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 no matter how hard they work,they will never be able to achieve their sales quotas,their motivation is being influenced by low ________.

Question

Quizplus · Accepted Answer

According to Vroom's Expectancy Theory, motivation is based on three factors: expectancy, instrumentality, and valence. Expectancy refers to the belief that increased effort will lead to better performance; instrumentality refers to the belief that better performance will result in specific outcomes or rewards; and valence refers to the value that an individual places on those outcomes or rewards. In this scenario, the employees' motivation is being influenced by their belief (or lack thereof) that increased effort will lead to better performance (i.e. achieving sales quotas), which is expectancy. Therefore, the best choice is B) expectancy.

Refer to the Scenario Below to Answer the Questions That