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Darius leads the sales teams. Recently, the company just received word that their upper - level management had secured a lower raw materials deal from
Darius leads the sales teams. Recently, the company just received word that their upperlevel management had secured a lower raw materials deal from their distributor in Canada. As a result, the cost for production had decreased by and sales were expected to increase significantly. Thus, almost every salesperson would hit their yearly target in April for a pay bonus. So Darius decided to change the sales goals for everyone due to this change to keep them motivated. Based on expectancy theory why would this be a bad idea for Darius? expectancy, valance, or instrumentality
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