ACCA · Question 19 · Leadership and management
A sales representative for a quantum computing firm is offered a $50,000 bonus if they sell 10 units this quarter. The rep desperately wants the money to buy a house (high Valence). They believe that if they make 100 client calls, they will successfully sell 10 units (high Instrumentality). However, the rep lacks the technical knowledge to explain the product and feels incapable of making those 100 calls effectively. According to Vroom's Expectancy Theory, what will be the rep's overall motivation level, and why?
Answer options:
High, because Valence and Instrumentality are high.
Low, because Expectancy is low.
Low, because Instrumentality is low.
High, because the financial reward overrides the lack of skills.
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