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CMA Foundation · Fundamentals of Business Economics and Management · Planning, Organizing, Staffing and Leading

In Vroom's expectancy theory, motivation is the product of expectancy, instrumentality and valence. A sales executive at a Jaipur firm believes that effort will certainly lead to good performance, and that good performance will certainly earn the promised bonus, but she places no value on the bonus. What does the theory predict about her motivation?

Her motivation is predicted to be zero. Vroom's expectancy theory multiplies expectancy, instrumentality and valence, so if the reward has no value to her, valence is zero and the entire product becomes zero, however strong her belief in effort and reward links may be.

  1. AHigh, because expectancy and instrumentality are both high
  2. BModerate, because two of three factors are high
  3. CZero, because valence is zero and the factors multiplyCorrect
  4. DNegative, because the reward is unwanted

Explanation

Motivation = Expectancy × Instrumentality × Valence. With expectancy and instrumentality at their maximum but valence zero, the product is zero. The relationship is multiplicative, so averaging or adding strong factors is wrong; zero valence is not negative.

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