Paul Is Frustrated by Small Amount of Marketing Support,declining Market

question 59

Multiple Choice

Paul is frustrated by small amount of marketing support,declining market share,and lack of sales manager support for his selling efforts.Paul's selling effort is being influenced by:

• A)Expectancies.
• B)Organizational factors.
• C)Environmental variables.
• D)Organizational citizenship behaviors.

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Definitions:

Unconscious Drives

Inner impulses, desires, or wishes that are not directly accessible to an individual's awareness but influence behaviors and feelings.

Conflicts

Disagreements or disputes between individuals or groups, often resulting from differing needs, values, or interests.

Evolutionary Perspective

A psychological approach that explains human thoughts and behaviors in terms of their adaptive or survival value over the course of human history.

Behavioral Perspective

A way of looking at psychological issues by studying observable behavior and what determines it, without focusing on mental states.