Refer to the Scenario below to answer the questions that follow.
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 motivation in organizations and has decided to try to apply it to her workplace.
-According to Vroom's expectancy theory,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, an employee's motivation is influenced by three factors- expectancy, instrumentality, and valence. Expectancy refers to the belief that if an employee puts in effort, they can meet their performance goals. Valence refers to the value an employee places on the rewards offered by management. Instrumentality refers to the belief that if an employee meets their performance goals, they will receive the expected rewards. In this scenario, the sales reps believe they can achieve their sales quotas (expectancy), but don't believe management will reward them (instrumentality).

Refer to the Scenario Below to Answer the Questions That