When Prospects Become Customers Who Need to Be Supported,the Organization

question 1

Multiple Choice

When prospects become customers who need to be supported,the organization is in the ________ stage of the customer life cycle.

• A)loss
• B)marketing
• C)customer acquisition
• D)relationship management

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Definitions:

Expectancy

The probability that work effort will be followed by performance accomplishment.

Instrumentality

The perceived relationship between performance and outcomes, suggesting that an individual's effort will lead to a specific result.

Expectancy Theory

A motivational theory that suggests an individual's behavior is determined by their expectations of how much their effort will lead to desired performance and rewards.

Expectancy

The belief about the likelihood that a particular effort will lead to a particular level of achievement or outcome.