Final Exam - 1. You notice that sales representatives in...

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1. You notice that sales representatives in the Pacific Northwest made 20 percent fewer sales to new clients over the past quarter than salespeople located elsewhere in the United States. Use the MARS model to provide possible explanations explain why the performance of the Pacific Northwest sales reps was lower than elsewhere a. MARS model is an acronym for Motivation, Ability, Role perceptions, and Situational factors. These factors influence an individual’s voluntary behavior and the outcome or overall performance. If one of the four traits was missing, then the person would be expected to complete the given task poorly. It is very possible that the sales representative in the Pacific Northwest are lacking one of the four attributes. Maybe they are adequate sales persons but lack motivation. It is also possible that they have a poor sense of role perception, meaning that they do not understand in full their jobs duties and expectations. It is important that all employees are fully aware of their expectations on the job. TO conclude, it can be assumed that one (or more) of the four outlined qualities are missing or inadequate in the employees from the Pacific Northwest. This leads to a poorer overall performance. 2. What are three limitations of expectancy theory in predicting an individual's work effort and behavior? a. The expectancy theory of motivation is based on the idea that “work effort is directed toward behaviors that people believe will lead to desired outcomes”. It is believed that an individual’s effort level depends on effort-to-performance expectancy, performance-to-outcome expectancy, and outcome valences… all of which influence employee motivation. If one of the three are lacking, then the employee motivation also lacks. 3. After a few months on the job, Susan has experienced several emotional episodes ranging from frustration to joy about the work she has been assigned. Use the Model of Emotions, Attitudes and Behavior to explain how these emotions affect Susan's level of job satisfaction with the work itself . a. First of all, I feel it is important to distinguish between attitudes and emotions. Attitudes are judgments whereas emotions are experiences. Attitudes involve
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This note was uploaded on 10/13/2010 for the course USMLE na taught by Professor Na during the Spring '10 term at St. Matthew's University.

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Final Exam - 1. You notice that sales representatives in...

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