Use your knowledge of expectancy theory to answer Matt's questions. Hi Jayden, As you may know, Starbucks is in a battle with McDonald's to capture the early morning coffee customer. Last month, our location sold 180 lattes per day, while the McDonald's down the street sold 220. We need to beat McDonald's next month.

Which of the following sentences should I use to increase Jayden's expectancy?

Your ability to take time off will be limited during this transition.

Adopting the right attitude is the most important thing you can do to help with this effort.

You and I will be having weekly meetings to come up with strategies to ensure an increase in latte sales.

Which of the following sentences should I use to increase Jayden's instrumentality?

Your goal for this month is to sell 10% more lattes, and you will receive a reward if you reach it.

You asked for new promotional posters last week-I've gotten those for you.

I'll be sharing some special sales tips with you tomorrow that will make your job easier.

Ans 1: You and I will be having weekly meetings to come up with strategies to ensure an increase in in latte sales.

Ans 2: Your goal for this month is to sell 10% more lattes, and you will receive a reward if you reach it.

Explanation:

The theory of Expectancy suggests that a person will act or behave in a particular way because they are motivated to choose a precise behavior over others due to what they expect the result of that chosen behavior will be.

while Instrumentality proposes that if an individual performs well , a valued outcome will be received.

Your goal this month is to sell 10% more lattes, and you will receive a reward  if you reach it.

Explanation:

The expectancy theory underscores the importance of organisations to relate rewards directly to performances and be able to determine that those rewards are deserved and accepted by the receipiant.

In this case, to get Matts to increase his sale by 10% and help Starbucks sale more latte than MacDonald, he was assured of rewards. This might not be unconnected to series of meetings they have had to strategies on how to increase sales.

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