Jerome, a marketing professional who reports to you, believes that he is capable of meeting his $1 million sales goal this year (expectancy). And he would truly value the $10,000 bonus (valence)that he might earn as a result. In the past, your company has failed to pay out promised rewards. Therefore, in accordance with the expectancy theory, Jerome is concerned-and hence demotivated-that
A)his sales goal will be increased next year as a result of this year's success (instrumentality).
B)he will run into problems later in the year, resulting in a sales shortfall (instrumentality).
C)he will significantly exceed his sales goal (instrumentality).
D)the company will not follow through on its commitment to provide a bonus (instrumentality).
E)his bonus will not be sufficient to meet his financial commitments (instrumentality).

Question

Quizplus · Accepted Answer

According to the scenario, Jerome has both high expectancy and valence related to his $1 million sales goal and the potential $10,000 bonus. However, his concern is related to the instrumentality aspect of the expectancy theory, i.e. whether the company will follow through on its commitment to provide a bonus. Given the past history of the company failing to pay out promised rewards, Jerome's concern and demotivation are understandable. Therefore, option D is the best choice as it addresses Jerome's concern about the company not following through on its commitment.

Jerome, a Marketing Professional Who Reports to You, Believes That