Percy is a sales representative for a company in Edmonton. He's been told that if he meets his sales goals for the month, he will be given an all-expenses-paid trip to Calgary to visit the zoo. Percy has visited the zoo many times before and is not interested in going there again. According to expectancy theory, Percy's sales performance might be influenced by low ___. A) valence B) expectancy C) instrumentality D) goals E) reinformcement

Question

Quizplus · Accepted Answer

Valence refers to the value an individual places on the rewards of an outcome, which in this case is low for Percy since he does not value the reward of visiting the zoo again.

Percy Is a Sales Representative for a Company in Edmonton