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ACCA Applied Knowledge · Business and Technology · Individual and group behaviour in business organisations

Aisha believes that working harder will improve her sales results, and that good results will earn a bonus, but she places little value on the bonus itself because she is already well paid. In Vroom's expectancy theory, which element is weak?

Valence is the weak element. Aisha believes effort improves performance (expectancy) and that performance brings a bonus (instrumentality), but she attaches little value to the bonus. Since motivation depends on all three multiplied together, low valence reduces her motivation.

  1. AExpectancy
  2. BInstrumentality
  3. CValenceCorrect

Explanation

Expectancy is effort leading to performance, and instrumentality is performance leading to reward; Aisha believes both. Valence is the value placed on the reward, and she values the bonus little, so valence is weak and motivation is low.

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