Question 15 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 OA OB C

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Question 15 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 OA OB C

Answer 1

The Expectancy Theory Model by Vroom suggests that an individual's motivation can be deciphered through three key elements: effort, performance expectancy (outcome), and valence (desirability of rewards). However, in this question, the presence of obvious obstacles weakening motivation can be found. The staff argue that their targets are unclear (creating unsure expectancy) and that they haven't observed any reward being given, which obstructs transparency and undermines the saveor of proposed bonuses—it breaks down the motivation in two points of Vroom's model: expectancy (outcome) and valence.

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