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.

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.