Don, a sales clerk, believes that if he satisfies his customers based on the methods covered in his company's sales training seminar, his incentives would increase.Which of the following components of the expectancy theory does Don's belief illustrate?
A) Equity
B) Valence
C) Expectancy
D) Instrumentality
E) Agency

Question

Quizplus · Accepted Answer

Don's belief that satisfying customers based on the methods covered in his company's sales training seminar would increase his incentives illustrates instrumentality, which is the belief that a particular level of performance will lead to certain outcomes or rewards.

Don, a Sales Clerk, Believes That If He Satisfies His