Which of the Following Statements About How Personal Characteristics Affect

question 5

Multiple Choice

Which of the following statements about how personal characteristics affect a salesperson's level of motivation is true?

• A) Highly experienced salespeople have higher valences for lower-order rewards than younger, less experienced salespeople
• B) Salespeople with high internal locus of control are likely to have relatively low expectancy and instrumentality estimates
• C) Highly educated salespeople are likely to have lower valences for higher-order rewards
• D) Intelligent salespeople have higher expectancy and instrumentality perceptions than those with less intelligence
• E) Experienced salespeople have smaller expectancy estimates than inexperienced salespeople

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Definitions:

Invisible Hand

A metaphor introduced by Adam Smith to describe the self-regulating nature of the marketplace, where individual self-interests unintentionally benefit society as a whole.

Price Mechanism

The way in which prices rise and fall as a result of changes in demand and supply, guiding the allocation of resources in a market economy.

External Benefit

A benefit from a good or service that is received by someone not directly involved in the transaction or production of that good or service, also known as a positive externality.

Pollution

The introduction of contaminants into the natural environment that cause adverse changes and harm to the ecosystem.