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:

Raw Materials Inventory

The total cost of all the components needed to manufacture a product that a company has in stock.

Cost of Direct Materials

Refers to the total cost of raw materials that are directly used in the production of goods.

Factory Depreciation

The process of allocating the cost of a physical factory plant and its equipment over its useful life, reflecting wear and tear over time.

Total Raw Materials

The sum of all raw materials that are available for use in the production process, including both those already in process and those in stock waiting to be used.