The less salespeople believe they have internal control over their life,the

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Salespeople who believe they have less internal control over their life are likely to perceive a lower connection between their efforts and outcomes, leading to lower instrumentality estimates. Instrumentality is the belief that a certain level of performance will lead to a specific outcome. If salespeople feel they have little control, they may doubt their actions can lead to desired rewards, thus lowering their instrumentality estimates.

The Less Salespeople Believe They Have Internal Control Over Their