A Particular Employee Is Provided with a Very Aggressive Sales

question 15

Essay

A particular employee is provided with a very aggressive sales goal for next year.Management proposes that if sales double,the employee will receive a 50 percent increase to his/her base pay in addition to his/her sales-based commissions.This represents a substantial increase in compensation,and management is confident the employee will be motivated to increase task behaviour.
Two months into the program,management notices the employee is actually less motivated.
Using expectancy theory,explain possible rationales that may justify the decreased level in motivation and associated task behaviour.(You may make any additional assumptions)

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Definitions:

Chesapeake Affair

An 1807 incident between the British warship HMS Leopard and the American frigate USS Chesapeake, leading to heightened tensions between Britain and the United States.

Non-Importation Act

Legislation passed by various American colonies in the 1760s and 1770s to protest British policies by refusing to import British goods.

War Of 1812

The War of 1812 was a military conflict fought between the United States and Britain from 1812 to 1815, primarily over British restrictions on U.S. trade and America's desire to expand its territory.

Impressment

The act of forcibly taking men into a navy or military service without notice, often practiced by the British Navy against American sailors in the early 19th century.