A Journal Article Review of ‘Performance-Reward Instrumentalities and the Motivation of Retail Salespeople’

A Journal Article Review of ‘Performance-Reward Instrumentalities and the Motivation of Retail Salespeople’ (Teas, 1982)
BSc International Business and Languages: Understanding Global Organizations Dr. Seamus Kelly
Kate Moynihan DT557 C07530340
Word Count: 2101 words
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Article Outline
The journal article that I have to chosen to critically review is ‘Performance-Reward Instrumentalities and the Motivation of Retail Salespeople’ (Teas, 1982). It examines the Vroom Expectancy Theory of Work Motivation (1964), which asserts that a person shall behave or act in a certain manner based on the expected result that they believe will emerge. Fundamentally, it determines that a person has no inducement to perform in a certain way unless he/she believes that behaving in that manner will result in an expected outcome (Brown, 2011).
Although this article was written nearly 30 years ago, the fundamentals expressed in it are similar to the society that we live in today. Teas examines how employers are motivated and shows that not all performance rewards should be based on monetary items (e.g. bonus, wage increases etc). A survey was composed to determine this theory and Teas received 93 usable responses at a response rate of 56%. The survey consisted of measuring the employee’s locus of control, feelings on leader initiating structure, consideration and organizational feedback. Once more, Teas explored core task variables and instrumentality. He composed the survey quantitatively as opposed to qualitatively so that employees could answer it by

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