Which of the Following Leads to Greater Organizational Commitment by the Salespeople

question 16

Multiple Choice

Which of the following leads to greater organizational commitment by the salespeople?

• A)An evaluation system that emphasizes sales results.
• B)An evaluation system that emphasizes sales behaviors.
• C)An evaluation system that emphasizes sales volumes.
• D)An evaluation system that emphasizes sales dollars.
• E)None of these.

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Definitions:

Demand Characteristic

Features of an experimental setting that cause participants to guess the purpose of the study and change their behavior.

Experimenter Expectancy

The phenomenon where the biases and expectations of the experimenter unconsciously influence the participants of an experiment.

Filler Items

Items included in a questionnaire measure to help disguise the true purpose of the measure.

Automated Procedures

Tasks or operations conducted automatically through the use of technology, software, or machinery, often requiring minimal human intervention.