What motivational theory explains the success of the sales contest at Fresh Munchables?

Expectancy theory is the most fitting motivational theory to explain the success of the sales contest at Fresh Munchables. This theory posits that individuals are motivated to act in a certain way based on their expectations that their efforts will lead to desired outcomes. In the context of a sales contest, salespeople are likely motivated to increase their performance because they believe that by doing so, they will achieve the rewards associated with the contest, such as bonuses, recognition, or prizes.

The key components of expectancy theory—expectancy (belief that effort will lead to performance), instrumentality (belief that performance will lead to rewards), and valence (the value the individual places on the rewards)—come into play here. If the sales team believes that their increased efforts will not only enhance their sales figures but also lead to tangible rewards, they are more likely to participate enthusiastically in the contest.

In contrast, the other options do not align as closely with the dynamics of a sales contest. Reinforcement theory focuses on how certain behaviors can be reinforced by rewards, but it does not encompass the belief system around effort leading to expected outcomes. Summative assessment theory pertains more to evaluating performance rather than motivating it. Behavioral theory, while concerned with observable actions, does not adequately