In Light of Attribution Theory, Evaluating the Performance of a Salesperson

question 8

True/False

In light of attribution theory, evaluating the performance of a salesperson is all about the sales manager attributing causes of that performance.

Understand the different motivational theories, including those by McClelland, Herzberg, Skinner, Vroom, and Maslow.

Identify and differentiate between hygiene factors and motivating factors in Herzberg's two-factor theory.

Recognize the implications of reinforcement theory and the role of consequences in behavior modification.

Distinguish between intrinsic and extrinsic rewards and their impact on motivation.

---

Definitions:

Beta

A measure of a stock's volatility in relation to the overall market; a beta greater than 1 indicates higher risk and potential return, while a beta less than 1 implies less risk and return.

Cost of Debt

The effective rate that a company pays on its current debt, including loans, bonds, and any other form of debt.

Cost of Equity

The theoretical earnings paid by a business to its equity holders as compensation for the risk they take by investing.

Preferred Stock

A class of ownership in a corporation that has a higher claim on its assets and earnings than common stock, often paying fixed dividends.