​A Firm Can Better Align Its Salespersons Goals to Its

question 108

Multiple Choice

​A firm can better align its salespersons goals to its own if

• A)​It bases performance evaluation on revenues
• B)It pays its salespeople a commission based on profits
• C)It pays its salespeople a commission based on sales
• D)​It pays its salespeople a salary

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Definitions:

T-Maze

A type of maze used in animal cognitive research, consisting of a choice point and two or more arms, typically to study learning, memory, or reward association.

Primary Reinforcer

An innately reinforcing stimulus, such as food or drink, which does not require learning to become pleasurable or desirable.

Intrinsic Motivation

Motivation driven by an individual's internal desires to perform a task for its own sake, because it is interesting or enjoyable.

External Incentive

A motivation or stimulus originating from outside an individual that influences their behavior or actions.