Victor Vroom’s Expectancy Theory of Motivation
Overview
Definition: Expectancy Theory explains how individuals are motivated
based on their expectations of outcomes and the attractiveness of those
outcomes.
Support: While the theory has critics, most research supports it as a valid
framework for understanding employee motivation.
Three Key Variables
1. Expectancy (Effort–Performance Linkage)
Belief that effort leads to specific performance levels.
The more confident, the more motivated.
2. Instrumentality (Performance–Reward Linkage)
Belief that performance leads to rewards.
Motivation increases if employees see a clear reward for performance.
3. Valence (Attractiveness of Reward)
Importance of the reward to the individual.
More valued rewards lead to higher motivation.
Real-World Example
Sales rep works hard to exceed targets for a valued reward (corporate jet).
Clear performance-reward linkage motivates effort.
Practical Applications for Managers
1. Understand Individual Goals
Different rewards motivate different employees (e.g., salary, promotions,
recognition).
2. Clear Effort-Performance Expectations
Employees should know what effort is required for desired performance.
3. Clarify Reward Linkage
Clearly connect performance with rewards to boost motivation.
4. Align Rewards with Employee Values
Ensure rewards match what employees value (e.g., bonuses vs. time off).
5. Foster Motivation through Transparency
- Ensure employees understand expected behaviors, evaluations, and rewards.
Core Points
Perceptions Matter More than Reality
Motivation depends on perceptions of effort, performance, and rewards.
Tailor Motivation to Individual Values
No universal motivator; align rewards with personal goals.
Clarify Expected Behaviors
Ensure employees know what is expected and how they’ll be evaluated.
Focus on Reward Alignment
A reward should match employees' personal goals and needs.
Additional Insights
No Universal Principle: Motivation is personal, managers need to
understand individual views on rewards.
Behavior Expectations: Clear communication of expectations and
evaluation criteria is key.
