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 desirability that an individual places on a particular outcome or reward. In this case, Gary does not value or desire the reward of an all-expense-paid trip to see the Blue Jays game, which could lead to a lower motivation to meet his sales goals. Therefore, low valence could influence his sales performance. The other options (expectancy, instrumentality, significance, and autonomy) may also play a role in Gary's motivation, but low valence is the most relevant in this scenario.

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