What Do You Expect? (Scenario)
The employees at Bahr Company are not working as hard as Nada, their supervisor, would like. The salespeople aren't meeting their sales quotas, and Nada can't seem to motivate them to try harder. Nada has been studying expectancy theory and has decided to try to put it into practice.
-Some employees are never able to meet their sales quotas and believe that no matter how hard they work, they'll never meet them. They perceive the ________of their success to be low.

Question

Quizplus · Accepted Answer

The employees mentioned are not able to meet their sales quotas because they perceive their expectancy (belief in their ability to perform) to be low. This is the central element of expectancy theory, which suggests that an employee's effort, performance, and outcomes are influenced by their beliefs about the link between effort and performance (expectancy), performance and outcomes (instrumentality), and the attractiveness of the outcomes (valence). The other options do not fit the scenario described.