According to this theory, people are motivated only if they expect a desired outcome or reward. The key idea here is: What is in it for me? The desired outcome here has two co…mponents: Objectives will be met with this effort, and the performers will be rewarded. .
Trivia : This theory works almost all the time. If as the manager, you can understand what your team needs (like promotion, better roles, onsite opportunities etc) you can motivate them to work better in return for the rewards they expect. It's a win-win situation. You get good results and your team gets what they want.. (MORE)