Regina Worked Hard and Successfully as a Salesperson for B&J

question 50

Multiple Choice

Regina worked hard and successfully as a salesperson for B&J Realty Company. For the past three years, she surpassed her peers in quality and quantity of sales. Yet in comparing pay, she discovered that she makes less than two salespeople who are well liked by management. Consequently, she accepted a higher-paying job with B&J's top competitor. To avoid losing other salespeople like Regina, management should understand and apply

• A) Herzberg's theory.
• B) the expectancy theory.
• C) the equity theory.
• D) negative reinforcement.
• E) Theory Y.

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Definitions:

Positive End State

A positive end state refers to the desired and beneficial outcome of a process, plan, or intervention, aimed at improving well-being or resolving a problem.

Cultural Considerations

Factors that recognize and respect the beliefs, languages, interpersonal styles, and behaviors of individuals shaped by their cultural background.

Acculturation and Enculturation

The processes through which individuals learn and adopt the cultural habits of another group (acculturation) and the cultural habits of their native group (enculturation), respectively.

Helper Bias

The tendency for individuals providing support or assistance to others to have preconceived notions or biases that can affect their judgment or behavior.