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

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

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

3) C) Two days off with pay

Explanation:

1) The E->P expectancy is related to the concept of investing effort into something that you know will lead to the desired performance. It is the part of the expectancy theory that is not related to rewards.

In this example. the goal (task) is to increase sales. The E->P expectancy is the probability that Ethan's efforts will result in the desired performance (increased sales). By giving sales tips to Ethan, he will get more self-esteem and know-how and believe that his effort will in fact result in the desired outcome.

Although this is an overlooked part of the expectancy theory sometimes, it is crucial. Despite the appeal of a particular reward, an employee may not get increased motivation if he/she thinks that the task itself cannot be completed.

2) The P->O expectancy is related to rewards, and it states that employees will get motivated if the desired performance will result in a reward. In this case, Emma's putting the goal (10% increased sales) in direct relation with a reward.

3) Since the Motivation Report states that Ethan is motivated by time off, two days off with pay is the most appealing reward for him. The money bonus is more appropriate for Jon, while a choice of work assignments is better for Blair.