The greater the environmental constraints a salesperson sees as restricting performance:
A) The lower the rep's expectancy estimates
B) The lower the rep's valence for rewards
C) The higher the rep's expectancy estimates
D) The higher the rep's valence for rewards
E) The greater the importance of environmental selling

Question

Quizplus · Accepted Answer

Expectancy theory states that an individual's motivation to perform a task is influenced by their expectancy (belief that effort will lead to high performance) and valence (value placed on the rewards for high performance). If a salesperson sees environmental constraints as restricting performance, they may have lower expectations of their ability to perform well (lower expectancy estimates). This would lead to decreased motivation and performance.

The Greater the Environmental Constraints a Salesperson Sees as Restricting