Yolanda is not very motivated at her car sales job. She knows the probability is high that if she works hard, she will meet her weekly quota of selling five cars. If she meets her quota, her boss gives her a gift card for a free cup of coffee. Yolanda does not like coffee, thus she does not work very hard to meet her quota. According to this scenario, Yolanda is not motivated because there is a lack of ______.

Question

Quizplus · Accepted Answer

Yolanda's lack of motivation stems from a lack of valence, which refers to the value she places on the reward (in this case, the free cup of coffee). Since she does not like coffee, the reward does not hold value for her, affecting her motivation to meet her sales quota.

Yolanda Is Not Very Motivated at Her Car Sales Job