Which of the Following Statements About Instrumentality Perceptions Is True

question 14

Multiple Choice

Which of the following statements about instrumentality perceptions is true?

• A)A salesperson who thinks that more sales will result in a promotion when actually the organization wants him to do more follow-up service can have an inaccurate perception of instrumentality
• B)One variable that has a notable impact on the magnitude of a salesperson's instrumentality is the firm's compensation plan
• C)Sales managers need to compare sales force members' instrumentality perceptions with stated company policies
• D)A sales manager can improve the accuracy of a salesperson's instrumentality perception through closer supervision
• E)All of the above statements about instrumentality perceptions are true

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Definitions:

Maker

The party in a financial transaction who creates or signs a promissory note, thereby agreeing to pay the note's value to a specified party.

Drawer

The person who writes or signs a bill of exchange, such as a check, thus creating a financial obligation.

Sight Draft

A financial instrument that is payable on presentation or sight to the drawer.

Payable

Refers to debts or obligations of an individual or company that are due to be paid to creditors.