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

The reward for meeting sales quotas is lower than last year, which affects the perceived value or attractiveness of the reward, known as valence.