A computer hardware company is interested in decreasing its sales force turnover as it seems to be higher than the industry average Management looks at the incentives for the sales force and realizes that it takes, on average, sixty days to close a sale Currently there is no base salary for the sales force and they are paid only commission on their total sales Management decides on a blended approach and makes changes to balance salary and commissions carefully to achieve optimum sales volume, profitability, and customer satisfaction Over the next two quarters, there is no turnover and morale among the sales team is higher This is an example of the application of

a equity theory

b expectancy theory

c reinforcement theory