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.
-Management has set the reward for meeting sales quotas at a lower level than last year. Employees perceive that the________ is low.

Question

Quizplus · Accepted Answer

Valence refers to the value employees place on the rewards offered by the company. If the reward for meeting sales quotas is set at a lower level than before, employees are likely to perceive the value of achieving those quotas as lower, affecting their motivation negatively.