Imagine That You Are Using Expectancy Theory to Motivate a Textbook

question 71

Multiple Choice

Imagine that you are using expectancy theory to motivate a textbook salesperson who does not believe more "calls" will result in greater sales (performance) . Which of the following behaviors would you recommend?

• A)Show the salesperson how to distinguish departments with high-probability sales opportunities from those with low-probability sales opportunities.
• B)Show the salesperson graphically that a direct relationship exists between greater sales and higher commissions.
• C)Attempt to positively influence the importance of commissions or alter the rewards associated with increased sales.
• D)None of these

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Definitions:

Operating Expenses

Costs related to the day-to-day functions of a business outside of direct labor and materials, such as rent, utilities, and office supplies.

Budgeted Cash Disbursements

An estimation of the cash outflows a company anticipates over a specified period, including expenses, payments to creditors, and investments.

Factory Overhead

All indirect costs associated with manufacturing, excluding direct materials and direct labor costs.

Units Produced

The total quantity of goods or products that a company manufactures during a specific period.