Fundamentals of Management, 11/e

How Does Expectancy Theory Explain Motivation?

• How hard do I have to work to achieve a certain level of performance?

• Can I actually do that?

• What reward will I get for reaching it?

• How much do I want that reward?

The most comprehensive explanation of how employees are motivated is Victor Vroom’s expectancy theory. Although the theory has its critics,36 most research evidence supports it.37

Expectancy theory states that an individual tends to 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. It includes three variables or relationships (see Exhibit 12–8):

Exhibit 12–8

Expectancy Model

Figure 12–8 Full Alternative Text

1. Expectancy or effort-performance ...