Question

Joyce, a recent College of Business graduate, has been working several months as a sales person for a small manufacturer of computers and word processors. She is one of two sales people working a large metropolitan area. Her sales manager, Eric Kurtz, is concerned about her performance, however. He is aware that Joyce wants very much to have high sales in order to participate in the company's generous incentive bonus plan. She has expressed her satisfaction with the way the plan operates, and was clearly in agreement that there is a booming demand for computers and word processors in the market area. He is puzzled, therefore, by her poor performance.  

1) identify correctly which 2 of the 3 components (valence, instrumentality, and expectancy) for the targeted individual are present using evidence from the scenario presented;

2) determine which component is violated or not being exhibited, and explain what action you would take to motivate the targeted individual by addressing the missing or violated component (use the information that is presented and try to avoid making any additional assumptions about the scenario);

Answer 1

1.Expectancy: In order to become part of the company's generous incentive bonus plan, Joyce is looking to improve her performance in terms of sales volume

Instrumentality: Joyce is seen as a satisfied individual and she agrees with the functioning of the bonus plan and she has a better understanding os how she can attain the promised rewards

2.Valence can be seen as the element that is expected to be violated or not being presented as Joyce doe snot show or make any effort to attain the high sales volume by improving her efforts