Carol always successfully used rewards to motivate salespeople at a ho

QUESTION

Carol always successfully used rewards to motivate salespeople at a home-party cosmetics company.

Spa weekends and theater tickets were very effective, but they don’t seem to work now that she is sales manager for a football equipment company. Which theory captures Carol’s problem?
A) equity theory
B) expectancy theory
C) goal-setting theory
D) Theory Z
E) Theory X

ANSWER

Answer: B
Explanation: B) Expectancy theory proposes that people are motivated by how strongly they want a reward. Spa weekends were desirable for what was likely a heavily female cosmetics sales force but are less popular with a heavily male team selling football equipment.