ExpertMedium2 marksMultiple Choice
ACCA · Question 20 · Syllabus D: Leadership and management
Section A
At CloudSell, a tech sales firm, management promises a luxury vacation to anyone who doubles their sales quota. Sarah knows she is capable of doubling her quota (high expectancy), and she highly desires the luxury vacation (high valence). However, she does not try to achieve the goal because management has made similar promises in the past and never actually paid for the vacations. In Vroom's Expectancy Theory, which component is lacking for Sarah?
Section A
At CloudSell, a tech sales firm, management promises a luxury vacation to anyone who doubles their sales quota. Sarah knows she is capable of doubling her quota (high expectancy), and she highly desires the luxury vacation (high valence). However, she does not try to achieve the goal because management has made similar promises in the past and never actually paid for the vacations. In Vroom's Expectancy Theory, which component is lacking for Sarah?
Answer options:
A.
Expectancy
B.
Instrumentality
C.
Valence
D.
Equity
How to approach this question
Identify the three parts of Vroom's formula: Force = Expectancy x Instrumentality x Valence. Sarah has Expectancy (can do the work) and Valence (wants the reward). She lacks the belief that the company will actually deliver the reward (Instrumentality).
Full Answer
B.Instrumentality✓ Correct
Victor Vroom's Expectancy Theory states that motivation depends on three factors: Expectancy (effort leads to performance), Instrumentality (performance leads to reward), and Valence (the reward is desirable). Sarah lacks Instrumentality because she does not believe the organization will follow through on delivering the reward, even if she performs well.
Common mistakes
Confusing Expectancy with Instrumentality. Expectancy is about self-belief (can I do it?); Instrumentality is about system-trust (will I get paid?).
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