In the Context of Expectancy Theory, Which of the Following

question 101

Multiple Choice

In the context of expectancy theory, which of the following is a difference between expectancy and instrumentality?

• A) Unlike instrumentality, when expectancies are strong, employees figure that no matter what they do or how hard they work, they will not be able to perform their jobs successfully, so they do not work harder.
• B) Unlike expectancy, when instrumentality is weak, employees believe that improved performance will lead to better and more rewards, so they choose to work harder.
• C) Expectancy is the perceived relationship between effort and performance, whereas instrumentality is the perceived relationship between performance and rewards.
• D) Expectancy is the attractiveness or desirability of various rewards or outcomes, whereas instrumentality is the perceived relationship between effort and rewards.

Recognize the importance of learning by observation and its role in behavior according to behavioral theories.

Understand the sociocultural model's unique aspects, including community treatment and prevention strategies.

Comprehend cognitive theories, including the focus on thinking processes and the conception of cognitive distortions.

Understand the various models of abnormality (biological, cognitive-behavioral, etc.) and their implications for understanding and treating abnormal behavior.

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Definitions:

Handling Objections

The skill of addressing and overcoming doubts or concerns potential customers have regarding a product or service.

Follow-Up

The action of maintaining contact and communication with clients or prospects after an initial meeting, presentation, or sale to nurture relationships or conclude a deal.

New Prospects

Potential customers or clients who have been recently identified as having the interest or capability to purchase a product or service.

Sales Presentation Experience

Sales presentation experience refers to the skills and knowledge gained from creating and delivering effective sales pitches to potential customers.