________ Is the Belief That a Given Level of Performance

question 6

Multiple Choice

________ is the belief that a given level of performance will lead to specific outcomes.

• A)Equity
• B)Expectancy
• C)Instrumentality
• D)Valence
• E)Alignment

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Definitions:

Direct Question

A question that by and large can be answered with a yes or no response or at most by a very short response consisting of a few words.

Primary User

The primary user is the main individual or group of individuals who are the intended users or beneficiaries of a product or service.

Direct Negative-No Question

A type of question that prompts a negative response and is directly tailored to confirm a particular assumption or piece of information.

Opinion Approach

An approach whereby a salesperson shows that the buyer’s opinion is valued.