Let's talk about...

Did you expect that?

It's a theory about motivation

and if that doesn't get your engine revving,

then let me tell you that

it was invented by a guy named Victor Vroom.

Yup, that's a real person

not a character from the movie “Cars”.

In 1964 Mr. Vroom wrote “Work and Motivation”

which helped earn him an Academy of Management

Lifetime Achievement Award,

which he received 50 years after writing the book.

Probably didn't expect that.

We can sum up his theory in this equation:

Expectancy Theory

Thank you. Good night.

Oh, a date you say.

Well, it's been a while.

You know what? I'm motivated.

Expectancy means, the harder I try

the better I expect my performance to be.

For instance, the more I practice kissing

before my upcoming date,

the better I think that goodnight kiss will be.

Instrumentality means, the better my performance,

the more likely it is that I will get my reward.

So, the better my goodnight kiss,

the more likely there will be a good morning kiss.

And valence means

the more the reward fits my needs,

the more value I put on it.

Like I said, it's been a long time.

It has a lot of value.

Example

Still not motivated enough?

Here's one more example from a real couple

that we did not hire to put on this show for you.

Buying a car from Vroom is so easy.

All you need is a phone and a finger.

Just scroll through amazing, hand-picked,

low-mileage cars, then tap to buy.

That's it.

Do you have a phone?

Do you have a finger?

Do you think you can tap and scroll well enough

to buy us a car?

Expectancy, check.

If you buy us a car,

we can read a book together.

Instrumentality, check.

Victor Vroom's book on Expectancy Theory.

Valence, check.

Yes! Expectancy Theory!

Oh yeah! She digs it.

And now you know expectancy theory

and I'm ready for my date.

Oh! I didn't expect this.