Vroom’s Expectancy Theory And Successful Artist Management


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Applying Vroom’s Expectancy Theory to Artist Management.

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Vroom’s Expectancy Theory And Successful Artist Management

  1. 1. Vroom’s Expectancy Theory of Motivation applied to Successful Artist Management<br />Talent, Myth and Perception.<br />“Manage an Artist successfully in 4 steps.”<br />Presentation by B.J. Jansen<br />www.BJJANSEN.com<br />1<br />
  2. 2. What is the Expectancy Theory of Motivation?<br />A theory of motivation devised by Victor Vroom in 1964. <br />Vroom focuses on outcomes instead of needs. <br />Vroom hypothesized that for a person to be motivated, effort and motivation must be linked. <br />2<br />
  3. 3. Vroom’s Model:<br />Vroom’s Theory ties in three main components:<br />Expectancy – the belief that increased effort will produce increased performance.<br />Instrumentality – the belief that a job well done will be rewarded.<br />Valence – or PERCEPTION – the importance of various factors that will effect both Expectancy and Instrumentality.<br />3<br />
  4. 4. Valence: The Key to Vroom’s Model<br />Valence is a term used in Psychology to measure emotional reaction to stimulus.<br />Every bit of success within Vroom’s model ties to Instrumentality and Valence, or in this model: Perception. <br />If you control perception, your chances of successful management increase greatly.<br />Managing by controlling perceived, “outcomes.”<br />Linking behavior with positive, “expected outcomes.”<br />4<br />
  5. 5. PREFACE: Vroom’s Fatal Flaw!<br />“You can’t Polish a Turd! Beavis”<br />You can not create “raw” talent!<br />This is a fundamental flaw of the Expectancy Theorem. If there is not sufficient talent, the goals can never be reached!<br />5<br />
  6. 6. PREFACE: Myth: Show biz, is All Luck!<br />Truth: Positioning yourself to be in a position to capitalize on success will create your own, “Luck.”<br />Truth: Show biz is about careful crafting of perception, not only being lucky.<br />Truth: Starting with great raw talent almost ensures a successful outcome when tied to skillful positioning. <br />6<br />
  7. 7. Step: 1) Gain Artist “Buy In”.<br />Be Honest with yourself and others.<br />Be Realistic with yourself and others.<br />Know the Art, History and the Craft, the best you can.<br />Position yourself with artists who are already inclined to work with you. <br />Act, feel and present; Success and Confidence.<br />7<br />
  8. 8. The Agreement between Artist and Manager. Without this find someone else!“Buy IN” is Essential!<br />Remember, you can lead a horse to water, but you can not make it drink.<br />Artist must be willing to do what you say when you say. (as long as it’s legal.)<br />The Artist must trust you as their primary advocate. <br />ALSO: YOU MUST Believe in the Talent of your Artist!<br />8<br />
  9. 9. Step: 2) Everything is about: Perception, Perception, Perception. “OWN IT!” <br />Control outside perception of yourself.<br />Control outside perception of your artist.<br />Control artist’s perception of themselves.<br />“Fake it until you make it!” <br />Find a look, attitude and marketable style for your artist and yourself. <br />Stick to the script, act like you require the mass public’s serious attention. <br />Take yourself seriously, otherwise no one else will. <br />Subscribe to aggressive positioning. <br />Sequester the artist if needed. <br />9<br />
  10. 10. Step: 3) Plan a REALISTIC Positioning Strategy<br />Plan “with” your Artist, not just “for” your Artist.<br />Create some “ringer” objectives early on. This makes you look good and like a hero. (Perception)<br /> Make sure the Artist knows that you are, “in it to win it!”<br />Make sure the Artist realizes the amount of effort needed.<br />Make sure the Artist understands that, “Rome was not built in a day.” <br />Under promise and over-shoot with goals vs. outcomes. This builds positive (perception) of the Artist’s efforts.<br />10<br />
  11. 11. Step 4) Craft and Prepare Your Artist for Success!<br />Create their “mirror.”<br />Lead them to small attainable goals.<br />Help the Artist “package” themselves.<br />Keep their, “eyes on the prize!”<br />Find ways to easily reward Artist’s positive behavior. <br />Maintain a positive outlook, even if others don’t readily “see” or “get it” right now.<br />If the talent, positioning and market align you will win!<br />11<br />
  12. 12. QUESTIONS?<br />This presentation was by:<br />B.J. Jansen<br />www.BJJANSEN.com<br />12<br />