Sandy announces at the morning staff meeting that any employee who increases sales by 15% will receive a 15% commission. According to the expectancy theory, Sandy is promoting _____.

Question

Quizplus · Accepted Answer

Instrumentality, the second major concept in expectancy theory, is a person's perception about the extent to which performance at a certain level results in the attainment of outcomes. Managers promote high levels of instrumentality when they link performance to desired outcomes.

Sandy Announces at the Morning Staff Meeting That Any Employee