Instrumentality theory of work motivation: Some experimental results and suggested modifications

Abstract

Instrumentality theory hypothesizes that a person's attitude toward an occurrence (outcome) depends on his perceptions of how that outcome is related (instrumental) to the occurrence of other more or less preferred consequences. An extension of this theory is proposed, the results of an experimental design to test deductions flowing from the extended model are described, and the effects of the results on further modifications in the theory are suggested. 169 women working in a simulated organization were assigned randomly to the following 3 treatments: (1) a condition where favorable feedback of high achievement was perceived to be contingent upon effective performance, (2) a condition where Ss received an outcome of money which was not contingent upon effective performance, and (3) a control condition where Ss received neither achievement feedback nor money. Results of this experiment, conducted in a realistic but carefully controlled work setting, show that instrumentality theory predictions of particular levels of job satisfaction and/or job performance are confirmed under only a few rather narrowly specified conditions. (27 ref.) (PsycInfo Database Record (c) 2025 APA, all rights reserved)