Don, a sales clerk, believes that if he satisfies his customers' needs based on the policies covered in his company's sales training seminar, his incentives would increase. In the context of VIE theory, Don's belief illustrates _____.
A) dissonance
B) valence
C) autonomy
D) instrumentality

Question

Quizplus · Accepted Answer

Don's belief that satisfying customer needs as per the company's policies will increase his incentives is an example of instrumentality, which is the perception that a certain level of performance will lead to a specific outcome.

Don, a Sales Clerk, Believes That If He Satisfies His