11. V j = (I ij x V i ) V j = expected overall utility to an individual of achieving performance level j I ij = beliefs about the performance to suboutcomes linkages: the individuals subjective probability that achieving performance level j would create suboutcome I (instrumentalities) Example: 30% chance that selling $300K (performance level j) would get one a promotion (suboutcome I) V i = the utility an individual derives from suboutcome I (e.g., a promotion) Note: this can be negative
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