ExpertHard2 marksMultiple Choice
ACCA · Question 19 · Business & Technology
Section A
At "AutoSales", a salesperson is highly motivated to sell 10 cars this month. He believes he has the skills to do it, and he highly values the $5,000 bonus offered. Crucially, he trusts that management will actually pay the bonus if he hits the target, as they have always kept their promises in the past.
In Vroom's Expectancy Theory, what does the salesperson's trust that management will pay the bonus represent?
Section A
At "AutoSales", a salesperson is highly motivated to sell 10 cars this month. He believes he has the skills to do it, and he highly values the $5,000 bonus offered. Crucially, he trusts that management will actually pay the bonus if he hits the target, as they have always kept their promises in the past.
In Vroom's Expectancy Theory, what does the salesperson's trust that management will pay the bonus represent?
Answer options:
A.
Expectancy
B.
Instrumentality
C.
Valence
D.
Hygiene factor
How to approach this question
Map the scenario to Vroom's equation: Force = Expectancy x Instrumentality x Valence. Trusting the reward will follow performance is Instrumentality.
Full Answer
B.Instrumentality✓ Correct
Vroom's Expectancy Theory relies on three components: Expectancy (effort leads to performance), Instrumentality (performance leads to reward), and Valence (the reward is desirable). Trusting the bonus will be paid is Instrumentality.
Common mistakes
Confusing Expectancy (effort -> performance) with Instrumentality (performance -> reward).
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