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 perceive the instrumentality to be low, which means they doubt that their performance will lead to the promised rewards.