Don, a Sales Clerk, Believes That If He Satisfies His

question 6

Multiple Choice

Don, a sales clerk, believes that if he satisfies his customers based on the methods covered in his company's sales training seminar, his incentives would increase.Which of the following components of the expectancy theory does Don's belief illustrate?

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

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Definitions:

Time And Materials Contract

A contract agreement where payment is based on the actual labor hours worked and materials used.

Labor-Hour Contract

A contract in which payment is made based on the number of hours worked, typically used for projects where the scope is not clearly defined.

Hourly Rate

The amount of money paid for each hour of work.

Incentive Fee Contract

A contract type that provides additional compensation to the contractor for exceeding performance targets.