Question
Primaq starts offering ￡100 spot bonuses to customer service staff to good reward sales. However staff complain it does not motivate performance as the targets are not clear and they have not actually witnessed any sales staff receiving a spot bonus despite good sales. Where in Vroom's Expectancy theory model does motivation break down? A. Effort B. Outcome C. Valence D. Extrinsic motivation D A B
Answer
4.1
(248 Votes)
Xander
Master · Tutor for 5 years
Answer
B
Explanation
Victor Vroom's expectancy theory of motivation suggests that we do things based on the idea that we can get something we want out of achieving a goal. His theory pertains to three primary elements: Effort/Performance relationship (the belief that their efforts will lead to good performance), Performance/Outcome relationship (the belief that it will lead to a certain outcome), and the Valence (the value of the outcome to the individual). In the case of Primaq, it seems that the staff did not believe in the Performance/Outcome relationship. It's not that they did not want to receive the bonus (Valence), or they lacked the will for additional sales (Effort); It's that they state that they never saw anyone receive the bonus when they reached or surpassed performance goal (Outcome), thus they are unmotivated to do good for the company because it does not seem to be achieving this result. This indicates a disturbance in perception of expected choice.