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 believe that they can make their sales quotas, but aren't sure that management will really reward them when they do. They perceive the ________to be low.

Question

Quizplus · Accepted Answer

The employees' perception of management's willingness to reward them when they meet their sales quotas is related to instrumentality, which is the belief that a reward will be given for good performance. This perception affects their motivation and effort put into achieving their sales quotas, which is related to expectancy. However, the effort-performance linkage (B) and valence (D) are not mentioned in the scenario and do not directly relate to the employees' perception of management's willingness to reward good performance.