Which of the Following Statements About the Impact of Environmental

Multiple Choice

Which of the following statements about the impact of environmental conditions on motivation is true?

A) A wide span of control produces more accurate expectancy estimates than does close supervision
B) Salespeople that sell commodities are more likely to have less accurate expectancy estimates than salespeople who handle highly technical products
C) Environmental factors that affect motivation include size of sales territory, salesperson's job experience and strength of competition
D) In general, salespeople operating in the face of output constraints have low expectancy and instrumentality estimates
E) None of the above