As competition in the retail market began to heat up, it became necessary to find ways to motivate the sales staff of Mayfield Department Stores to increase sales. Therefore, a motivational program was developed with the help of a consulting firm. Each month, employees in the department with the highest sales would have a chance to win a trip to Mexico. At the end of the year, the names of all employees in those departments that had the highest sales for at least one month would have their name entered into a draw and three names would be chosen to win a one-week trip to Mexico paid for by Mayfield.

1. According to need theories of motivation and goal setting theory, will this program be motivational? Explain your answer.

2. Discuss the motivational potential of the program according to expectancy theory and equity theory. Will the program motivate the sales staff and improve sales?

3. How would you change the program to make it more effective for motivating employees? Use expectancy theory, equity theory, and goal setting theory to support your plan to make the program more effective.