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| Topic: |
Business
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| Number of pages / Number of words: |
12 / 3353 |
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The VP of Sales has doubts about the success that the new vision will produce for both her and her department and believes that implementing a “customer advisor†sales technique will only increase time per call and not revenue. “Valence refers to the positive or negative value people put on outcomes...
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Valence mirrors personal preference,†(Kreitner & Kinicki, 2003, p. 300). Due to her success in the past, she lacks the motivation to change from her ways of the past. “Motivation is affected by an individual’s expectation that a certain level of effort will produce the intended performance goal,†(Kreitner & Kinicki, 2003, p...
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