Part of my Motivation Series, this presentation explains what Expectancy Theory is and how you can effectively apply it in your own life or in the lives of those you manage. It helps take a potentially "soft" topic and turn it into actionable steps.

1. Motivation Series
Expectancy Theory

2. Expectancy Theory

3. Expectancy Theory
“HOW CAN I
INCREASE THE
INTENSITY OF MY
EFFORT TOWARDS
MY GOALS?”

4. Expectancy Theory
What is the question you answer
by using Expectancy Theory!

5. Expectancy Theory
Correct!

6. Expectancy Theory
Expectancy Theory has three different
elements which each influence effort.

7. Expectancy Theory
Expectancy
“If I really try hard, can I do this job?”

8. Expectancy Theory
Expectancy
Instrumentality
“If I do this job well, will I be rewarded?”

9. Expectancy Theory
Expectancy
Instrumentality
Valence
“How much do I value the reward?”

10. Expectancy Theory
Expectancy
These elements have a
multiplicative effect with each other.
Instrumentality Effort
Valence

11. Expectancy Theory
E I V Effort

12. Expectancy Theory
To understand how that works,
think of each element as a
separate probability from 0 to 1.
E I V Effort

13. Expectancy Theory
E I V Effort
1 1 1 100% Effort
1 1 .9 90% Effort
1 .9 .9 81% Effort
1 .9 .2 18% Effort

14. Expectancy Theory
Because they multiply, if any
individual element is zero,
effort will also be zero.
E I V Effort
1 1 0 0% Effort
1 0 1 0% Effort
0 1 1 0% Effort

15. Expectancy Theory
You may be thinking to yourself,
“How on earth am I going to
measure something like valence?”
E I V Effort

16. Expectancy Theory
Don’t worry about it.
E I V Effort

17. Expectancy Theory
Exact probabilities are not nearly as
important as the idea behind them.
E I V Effort

18. Expectancy Theory
Just thinking about it in terms
of “Bad, Okay, Great” is fine.
E I V Effort

19. An Example

20. An Example
Let’s try a simple example.

21. An Example
We’ll look at making an
effort to network in
order to find a new job.

22. An Example
Expectancy
Remember that Expectancy asks, “If
I really try hard, can I do this job?”

23. An Example
Expectancy
You might ask, “If I try really hard,
will I be good at networking?”

24. An Example
Expectancy
Instrumentality
Remember that Instrumentality asks, “If
I do this job well, will I be rewarded?”

25. An Example
Expectancy
Instrumentality
You might ask, “If I can network well,
will that help me build the contacts
that will lead to a full-time job offer?”

26. An Example
Expectancy
Instrumentality
Valence
Remember that Valence asks,
“How much do I value the reward?”

27. An Example
Expectancy
Instrumentality
Valence
You might ask, “How much
do I really want a new job?”

28. An Example
Expectancy
If you don’t expect to be good at
networking even if you work really hard…
0 1 1 0% Effort

29. An Example
Expectancy
Instrumentality
…or if you don’t expect to build
contacts and get an offer even
if you’re great at networking…
1 0 1 0% Effort

30. An Example
Expectancy
Instrumentality
Valence
…or if you don’t really
want a new job…
1 1 0 0% Effort

31. An Example
…if any one of those is zero, your
effort to network will be zero.
0% Effort

32. Using E.T.

33. Using E.T.
“Expectancy Theory”

34. Using E.T.
Not me.

35. Using Expectancy Theory
But a manager might ask,
“How on earth does this
Expectancy mumbo jumbo help?”
Instrumentality
Valence

36. Using Expectancy Theory
Well, it helps you know how to
react to problems with effort.

37. Using Expectancy Theory
Usually, if a manager sees a problem
with effort, he’ll use phrases like…

38. Using Expectancy Theory
Expectancy
“lacks initiative”
“no commitment”
Instrumentality
“insufficient dedication”
Valence
“bad attitude”

39. Using Expectancy Theory
Those don’t really help.

40. Using Expectancy Theory
I know. Earth shattering.

41. Using Expectancy Theory
Expectancy Problem?
Instrumentality Problem?
Valence Problem?
But using Expectancy
Theory, you can look at
the problem area…

42. Using Expectancy Theory
Coaching,
Expectancy Training
Tie rewards to
Instrumentality performance
Choose more
Valence meaningful rewards
…and then craft
a smart solution.

43. A Caveat

44. A Caveat
Expectancy
Instrumentality
Valence
Expectancy Theory is all about
self-perceptions and effort.

45. A Caveat
Expectancy
Meaning, for example, that it
Instrumentality doesn’t matter if rewards are tied to
performance if people don’t think
that they’re tied to performance.
Valence

46. A Caveat
Expectancy
Instrumentality
Valence
Keep that in mind as you craft solutions.

47. A Caveat
Expectancy
Good
Instrumentality Performance
Valence
Also, remember that you could be putting
in 100% effort, but if you suck at what
you do, the results will still be poor.

48. Conclusion

49. Conclusion
Expectancy Theory deals with what influences effort
Expectancy, Instrumentality, and Valence all shape effort
These three elements have a multiplicative effect on effort
Expectancy Theory is useful in creating specific solutions to effort issues
For Expectancy issues, coach or train individuals
For Instrumentality issues, better tie rewards to performance
For Valence issues, choose more meaningful rewards
Expectancy Theory is all about self-perception, not necessarily reality
If you’re not skilled, all the effort in the world won’t create positive results

50. Motivation Series
Expectancy Theory
Daniel Larsen - http://www.linkedin.com/pub/daniel-larsen/19/8b8/910