Giles Montel, Vice President of Sales for Downtown Motors, announced that he would reward his top-selling salesperson with a Hawaiian vacation. He found that his top salespeople were highly motivated by this program; however, his lower-performing salespeople became discouraged and demotivated. Explain this discrepancy, according to expectancy theory.

Expectancies can vary among individuals, even in the same situation.

Explanation:

Here is an explanation of the expectancy theory:

If workers in an organization are expected to put more effort on the job, then a reward system is necessary and can serve as a motivator.

This is what Giles montel has done by promising to reward top selling sales persons. Top sales persons were motivated by the program but low sales persons got demotivated. This goes to show that even though individuals are in the same situations, expectancies can vary among them.

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