The Valence for the Performance of a Person in Sales

question 40

Multiple Choice

The valence for the performance of a person in sales is a function of:

• A) The person's estimate of the probability that increased performance will yield increased rewards
• B) Instrumentality and valence for rewards
• C) The person's relative desire for rewards
• D) How the person perceives the desirability of improved performance
• E) How the person perceives the linkage between performance and rewards

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Definitions:

Acquisition Cost

The total cost associated with acquiring an asset, including the purchase price and any additional expenses necessary to get the asset ready for use.

Double-Declining-Balance

A method of accelerated depreciation that doubles the straight-line depreciation rate; it applies this rate to the book value of the asset at the beginning of each year.

Depreciation

The process by which a business spreads out the cost of a capital asset over its expected useful life.

Double-Declining-Balance

A method of accelerated depreciation which doubles the straight-line depreciation rate, resulting in a faster depreciation of assets in the early years of their life.