ACCA Applied Knowledge · Business and Technology · Individual and group behaviour in business organisations
A sales team member believes extra effort will raise her sales, but she does not think the company will reward higher sales with a bonus, so her effort stays low. Under Vroom's expectancy theory, which element is weak?
Instrumentality is weak. She expects effort to raise sales, so expectancy is fine, but she does not believe higher performance will be rewarded with a bonus. Vroom's theory says motivation needs strong expectancy, instrumentality and valence together.
- AExpectancy, the link between effort and performance
- BInstrumentality, the link between performance and rewardCorrect
- CValence, the value placed on the outcome
- DEquity, the comparison with others' pay
Explanation
She believes effort leads to performance, so expectancy is strong. Her doubt is that performance will lead to a reward, which is instrumentality. Valence is not stated as low, and equity is Adams' theory rather than part of Vroom's model.
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