By announcing that the employee that increases sales by 15% receives a 15% commission, Sandy is promoting instrumentality in the expectancy theory.
The instrumentality part of the expectancy theory is the belief that a person is going to get reward if they are able to work as they are expected to.
The reward that the person receives may be in different forms. It could come in the form of a pay raise, in the form of a promotion or in the form of an award of accomplishment.
Instrumentality helps to motivate workers through the belief that if they work well, they would get rewarded for their effort.
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