Fez is trying to motivate his sales staff. He holds a staff meeting to explain his plan. He realized that in order for the plan to work, he needs to make sure that his team expects that their hard work will result in an increase in sales; he needs to reassure the team that meeting their sales targets will result in their receiving a percentage of their sales; and he hopes that the team will value the opportunity to make more money and see the advantages of working closely as a team. Relate Fez’s experience to the three elements of expectancy theory and explain.
What will be an ideal response?
*Expectancy is the probability that the amount of work effort invested by an individual will result in a high
level of performance
*When Fez talks to his staff, he made sure that his team expects that their hard work will result in an
increase in sales
*Instrumentality is the probability that good performance will lead to various work outcomes
*Fez also reassured his team that if the sales targets are met then they will receive a percentage of sales
They would get rewarded
*Valence is the value individuals place on work outcomes
*In order for the plan to work, then the sales team needs to value making more money. Then they will
work hard for that end result
You might also like to view...
___________is the name given to balance sheet accounts because they are permanent in nature
Fill in the blank(s) with correct word
Through its dedicated research team, CISCO Systems Inc has developed new value-added business solutions which enable its variant class-II capacitors to provide incremental productivity of 10 to 20 percent over its competitors
This is an example of the solutions to ________ form of solution selling. A) reduce customer costs B) decrease customer risks C) alter corporate culture D) enhance customer revenues E) partnerships
What element below is defined as moderate level of stressors that have constructive and positive effects on effort and performance?
A. strain B. distress C. stress D. eustress
Using common-size financial statements:
a. is a very effective way to search for fraud symptoms related to changes in account balances. b. is a process whereby financial statements are converted to various financial ratios for easy analysis. c. allows a fraud examiner to definitively conclude that management is committing financial statement fraud. d. allows comparisons between companies in the same industry to highlight variations in performance.