Question: 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

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. (State any additional reasonable assumptions you make.)

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Expectancy theory refers to the theory of motivation that tries to explain the HR and management how the efforts of an employee are directed It assumes that employees efforts are directed towards beha... View full answer

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