Which of the Following Statements About Instrumentality Perceptions Is True

question 31

Multiple Choice

Which of the following statements about instrumentality perceptions is true?

• A) A salesperson who thinks that more sales will result in a promotion when actually the organization wants him to do more follow-up service can have an inaccurate perception of instrumentality
• B) One variable that has a notable impact on the magnitude of a salesperson's instrumentality is the firm's compensation plan
• C) Sales managers need to compare sales force members' instrumentality perceptions with stated company policies
• D) A sales manager can improve the accuracy of a salesperson's instrumentality perception through closer supervision
• E) All of the above

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