From the Research Summarized in the Text, Which of the Following

question 38

Multiple Choice

From the research summarized in the text, which of the following categories of personal and organizational variables has the greatest impact on sales performance?

• A) Aptitude
• B) Personal characteristics
• C) Motivation
• D) Role perceptions
• E) No one category has the greatest impact

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Definitions:

Radical Behaviorists

Psychologists who follow a doctrine emphasizing the external behaviors of people and their reactions on a given situation, largely ignoring internal processes like cognition.

Behavioral Observations

The method of studying subjects' actions in their natural settings without intervention.

Internal Processes

Internal processes involve the cognitive, psychological, and physiological operations that underlie an individual's mental and emotional functioning.

Behaviorists

Behaviorists focus on observable behaviors and the ways they're learned, downplaying the role of internal thoughts and feelings.