The Theories of Maslow, Alderfer and Herzberg

Multiple Choice

The theories of Maslow, Alderfer and Herzberg:

A) Are examples of other motivation theories that differ from expectancy theory by emphasizing the human element
B) Suggest the greater a salesperson's satisfaction with attainment of low-order rewards, the higher the valence of increased attainment of higher-order rewards
C) Can be used to explain why closer supervision can have a positive impact on the magnitude and accuracy of both expectancy estimates and instrumentality perceptions
D) Can be used to explain the changes a salesperson experiences as he or she progresses down the sales career path
E) Are useful in conjunction with leadership theories to explain what personal and environmental variables motivate an individual to become a successful leader