A particular employee is provided with a very aggressive sales goal for next year.Management proposes that if sales double,the employee will receive a 50 percent increase to his/her base pay in addition to his/her sales-based commissions.This represents a substantial increase in compensation,and management is confident the employee will be motivated to increase task behaviour.
Two months into the program,management notices the employee is actually less motivated.
Using expectancy theory,explain possible rationales that may justify the decreased level in motivation and associated task behaviour.(You may make any additional assumptions)

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Jasmine Pierre · Accepted Answer

Final Answer : The expectation is that students make assumptions about issues associated with expectancy theory of motivation as it applies to this vignette-valence,instrumentality,and expectancy.This question serves as a good class discussion and requires that students make assumptions about the following issues: ∙ employee confidence ∙ trust ∙ historical pattern of behaviour (has the company lived up to their commitment in the past?) ∙ value of reward to the employee,etc.

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