Explain the Contingency Model for Measuring Salesperson Performance and Effectiveness

question 66

Essay

Explain the contingency model for measuring salesperson performance and effectiveness.

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Definitions:

Work Schedule

The planned hours and days that an employee is expected to work within a given period.

Evaluates

The process of assessing or determining the value, significance, or condition of something, often for the purpose of making decisions or drawing conclusions.

Escalation of Commitment

Is a pattern of behavior in which an individual or group continues to invest in a decision despite evidence of its ineffectiveness or the likelihood of negative outcomes.

Perceptual Defense

The psychological mechanism by which individuals protect themselves from information or stimuli perceived as threatening.