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:

Situational Leadership Theory

A leadership model that proposes the effectiveness of leadership depends on the situational context and the adaptability of the leader.

Leadership Style

The manner and approach of providing direction, implementing plans, and motivating people within a leadership role.

Trait Approach

A perspective in psychology that focuses on the identification and measurement of specific personality traits to understand and predict human behavior.

Task Oriented

Focused on completing tasks and achieving objectives efficiently, often prioritizing work and goals over social or emotional considerations.