A waiter is asked to increase his check average by "suggestively

selling" appetizers, salads, and desserts. It has been explained to the

waiter that the larger his check average, the more he will make in

tips. However, the waiter does not believe that suggestive selling

will actually result in increased tips. In this scenario, the waiter's

belief that suggestive selling is not likely to result in more tips

exemplifies:

equity

expectancy

instrumentality

valence