What Do You Expect? (Scenario)

question 26

Multiple Choice

What Do You Expect? (Scenario)
The employees at Acme Toilets Inc. are not working as hard as Jill, their supervisor, would like. The sales representatives aren't meeting their sales quotas, and Jill can't seem to motivate them to try harder. Jill has been studying Vroom's expectancy theory and has decided to try to apply it to her workplace.
-Management has set the reward for meeting sales quotas at a lower level than last year.According to expectancy theory,employee motivation is probably being influenced by low ________.

• A)instrumentality
• B)expectancy
• C)valence
• D)morale

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Definitions:

Indirect Channel

A distribution method that involves intermediaries (such as wholesalers or retailers) to move products from the manufacturer to the consumer.

Inventory Cost

The total expense associated with holding and managing stock, including warehousing and spoilage costs.

Seasonal Demand

Fluctuations in the demand for certain products or services at particular times of the year.

Extending Credit

The practice of allowing a buyer to purchase goods or services now and pay for them at a later date, often involving the assessment of the buyer's creditworthiness.