ACCA Applied Knowledge · Business and Technology · Motivating individuals and teams
A sales employee believes that working harder will increase her sales, but she doubts that higher sales will lead to the bonus the company has advertised. Which element of Vroom's expectancy theory is weak?
Instrumentality is weak. She believes effort will raise sales, so expectancy is adequate, but she doubts that higher sales will actually produce the promised bonus. Instrumentality is the perceived link between performance and reward, and that link is the problem here.
- AExpectancy
- BInstrumentalityCorrect
- CValence
- DEquity
Explanation
Instrumentality is the belief that good performance will lead to the reward. She believes effort leads to performance (expectancy is fine) but doubts performance leads to the bonus. Valence concerns how much she values the reward, which is not in question.
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