Most sales reps dislike inputting data into the company’s CRM system. They think their time could be spent more profitably, such as calling on accounts. Using Exhibit 7.3, trace the thought process sales reps go through as they consider applying more effort to putting customer data into the computer. Do the same for applying more effort to calling on accounts.

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EXHIBIT 7.3 Factors influencing the motivation process. Level of effort expended Job activity or task Level of performance on performance dimension Increase in attainment of reward(s) Internally mediated Externally mediated Personal and organizational variables Role perceptions Company's compensation plan Role perceptions Personal and organizational variables Salesperson's job satisfaction Intrinsic Extrinsic Expectancy Perceived effort/ performance probability Salesperson's Valence for Performance Instrumentality multiplied by valences for rewards Instrumentality Perceived performance/ reward probability Salesperson's Valence for Reward(s) Motivation