Question 1

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?

Accepted Answer

Map the scenario to Vroom's equation: Force = Expectancy x Instrumentality x Valence. Trusting the reward will follow performance is Instrumentality.

Question 2

What mistakes do candidates make on this ACCA question?

Accepted Answer

Confusing Expectancy (effort -> performance) with Instrumentality (performance -> reward).

How to approach this question

Full Answer

Common mistakes

Practice the full ACCA BT — Business & Technology Practice Exam 3

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