Giles Montel, Vice President of Sales for Downtown Motors, announced that he would reward his top-selling salesperson with a Hawaiian vacation. He found that his top salespeople were highly motivated by this program; however, his lower-performing salespeople became discouraged and demotivated. Explain this discrepancy, according to expectancy theory.
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Giles Montel, Vice President of Sales for Downtown Motors, announced that he would reward his top-se...
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