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 statements about instrumentality perceptions are true

Question

Quizplus · Accepted Answer

All the statements accurately describe aspects of instrumentality perceptions. Instrumentality is the perceived relationship between performance and outcomes. A salesperson's inaccurate perception of what leads to rewards (A), the influence of compensation plans (B), the importance of aligning perceptions with company policies (C), and the role of supervision in clarifying these perceptions (D) are all valid points related to instrumentality perceptions.

Which of the Following Statements About Instrumentality Perceptions Is True