This preview has intentionally blurred sections. Sign up to view the full version.View Full Document
Unformatted text preview: Reduce possibility that negative outcomes might be linked to good performance o Hausser: Extrinsic outcomes: money Intrinsic outcomes: freedom, customer interaction • Putting expectancy pieces together: o E leads to P o P leads to O o O must be positive • Hausser conclusion: o What should Brenda do about the Florida team? Spend more time in Florida Explain to corporate that salespeople shouldn’t get “punished” for their discovery Lobby corporate to make some fundamental changes • Putting motivation pieces together: o E to P affected by: Drives Goals Job design o P to O affected by: Reinforcement Rewards o O to satisfaction linked to: Equity o Satisfaction to E linked to: Less absenteeism Less turnover...
View Full Document
- Fall '10
- expectancy theory, extrinsic outcomes, available outcomes