What Do You Expect?
The employees at Acme Toilets Ltd are not working as hard as Jill, their supervisor, would like.The salespeople are not meeting their sales quotas, and Jill cannot seem to motivate them to try harder.Jill has been studying expectancy theory and has decided to try to put it into practice.
-Refer to What Do You Expect? (Scenario).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 believe they can make their sales quotas (expectancy), but they are not sure if management will reward them (instrumentality). This perception of low instrumentality is hindering their motivation. Valence is not mentioned in this scenario, and neither is the attractiveness of the reward or effort-performance linkage.