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Salespeople should be evaluated and rewarded only for those activities and outcomes that
Expectancy Theory
A motivational theory suggesting that individuals are likely to act in a certain way based on the expectation that the act will be followed by a desired outcome.
Path-goal Leadership
A theory that suggests leaders should adjust their style to fit the developmental and psychological needs of their followers to achieve the desired goal.
Follower Characteristics
The traits or qualities of individuals who are led by others, which can influence the leadership process.
Work-setting Characteristics
Features or aspects of a workplace environment that affect employees' behavior, performance, and job satisfaction.
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