Which of the Following Statements About Instrumentality Perceptions Is True

Multiple Choice

Which of the following statements about instrumentality perceptions is true?

A) A salesperson who thinks that more sales will result in a promotion when actually the organization wants him to do more follow-up service can have an inaccurate perception of instrumentality
B) One variable that has a notable impact on the magnitude of a salesperson's instrumentality is the firm's compensation plan
C) Sales managers need to compare sales force members' instrumentality perceptions with stated company policies
D) A sales manager can improve the accuracy of a salesperson's instrumentality perception through closer supervision
E) All of the above