Date of Award


Document Type


Degree Name

Master of Arts (MA)




The effect of perceived uncertainty as a moderator of work-related expectancies and goals of real-estate salespersons was examined. The effect of tenure as a moderator of these relationships was studied, as well as the effects of uncertainty and tenure on perceived differences in the amount of effort required to meet income goals under changing economic conditions. Additionally, Kopelman’s (1977) return on effort construct was tested in an organizational setting. The results generally provided weak support or none at all for the hypothesized relationships between uncertainty, motivation, goals, effort and tenure. Possible explanations for these results were (a) unique characteristics of the population from which the sample was drawn, and (b) differences in measured dimensions of uncertainty from those previously reported in the literature (Ferris, 1978). A supplementary analysis and discussion of results is found in Appendix B. Post hoc analysis of the data suggested that ability and attributional strategies are moderators of the relationships between uncertainty, motivation, goals, effort and tenure.


A Thesis Presented to the Department of Psychology and the Faculty of the Graduate College University of Nebraska In Partial Fulfillment of the Requirements for the Degree Master of Arts University of Nebraska at Omaha. Copyright 1980, Helen E. Largen