A waiter is asked to increase his check average by "suggestively selling" appetizers, salads, and desserts. It has been explained to the waiter that the larger his check average, the more he will make in tips. However, the waiter does not believe that suggestive selling will actually result in increased tips. In this scenario, the waiter's belief that suggestive selling is not likely to result in more tips exemplifies:
A) equity
B) expectancy
C) instrumentality
D) valence

Question

Quizplus · Accepted Answer

Instrumentality refers to the belief that performance will lead to a certain outcome. In this case, the waiter doubts that suggestive selling (performance) will lead to increased tips (outcome).

A Waiter Is Asked to Increase His Check Average by "Suggestively