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:

Common Goals

Objectives shared by a group of individuals or organizations that provide a unified direction and foster collaboration.

Performance Efficiency

An input measure of resource cost associated with goal accomplishment.

Resource Cost

The total expense incurred in order to utilize a resource, including acquisition, maintenance, and any associated operational costs.

Goal Accomplishment

involves successfully achieving predetermined objectives or targets set by an individual or organization.