation plan has a notable impact on the magnitude of a salesperson's instrumentality.

Question

Quizplus · Accepted Answer

The compensation plan plays a crucial role in determining the extent to which a salesperson can connect their performance to the rewards they receive. A well-designed compensation plan with clear and attainable goals can increase a salesperson's instrumentality and motivate them to work harder towards achieving their targets. On the other hand, a poorly designed or unclear compensation plan can decrease a salesperson's instrumentality and demotivate them from putting in extra effort to achieve their targets.

The Firm's Compensation Plan Has a Notable Impact on the Magnitude