The Greater the Environmental Constraints a Salesperson Sees as Restricting

question 29

Multiple Choice

The greater the environmental constraints a salesperson sees as restricting performance:

• A) The lower the rep's expectancy estimates
• B) The lower the rep's valence for rewards
• C) The higher the rep's expectancy estimates
• D) The higher the rep's valence for rewards
• E) The greater the importance of environmental selling

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Definitions:

Projection

A defense mechanism where an individual attributes their own unacceptable thoughts, feelings, or motives to another person.

Repression

A defense mechanism where unpleasant thoughts or desires are unconsciously excluded from consciousness.

Blocking Feelings

An emotional defense mechanism where an individual unconsciously or consciously avoids experiencing or expressing certain emotions.

Denial

A defense mechanism where an individual refuses to accept reality or facts, often to avoid uncomfortable emotions or truths.