Asked by Diante Pierce on Jun 04, 2024
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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)
Expectancy Theory
A motivational theory suggesting that an individual's motivation is based on their expectation that effort will lead to performance and performance will lead to desired rewards.
Sales-Based Commissions
Sales-based commissions are payments made to employees based on the volume or value of sales they generate, typically a percentage of sales revenue.
Task Behaviour
The actions and activities an individual undertakes as part of their job responsibilities or duties.
- Acquire knowledge about diverse motivation theories and how they are applied within workplace contexts.
- Understand the principles of expectancy, instrumentality, and valence within the framework of expectancy theory of motivation.
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Learning Objectives
- Acquire knowledge about diverse motivation theories and how they are applied within workplace contexts.
- Understand the principles of expectancy, instrumentality, and valence within the framework of expectancy theory of motivation.
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