A Basic Model of Motivating Sales Representatives Is

question 2

Multiple Choice

A basic model of motivating sales representatives is:

• A) effort → motivation → performance → rewards → satisfaction
• B) motivation → effort → performance → satisfaction → rewards
• C) motivation → effort → performance → rewards → satisfaction
• D) effort → motivation → performance → satisfaction → rewards

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Definitions:

Peripheral Processing

A mode of information processing in persuasion that involves focusing on superficial cues rather than the central content of the message, often leading to temporary attitude change.

Need For Cognition

A tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving.

Personal Relevance

Degree to which people expect an issue to have significant consequences for their own lives.

Significant Consequences

Outcomes or results of actions that have a notable impact on individuals, groups, or systems, often causing lasting changes.