A waiter is asked to increase his check average by \"suggestively selling appeti

Question

A waiter is asked to increase his check average by "suggestively selling appetizers, salads, and desserts. It has been explained to the waiter that this will result in greater spending by patrons and higher tips. However, the waiter does not believe that suggestive selling will actually work to increase patron spending. Based on expectancy theory, the waiter's belief that suggestive selling is not likely to have the desired outcome is an example of low O equity According to job characteristics theory, improving the dimensions of the five core job characteristics will work best to motivate: O employees high in growth need strength O employees with routine jobs O all employees O employees who are extrinsically motivated

Explanation / Answer

According to expectancy theory of Vroom , motivational force = expectancy *instrumentality *valence

Here expectancy is the belief that one's effort (E) will result in attainment of desired performance (P) goals , Instrumentality is the belief that a person will receive a reward if the performance expectation is met and Valence is one behavioral alternative, where the decision is measured on the value of the reward (also , it is the value placed on the reward) . Hence , waiter's belief that suggestive selling does not increase patron spending is instrumentality.

According to job characteristics theory , motivation potential score

MPS = (Skill variety + Task identity + Task significance)/3 X Autonomy X Feedback

Hence improving the dimensions of five core characteristics increases the motivativation of employees through three psychological processes viz . experienced meaningfulness, experienced responsibility, and knowledge of results. So improving these dimensions impact the employees who are extrinsically motivated (internal motivation being the best motivation but natural to the employee).

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