12-7 Expectancy, Instrumentality, valence Expectancy is the perception that effort (input )will result in a level of performance o You will work hard if it leads to high performance a You would be less willing to work hard if you knew that the best you would get on a paper was a d regardless of how hard you tried a Instrumentality Performance leads to outcomes Workers are only motivated if they think performance leads to an outcome a Managers should link performance to outcomes valence: How desirable each outcome is to a person o Managers should determine the outcomes workers want most " win/MeGraw-HHill CThe McGraw-Hill Companies, Inc, 200012-7 Irwin/McGraw-Hill ©The McGraw-Hill Companies, Inc., 2000 Expectancy, Instrumentality, & Valence ◼ Expectancy is the perception that effort (input) will result in a level of performance. ◆ You will work hard if it leads to high performance. ◼ You would be less willing to work hard if you knew that the best you would get on a paper was a D regardless of how hard you tried. ◼ Instrumentality: Performance leads to outcomes. ◆ Workers are only motivated if they think performance leads to an outcome. ◼ Managers should link performance to outcomes. ◼ Valence: How desirable each outcome is to a person. ◆ Managers should determine the outcomes workers want most