8. Expectancy theory
• An individual will act in a certain way based
on the expectation that the act will be
followed by a given outcome and on the
attractiveness of that outcome to the
individual
– Performance linkage (How hard will I have to
work?)
– Reward linkage(What is the reward?)
– How attractive is the reward?
9. Expectancy theory
• According to expectancy theory, a person will
expend effort (be motivated) when s/he
believes that:
– the effort will result in favorable performance
– favorable performance will result in a desirable
reward
– the reward will satisfy an important need
– the desire to satisfy that need is strong enough
to make the effort worthwhile
10. Equity theory
• People value equity
• Perception counts
• An employee compares her/his job's inputs-outcomes
ratio with that of referents.
• If the inequity is perceived then the person will act to
correct the inequity:
– Change outcomes
– Alter perceptions of self
– Alter perceptions of other
– Leave situation
– Change comparisons
11. Attribution theory
• Attributions
– Causes salespeople generate to make sense of their
world.
• Consistency
– Degree to which the salesperson repeats that same
behavior toward a problem on different occasions.
• Distinctiveness
– Degree to which the salesperson performs different
behaviors with different problems
