Because agents are compensated only when they sell, based on a negotiated commission rate, the channel costs become fixed costs rather than variable

In the expectancy motivation model, valence refers to:

a. the likelihood that increased effort will lead to greater performance. b. the likelihood that greater performance will lead to more rewards. c. how much a salesperson desires a particular reward. d. the importance of receiving more recognition.

Use the information in Scenario C.1. How many production runs per year are needed if Jerry chooses to produce at his economic production lot size (ELS)?

A) fewer than or equal to 10 runs B) greater than 10 runs but fewer than or equal to 20 runs C) greater than 20 runs but fewer than or equal to 30 runs D) greater than 30 runs