Chad Is a Sales Representative at Great Electronics, an Appliance

question 82

Multiple Choice

Chad is a sales representative at Great Electronics, an appliance retailer. Every time Chad sells an HG appliance, he receives $1.00 from HG. HG is most likely using _____ to encourage salespeople to pitch the HG brand over other brands.

• A) direct promotions
• B) instant rebates
• C) spiffs
• D) supplementary promotions
• E) buyback allowances

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Definitions:

Concurrent Conditions

In a contract, terms under which each party’s performance is conditioned on the performance of the other; occur only when the parties are required to perform for each other simultaneously.

Extrinsic Rewards

Rewards provided by an external source, such as money, grades, or praise, which can motivate behavior that might not occur otherwise.

Intrinsic Rewards

Motivational rewards that are internal to the individual, such as personal satisfaction, a sense of achievement, or a feeling of fulfillment.

Valence Rewards

Refers to the desirability of the reward outcomes, according to the expectancy theory, influencing the motivation of individuals.