Carol always successfully used rewards to motivate salespeople at a home-party cosmetics company
Spa weekends and theater tickets were very effective, but they don't seem to work now that she is sales manager for a football equipment company. Which theory captures Carol's problem?
A) equity theory
B) expectancy theory
C) goal-setting theory
D) Theory Z
E) Theory X
Answer: B
Explanation: B) Expectancy theory proposes that people are motivated by how strongly they want a reward. Spa weekends were desirable for what was likely a heavily female cosmetics sales force but are less popular with a heavily male team selling football equipment.
You might also like to view...
Groups that have an indirect influence on a person's attitude or behavior can be a part of his/her reference groups
Indicate whether the statement is true or false
Which of the following is a difference between interest-based bargaining and distributive bargaining?
a. In interest-based bargaining, negotiators do not have a BATNA, while in distributive bargaining they do. b. In interest-based bargaining, negotiators reveal their reservation points at the beginning of the negotiation. c. In interest-based bargaining, companies stake out their positions at the beginning of negotiations and rarely deviate from these positions. d. Interest-based bargaining rarely begins with parties stating their anchor points, while distributive bargaining begins with parties stating opening prices.