Question

Currently Joseph works as a salesperson in a retail clothing store. He does NOT seem to...

Currently Joseph works as a salesperson in a retail clothing store. He does NOT seem to be satisfied with his work and you need to find out why! He also does not seem to be motivated.

2. Explain why Joseph might not be motivated in his job with specific reference to all the elements of expectancy theory. And explain how you could improve Joseph’s motivation by addressing each of the elements of expectancy theory. Make any assumptions you require.

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Answer #1

Following are the three elements of the expectancy theory and their relation to the above mentioned situation:

  1. Expectancy - Joseph may feel undervalued and underpaid for his efforts. He may be feeling that his efforts are not being acknowledged by the firm and that the incentives and compensation benefits are insufficient.
  2. Instrumentality - Joseph may feel less important in the organization and may even feel that his greatest efforts are too not causing the business huge profits as he strives for. Thus, may feel insignificant and dejected.
  3. Valence - Meaning the reward. Joseph may feel the incentives are not sufficient in comparison to his efforts and may feel undervalued. Also, appreciation, awards and recognitions may be absent or ineffective.
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