The psychological process of motivation says that an individual will develop perceptions about what is expected of them and what is not in their role as a salesperson.$$ This will lead them to develop expectations that certain actions should lead to certain results. They will therefore perform a task, expend a certain amount of effort on that task and persist in that effort over time, with the expectation that certain rewards will follow.$$ This is based in $\_\_\_\_\_$ theory.

elaboration

likelihood

expectancy

attribution

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