Editing Expectancy theory (section)

===Instrumentality: performance → outcome (P→O)===
Instrumentality is the belief that a person will receive a reward if the performance expectation is met. This reward may present itself in the form of a [[Salary|pay increase]], promotion, recognition or sense of accomplishment. Instrumentality is low when the reward is the same for all performances given.

Another way that instrumental outcomes work is [[Commission (remuneration)|commissions]]. With commissions performance is directly correlated with outcome (how much money is made). If performance is high and many goods are sold, the more money the person will make.

Factors associated with the individual's instrumentality for outcomes are trust, control and policies:
* Trusting the people who will decide who gets what outcome, based on the performance,
* Control of how the decision is made, of who gets what outcome, and
* Policies understanding of the correlation between performance and outcomes