Question
Primag 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 witne: 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
4.6
(209 Votes)
Lola
Veteran · Tutor for 9 years
Answer
A, B
Explanation
This question involves understanding Vroom's Expectancy Theory. According to this theory, the motivation of an individual to exert effort is dependent on three factors: expectancy (E), which is the belief that effort will result in performance; instrumentality (I), describing the idea that individual performance is tied to outcomes; and valence (V), which refers to the value that an individual associates with those outcomes (whether they regard them as positive or negative). In the scenario provided, the company is offering a reward, but employees are not clear about the effort necessary to achieve it and haven't seen any of their colleagues reap the benefits of hard work and achievement. Thus, they are unsure about their expectancy and instrumentality - how much effort would lead to desirable performance and each performance would be tied to a particular outcome, respectively.