Imagine That You Are Using Expectancy Theory to Motivate a Textbook

Multiple Choice

Imagine that you are using expectancy theory to motivate a textbook salesperson who does not believe more "calls" will result in greater sales (performance) . Which of the following behaviors would you recommend?

A) Show the salesperson how to distinguish departments with high-probability sales opportunities from those with low-probability sales opportunities.
B) Show the salesperson graphically that a direct relationship exists between greater sales and higher commissions.
C) Attempt to positively influence the importance of commissions or alter the rewards associated with increased sales.
D) None of these