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).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

Valence refers to the value or importance an individual places on a reward. Since the reward for meeting sales quotas is lower than last year, employees perceive the valence as low.