Asked by Rajbeer Sandhu on Jul 20, 2024
Verified
A sales representative for the company's largest account lost the account to a competitor.According to the expectancy model,this mistake would be an example of which of the following?
A) valence
B) instrumentality
C) second-level outcome
D) first-level outcome
Largest Account
Refers to the customer or client that generates the highest revenue for a company, often receiving special attention or terms due to their importance.
Expectancy Model
A psychological theory that explains the process of motivation by associating efforts with performance and desirable outcomes.
Mistake
An action or judgment that is misguided or wrong.
- Comprehend the fundamental aspects of expectancy theory, encompassing its elements (expectancy, instrumentality, and valence) and how they interrelate.
Verified Answer
LL
Logan LaurentJul 24, 2024
Final Answer :
D
Explanation :
Losing the account to a competitor is a direct result of the sales representative's actions, making it a first-level outcome in the expectancy model. This model focuses on the relationship between behaviors and outcomes, where first-level outcomes are immediate results of one's actions.
Learning Objectives
- Comprehend the fundamental aspects of expectancy theory, encompassing its elements (expectancy, instrumentality, and valence) and how they interrelate.