Increasing Expectancies, Identifying ________ Outcomes, and Making Performance Instrumental Toward

question 112

Multiple Choice

Increasing expectancies, identifying ________ outcomes, and making performance instrumental toward positive outcomes are all managerial implications of the expectancy theory.

• A)positively valent
• B)positively instrumental
• C)valent-neutral
• D)negatively valent
• E)negatively instrumental

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Definitions:

Center of Influence

A person or organization that has a major impact on opinions or actions within a specific area or community due to their authority, knowledge, position, or network.

Prospecting

The act of searching for potential customers or clients to generate new business opportunities.

Qualified Prospect

A Qualified Prospect is a potential customer who has been assessed and determined to fit the target market's criteria, showing both interest in and the capacity to purchase a product or service.

Purchasing Agent

An individual who is responsible for buying products, equipment, or services for a company or organization, often negotiating terms and prices.