The class divides itself into small groups. Working alone, group members first attach a valence to all the rewards in Exhibit 11-8. Use the expectancy theory scale of -100 to +100. Next, do an analysis of the top ten motivators identified by the group, perhaps by calculating the average valence attached to the rewards that at first glance were assigned high valences by most group members. After each group has identified its top ten motivators, the group leaders can post the results for the other class members to see. After comparing results, answer these questions:

1. What appear to be the top three motivators for the entire class?

2. Do the class members tend to favor internal or external rewards?

3. Did career experience or gender influence the results within the groups?

4. Of what value to managers would this exercise be in estimating valences?