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Essay Details:
Essay text:
CJ, the CEO, realizes that Armor Coat must move into the Web era, but is having a difficult time avoiding a generational gap between the young tech employees and older salespeople.
Motivational Issues Undermining CJ’s Efforts to Introduce “E-Way” of Selling
Expectancy Model - Valence, Instrumentality, and Expectancy
One of the motivational factors undermining CJ’s efforts to introduce the new Web-based model is Roger’s positive (high) valance and Ed’s negative (low) valance. Roger’s positive valence is due to his anticipated satisfaction from Armor Coat providing insurance products online...
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