Gary is a sales representative for YWG Corporation's Winnipeg office.If the sales reps meet their sales goals for the month,they will be given an all-expense-paid trip to Toronto to see a Blue Jays baseball game.Unfortunately,baseball is not one of Gary's favourite sports,and the Toronto Blue Jays are definitely not his favourite team.According to expectancy theory,Gary's sales performance might be influenced by low ________.

Question

Quizplus · Accepted Answer

Valence refers to the value or importance that an individual places on the outcomes of their actions. In this case, Gary does not place a high value on the outcome of the all-expense-paid trip to Toronto to see a Blue Jays baseball game. This may result in him having lower motivation to meet his sales goals, as the reward does not hold a significant value to him personally.

Gary Is a Sales Representative for YWG Corporation's Winnipeg Office