An account representative is well trained in sales and is promised an incentive that she values for reaching a sales goal.This aspect of expectancy theory is called
A)instrumentality.
B)intrinsic motivation.
C)group efficacy.
D)valence.

Question

Quizplus · Accepted Answer

Valence refers to an individual's preference for a particular outcome or reward. In this scenario, the sales representative values the promised incentive, indicating a positive valence, which is an important aspect of expectancy theory. Instrumentality, intrinsic motivation, and group efficacy are also components of expectancy theory, but they are not directly applicable to this situation.

An Account Representative Is Well Trained in Sales and Is