You determine that members of the sales teams don't seem to care about the commission plan because commission rates are too low. Using expectancy theory, how would you address this perception?

Question

Pedro Reed

Social Studies

1 April, 18:07

You determine that members of the sales teams don't seem to care about the commission plan because commission rates are too low. Using expectancy theory, how would you address this perception?

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Yusuf Ritter · Answer 1

Using expectancy theory, to address this perception of the members it is better to tell them that there will be assured commissions even though the rates seem less.

Explanation:

According to the expectancy theory of persuasion one must tell the person being influenced about the results of the steps being taken and how what is being implemented is likely to result into something directly.

By this logic the team can be convinced that the rates of commission by themselves might seem less but they must consider that there is a higher chance of getting commissions over time so they will earn pretty well in the end.