Скачать или смотреть Vroom’s Expectancy Theory Explained in 60 Seconds (Motivation series)

Facilitating action steps often hinges on aligning diverse expectations, which Vroom’s Expectancy Theory helps address through three factors: clear expectations, instrumentality, and valence.
Establishing clear expectations means linking organizational goals to individual contributions, clarifying deliverables like products, services, or behaviors that drive company success. Ensuring perceived instrumentality answers the “what’s in it for me” question, showing employees how meeting expectations leads to rewards, promotions, or desirable outcomes. Understanding valence emphasizes tailoring incentives to individual preferences, recognizing that different rewards motivate different people.
For example, a software sales team might adopt a new commission structure. Motivation depends on belief in the effort-performance link (expectancy), confidence that performance leads to commissions (instrumentality), and desire for financial rewards (valence). Use this framework for goal-setting, team management, performance systems, or incentive programs. When motivation lags, revisit these factors to bridge gaps between goals and action steps effectively.

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