Which of the Following Statements About Incentive and Compensation Policies

question 85

Multiple Choice

Which of the following statements about incentive and compensation policies and their effect on motivation is true?

• A) There is likely to be a curvilinear relationship between the likelihood of receiving recognition and promotion and the salesperson's valence for them
• B) The ratio of the total financial compensation of the highest paid salesperson to that of the average salesperson's pay is referred to as the earnings equity ratio
• C) Reward mix, the various types of reinforcements used by the organization, has little effect on employee's valences
• D) In firms where the current financial compensation is relatively high, salespeople will only be satisfied if they are provided with the opportunity to achieve higher-order rewards
• E) Within the reward mix of a typical organization, free merchandise is the most effective motivator

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Definitions:

Unconditioned Stimulus (UCS)

In classical conditioning, a stimulus that naturally and automatically triggers a response without any prior learning.

Robert Rescorla

An American psychologist known for his work on the involvement of cognitive processes in classical conditioning, especially the contingency theory of learning.

Classical Conditioning

A learning process that occurs when two stimuli are repeatedly paired; a response that is initially elicited by the second stimulus is eventually elicited by the first stimulus alone.

Cognitive Focus

Concentration on or dedication of mental resources towards specific thoughts, tasks, or stimuli.