Using Expectancy Theory,describe the Thought Process a Pharmaceutical Salesman Might

question 4

Essay

Using expectancy theory,describe the thought process a pharmaceutical salesman might go through if his firm has developed a new drug and provides him the option of staying with his previous products or adding the new product to his account.

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Definitions:

Communication Medium

A tool or channel through which information and messages are conveyed from one entity to another.

Seriousness

The quality of being earnest, grave, or important in manner, thought, or expression.

Quick Response

The ability to react or reply promptly and efficiently to situations or inquiries.

Face-To-Face Conversation

Direct communication between two or more people, in person, allowing for verbal and non-verbal exchanges.