Generally, older, more experienced salespeople have lower valences for rewards that provide food, shelter, clothing, and security and higher valence for rewards that create opportunities for esteem and self-actualization.

Question

Quizplus · Accepted Answer

This is supported by Maslow's Hierarchy of Needs, which states that once basic physiological and safety needs are met, individuals are motivated by higher level needs such as esteem and self-actualization. As older individuals may have already met their basic needs, they may place higher value on opportunities for personal growth and fulfillment.

Generally, Older, More Experienced Salespeople Have Lower Valences for Rewards