What Do You Expect? (Scenario)
The employees at Acme Toilets Inc. are not working as hard as Jill, their supervisor, would like. The sales representatives aren't meeting their sales quotas, and Jill can't seem to motivate them to try harder. Jill has been studying Vroom's expectancy theory and has decided to try to apply it to her workplace.
-If the sales reps believe that they can achieve their sales quotas,but don't believe that management will really reward them when they do,their motivation is being influenced by low ________.

Question

Quizplus · Accepted Answer

According to Vroom's expectancy theory, motivation is affected by three factors: expectancy, instrumentality, and valence. Expectancy is the belief that increased effort will lead to better performance. Valence is the value an individual places on the expected outcome. Instrumentality is the belief that if the expected outcome is achieved, it will lead to rewards or punishment. In this scenario, the sales reps have belief in their ability to achieve their sales quotas (expectancy), but do not believe that management will reward them when they do (low instrumentality). Therefore, the correct answer is A) instrumentality.