Percy Is a Sales Representative for a Company in Edmonton

question 280

Multiple Choice

Percy is a sales representative for a company in Edmonton. He's been told that if he meets his sales goals for the month, he will be given an all-expenses-paid trip to Calgary to visit the zoo. Percy has visited the zoo many times before and is not interested in going there again. According to expectancy theory, Percy's sales performance might be influenced by low ___.

• A) valence
• B) expectancy
• C) instrumentality
• D) goals
• E) reinformcement

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