When the Magnitude of a Salesperson's Instrumentality Estimates Is Relatively

question 37

True/False

When the magnitude of a salesperson's instrumentality estimates is relatively small, the sales rep believes there is a high probability that improved performance will lead to more rewards.

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Definitions:

Transference

In psychotherapy, the process by which patients unconsciously redirect feelings and desires from a significant person in their past to the therapist.

Genuineness

The quality of being truly what something or someone is said to be; authenticity, especially valuable in the context of therapeutic relationships.

Empathy

is the ability to understand and share the feelings of another, a crucial skill in effective communication and relationship-building.

Neacsiu and Linehan

Refer to researchers associated with Dialectical Behavior Therapy and its development, particularly in the treatment of borderline personality disorder.