3. In terms of the expectancy theory, Simpson has a very strong valence toward a promotion. He probably considers this the most crucial aspect and what drives him to perform. It is his ultimate goal and the outcome that he has most sought after. If he doesn't rate the outcome of a promotion as a +10, then he rates it very close to this. Therefore, the instrumentality associated with this is incredibly high. Simpson feels a need to expend a great deal of effort because he sees that as the way to get a promotion. Since Simpson relates the outcome of a promotion with performance, at least before Coleman gets his promotion, he would give a very high instrumentality rating somewhere close to 1 probably in the .9 to 1 range. Since instrumentality is a ratio, .9 would be a very high level of instrumentality.
4. The psychological needs that Collins appealed to while talking to Simpson were his sense of validation and value to the company. Collins re-assured Simpson that he was a "valued man" and that Collins wasn't meeting with Harry to chew him out. He also worked at replacing the goal of supervisor with a new goal for Harry to work towards, achieving his ten-year pin. Collins is hoping that by replacing the old goal with a new one, it will encourage Simpson to increase his efforts and motivation again. He also appeals to Simpson's need of re-assurance and recognition stating that Simpson is well respected and has done a great job in the past. He also gives Harry the opportunity to take on a new challenge by running a new line.
5. Reinforcement theory could be used t shape Simpson's behavior in the areas that need attention. Obviously, the major problem before was that Simpson felt he was getting no rewards or recognition for his efforts. Since Collins is trying to use verbal reinforcement such as words of encouragement as a reward, he could use a variable ratio system to reward Simpson by occasionally congratulating and recognizing Simpson's efforts when he sees them. It would obviously be impossible to set up a fixed interval since Collins would not be around to see Simpson every time he did a good job. If Collins wanted to go further he could also give Simpson occasional bonuses or compensatory rewards on a variable ratio schedule when he sees or hears about Simpson performing well. All of these things should encourage Simpson to keep his effort level up in an attempt to receive the rewards.
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