Jonas, a marketing professional who reports to you, believes that he is capable of meeting his $1 million sales goal this year (expectancy). And he would truly value the $10,000 bonus (valence) that he might earn as a result. In the past, your company has failed to pay out promised rewards. Therefore, in accordance with the expectancy theory, he is concerned-and hence demotivated-that

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According to the scenario, Jonas is concerned and demotivated due to the company's failure to pay out promised rewards in the past. This directly relates to the instrumentality aspect of the expectancy theory, which states that employees must believe that their performance will lead to the expected outcome, such as receiving a bonus. If the company has a history of not following through on its commitment to provide a bonus, it will negatively impact Jonas's motivation to work towards his sales goal, regardless of how achievable it may seem. Therefore, the best choice is D: the company will not follow through on its commitment to provide a bonus (instrumentality).

Jonas, a Marketing Professional Who Reports to You, Believes That