|
Vroom presents us with the idea that people are influenced by the expected results of their actions. In one sense, what we do depends on what we believe we will gain from doing it. In Vroom's model three variables are identified, as described in the table below.
|
|
| Variable |
Description |
|
| Force |
The motivational force / effort with which the individual will pursue a particular course of action.
|
|
| Valence |
The attractiveness, or unattractiveness, to the individual of the outcome of that course of action. This is often given a grade of between +1 & -1.
- +1 indicating an outcome which is highly attractive to the individual
- -1 indicating an outcome which is highly unattractive to the individual
- 0 indicating an outcome which is of no concern / interest to the individual and is therefore neither attractive nor unattractive.
|
|
| Expectancy |
The individuals expectation, the perceived probability, that such an outcome will be achieved. This is also often expressed as a value between 1 & 0
- 1 indicating complete confidence that the outcome will be achieved.
- 0 indicating the perception that the outcome is impossible to achieve.
|
|
Vroom proposes that Motivational force is a function of Valence & Expectancy, this can be best conveyed by the formula.
Force = Valence x Expectancy
F = V x E
Lets us consider the following example.
| |
|
|
| |
Sales Department Example
Let's consider one initiative to motivate staff, the offer of promotion within a sales department if certain sales targets are met. For one member of staff this is a highly attractive (Valence = + 0.9), but their portfolio of clients and past performance means they perceive achievement of the outcome, e.g. the sales target, almost impossible (Expectancy = 0.1). By applying the formula we see that the motivational force will be :
F = V x E
F = 0.9 x 0.1 = 0.09
Alternatively, another member of staff finds the possibility of promotion reasonably attractive (Valence = + 0.6), and based on their portfolio of clients, and past sales performance, they feel reasonably confident that they will achieve the sales target set (Expectancy = 0.8). Here we see that the motivational force is far stronger in comparison:
F = V x E
F = 0.6 x 0.8 = 0.48
|
|
The above example further underlines the individual nature of motivation, in that what might appear to be a universally appropriate means of motivating people, can actually have significantly differing effects on each individual.
|
