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CMA Foundation · Fundamentals of Business Economics and Management · Leadership and Motivation - Concepts and Theories

Under Vroom's theory, a sales executive at a Pune firm is sure that extra effort will raise her sales, and she values a promotion highly. However, she believes the company promotes people on seniority only, whatever their sales. Which element is weak, reducing her motivation?

The weak element is instrumentality. She believes effort improves her sales, so expectancy is high, and she values promotion, so valence is high. But she thinks promotion depends on seniority rather than performance, so the link between performance and reward is missing, which lowers her motivation.

  1. AExpectancy
  2. BInstrumentalityCorrect
  3. CValence
  4. DHygiene factor

Explanation

Instrumentality is the belief that good performance will lead to the reward. She believes performance will not bring promotion, so it is low. Expectancy is high because she thinks effort raises sales, and valence is high because she values promotion.

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