Raj sells office-management software to people in the medical profession.His sales manager has advised Raj that one of his goals this year should be to increase the time he spends on after-the-sale service.Once Raj has sold the software,the customer buys upgrades from the manufacturer and will never again buy from Raj.Raj sees after-the-sale service as time that could better spent selling to other customers.In terms of the goal-setting theory,the likelihood that Raj will achieve his sales manager's goal is low due to a lack of goal
A) consistency and uniformity.
B) congruity and consistency.
C) acceptance and commitment.
D) difficulty and acceptance.
E) conformity and flexibility.

Question

Quizplus · Accepted Answer

The likelihood that Raj will achieve his sales manager's goal is low due to a lack of goal acceptance and commitment. Raj does not see the value in spending time on after-the-sale service since it does not directly lead to new sales for him, making him less likely to commit to this goal.

Raj Sells Office-Management Software to People in the Medical Profession