Regina Worked Hard and Successfully as a Salesperson for B&J

Multiple Choice

Regina worked hard and successfully as a salesperson for B&J Realty Company. For the past three years, she surpassed her peers in quality and quantity of sales. Yet in comparing pay, she discovered that she makes less than two salespeople who are well liked by management. Consequently, she accepted a higher-paying job with B&J's top competitor. To avoid losing other salespeople like Regina, management should understand and apply

A) Herzberg's theory.
B) the expectancy theory.
C) the equity theory.
D) negative reinforcement.
E) Theory Y.