Question 1

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?

Accepted Answer

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).

Question 2

What mistakes do candidates make on this ACCA question?

Accepted Answer

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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Full Answer

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