Deck 13: Motivation

Question 1

In general, extrinsic rewards are more important to workers than intrinsic rewards.

Answer 1

False

Question 2

Once lower-order needs are satisfied, it is difficult to predict which higher-order needs will motivate behavior.

Answer 2

True

Question 3

Goal acceptance is most similar to the idea of:

A) goal congruity
B) goal commitment
C) goal valence
D) goal expectancy
E) groupthink

Answer 3

B

Question 4

Punishment is also called avoidance learning.

Question 5

On the basis of research evidence, the two basic needs categories are:

A) tangible and intangible needs
B) physiological and psychological needs
C) higher-order and lower-order needs
D) extrinsic and intrinsic needs
E) realized and unrealized needs

Question 6

According to the expectancy theory, motivation.

A) equity, value-added, and instrumentality
B) valence, expectancy, and instrumentality
C) expectancy, reinforcement, and instrumentality
D) instrumentality, equity, and expectancy _{e. expectancy, equity, and reinforcement}
Affect the conscious choices that people make about their

Question 7

Distributive justice refers to the perceived fairness of the process used to make reward allocation decisions.

Question 8

In general, extrinsic rewards are more important to workers than intrinsic rewards.

Question 9

In a(n) reinforcement schedule, a consequence follows every instance of a behavior.

A) continuous
B) intermittent
C) variable interval
D) fixed ratio
E) variable ratio

Question 10

Which of the following is a basic component of equity theory?

A) valences
B) reinforcement
C) referents
D) instrumentality
E) expectancy

Question 11

The primary ways for creating reinforcement contingencies in organizations are:

A) extrinsic rewards and the schedules of reinforcement
B) extrinsic and intrinsic rewards
C) perceptions of equity and reward desirability
D) situational motivators
E) higher-order needs and organizational structure

Question 12

On the basis of research evidence, the two basic needs categories are:

A) tangible and intangible needs
B) physiological and psychological needs
C) higher-order and lower-order needs
D) extrinsic and intrinsic needs
E) realized and unrealized needs

Question 13

Which of the following statements about goal-setting theory is true?

A) Feedback should not be specific.
B) Goals should be specific, measurable, attainable, and generalized.
C) Workers do not have to truly accept organizational goals for goal-setting theory to be motivational.
D) Goals can energize behavior.
E) None of the above statements about goal-setting theory is true.

Question 14

Which of the following is a basic component of equity theory?

A) valences
B) reinforcement
C) referents
D) instrumentality
E) expectancy

Question 15

To use expectancy theory to motivate employees, managers can

A) assign specific, challenging goals
B) make all rewards equal in value
C) avoid overreward and underreward
D) avoid the use of empowerment
E) systematically gather information to find out what employees want from their jobs

Question 16

strengthen behavior (i.e., increase its frequency).

A) Positive and negative reinforcement
B) Negative reinforcement and extinction
C) Positive reinforcement and extinction
D) Negative reinforcement, positive reinforcement, and punishment
E) Negative reinforcement, positive reinforcement, extinction, and punishment

Question 17

Overreward frequently causes inequity.

Question 18

Punishment is also called avoidance learning.

Question 19

Distributive justice refers to the perceived fairness of the process used to make reward allocation decisions.

Question 20

According to the expectancy theory, motivation.

A) equity, value-added, and instrumentality
B) valence, expectancy, and instrumentality
C) expectancy, reinforcement, and instrumentality
D) instrumentality, equity, and expectancy _{e. expectancy, equity, and reinforcement}
Affect the conscious choices that people make about their

Question 21

According to the equity theory, objective reality rather than employee perceptions that determines employee motivation.

Question 22

Once lower-order needs are satisfied, it is difficult to predict which higher-order needs will motivate behavior.

Question 23

According to some industrial psychologists, Performance = Motivation × Ability.

Question 24

The basic components of equity theory are outcomes, instrumentality, and valence.

Question 25

According to expectancy theory, instrumentality is strong when employees believe that improved performance will lead to better and more rewards.

Question 26

According to industrial psychology, job performance is an additive function of motivation, ability, and situational constraints.

Question 27

An intrinsic reward is a reward associated with performing a task or activity for its own sake.

Question 28

According to McClelland's Learned Needs Theory, people are motivated by a need for power, achievement, and affiliation.

Question 29

Expectancy theory describes one's motivation as a primarily unconscious process.

Question 30

The two kinds of inequity are underreward and overreward.

Question 31

Distributive justice refers to the perceived fairness of the process used to make reward allocation decisions.

Question 32

Needs are defined in the text as the physical requirements that must be met to ensure survival.

Question 33

Rationalizing or distorting outcomes may be used when other ways to restore equity aren't available.

Question 34

The use of the need-satisfaction theories to determine what motivates employees is not a straightforward task because different theories have identified different needs categories.

Question 35

_{9. In a(n) reinforcement schedule, consequences follow a behavior after different times, some shorter}
And some longer, that vary around a specified average time.

A) fixed interval
B) variable interval
C) fixed ratio
D) variable ratio
E) continuous ratio

Question 36

Overreward frequently causes inequity.

Question 37

In general, extrinsic rewards are more important to workers than intrinsic rewards.

Question 38

Which of the following statements about goal-setting theory is true?

A) Feedback should not be specific.
B) Goals should be specific, measurable, attainable, and generalized.
C) Workers do not have to truly accept organizational goals for goal-setting theory to be motivational.
D) Goals can energize behavior.
E) None of the above statements about goal-setting theory is true.

Question 39

Motivation is the set of forces that initiates, directs, and makes people persist in their efforts to accomplish a goal.

Question 40

Goal acceptance is most similar to the idea of:

A) goal congruity
B) goal commitment
C) goal valence
D) goal expectancy
E) groupthink

Question 41

A sales manager has carefully selected the members of two sales teams so that they have, as nearly as possible, identical skills and abilities. Both are assigned potential customers in the same industry. Both groups are offered the same rewards. One team makes the sale, and the other does not. This information tells you that .

A) performance and motivation are unrelated
B) the concept of synergy is faulty
C) one of the components that leads to job performance was weak
D) nothing motivates some people
E) all of these are true

Question 42

According to some industrial psychologists, job performance is a(n) situational constraints.

A) circular
B) multiplicative
C) nonlinear
D) additive
E) corollary

Question 43

The four kinds of reinforcement contingencies are positive reinforcement, negative reinforcement, punishment, and extinction.

Question 44

For goal-setting theory to motivate employees, managers must provide frequent, specific, performance-related feedback.

Question 45

According to Alderfer's ERG theory, the lowest-order need is .

A) existence
B) relatedness
C) physiological needs
D) ego-related
E) empathy

Question 46

Asa and Ruby both sell insurance. Asa is married, has three children, and a new house. Ruby is single and has recently purchased a new Lexus. According to some industrial psychologists .

A) they will be motivated by the same needs
B) Asa can be motivated through need, and Ruby cannot
C) Ruby has no needs
D) how well their employer motivates them relates directly to their individual needs
E) none of these is true

Question 47

Marketers often appeal to consumers' needs as defined by Maslow's hierarchy. A lock manufacturer, shows how much protection its locks provide and a cleaning company developed several types of wipes to eliminate concerns about infectious germs. Both marketers are appealing to which need as defined by Maslow?

A) achievement
B) belongingness
C) safety
D) physiological needs
E) achievement

Question 48

According to some industrial psychologists, constraints.

A) leadership skill
B) creativity
C) job performance
D) performance valence
E) compliance is a function of motivation times ability times situational

Question 49

On the basis of research evidence, the two basic needs categories are .

A) tangible and intangible needs
B) physiological and psychological needs
C) higher-order and lower-order needs
D) extrinsic and intrinsic needs
E) realized and unrealized needs

Question 50

According to the model of need satisfaction, an unsatisfied need produces .

A) tension
B) high levels of creativity
C) sacrificing acquisition
D) problem-solving efficiency
E) selective perception

Question 51

One of the simplest, most effective ways to motivate workers is to give them specific, challenging goals that they accept.

Question 52

For punishment to work, the punishment must be strong enough to stop the undesired behavior, and must be administered objectively, impersonally, consistently and contingently, and quickly.

Question 53

McClellend's Learned Needs Theory identifies three needs. They are the needs for .

A) achievement, relatedness, and growth
B) existence, relatedness, and growth
C) affiliation, growth, and power
D) power, self-actualization, and growth
E) power, achievement, and affiliation

Question 54

Goal specificity is the extent to which a goal is hard or challenging to accomplish.

Question 55

According to the text, accomplish a goal.

A) attitude
B) self-management
C) persistence
D) motivation _{e. compliance}
Is the set of forces that initiates, directs, and makes people persist in their efforts to

Question 56

A glass of water and shelter from a snowstorm would be examples of professional wrestling would not be.

A) intangible motivators
B) perceptional drives
C) motivational cues
D) performance modifiers
E) low-order needs , and a gold necklace and tickets to see

Question 57

The three components of are initiation of effort, direction of effort, and persistence of effort.

A) compliance
B) self-management
C) motivation
D) performance
E) efficiency

Question 58

The owner of a small local chain of retail stores that target affluent women and carry eclectic lines of wrapping paper, stationery, invitations, and gifts has expressed a strong need to expand nationwide. According to McClelland's Learned Needs Theory, the owner has a need for .

A) achievement
B) esteem
C) growth
D) self-actualization
E) affiliation

Question 59

Both negative reinforcement and punishment weaken behavior (i.e., decrease its frequency).

Question 60

Punishment is also called avoidance learning.

Question 61

A group of actors gather to read the critical reviews of the new play they presented to audiences last night. The actors are looking for rewards.

A) extrinsic
B) psychological
C) assigned
D) intangible
E) intrinsic

Question 62

A concert pianist had always wanted to play jazz and was elated when he got the opportunity to play piano with a group of talented New Orleans jazz musicians. He experienced a(n) reward.

A) extrinsic
B) physiological
C) assigned
D) tangible
E) intrinsic

Question 63

According to , people will be motivated when they perceive they are being treated fairly.

A) expectancy theory
B) Maslow's Hierarchy of Needs
C) equity theory
D) Alderfer's ERG Theory
E) reinforcement theory

Question 64

What practical steps can a manager take to motivate employees to increase their effort?

A) determine how other companies within the industry are satisfying employees' needs
B) satisfy employees' lower­order needs before attempting to satisfy higher­order needs
C) expect employees' needs to be stable
D) gradually replace extrinsic rewards with intrinsic rewards that are less expensive
E) do all of these

Question 65

are the rewards associated with performing a task or activity for its own sake.

A) Extrinsic rewards
B) Intrinsic rewards
C) Motivational cues
D) Performance valences
E) Physiological rewards

Question 66

Which of the following is an example of an intrinsic reward?

A) a bonus
B) a contest prize
C) a sense of achievement
D) a trophy
E) all of these

Question 67

Which of the following is a basic component of equity theory?

A) valences
B) reinforcement
C) referents
D) instrumentality
E) expectancy

Question 68

According to equity theory, when employees perceive , they tend to experience anger or frustration.

A) overreward
B) underreward
C) adverse instrumentality
D) negative motivational cues
E) negative reinforcement

Question 69

Although both Title IX of the 1972 Education Amendments and the advent of professional women's sporting leagues have led to dramatic increases in opportunities for women in sports at high school, collegiate, and professional levels, significant discrepancies still exist between men's and women's sports. According to equity theory, female athletes should feel that male athletes are being .

A) overrewarded
B) synergized
C) underrewarded
D) extrinsically rewarded
E) goal reinforced

Question 70

Which of the following statements about needs is true?

A) In all situations, higher-order needs can be used to motivate.
B) The importance of lower-order needs is identified by all needs theories.
C) The relative importance of the various needs may change over time in a predictable pattern.
D) Higher-order needs are concerned with survival and security.
E) Higher-order needs will generally not motivate people as long as lower-order needs remain unsatisfied.

Question 71

The two basic kinds of inequity are .

A) performance and situational inequities
B) underreward and overreward
C) balanced and unbalanced rewards
D) intrinsic and extrinsic inequities
E) higher-order and lower-order inequities

Question 72

In equity theory, fairly.

A) liaisons
B) valence bearers
C) mentors
D) reinforcers _{e. referents}
Are others with whom people compare themselves to determine if they have been treated

Question 73

Although both Title IX of the 1972 Education Amendments and the advent of professional women's sporting significant discrepancies still exist between men's and women's sports. For example, women receive less media coverage, promotion, and institutional support. According to the top of their ability is less than that for men.

A) equity theory
B) reinforcement theory
C) goal-setting theory
D) theory of procedural justice _{e. expectancy theory}
, the motivation for women athletes to perform at

Question 74

Managers can motivate employees to increase their efforts by .

A) relying on the innate value of extrinsic rewards
B) satisfying higher-order needs first
C) asking employees what their needs are then matching rewards to those needs
D) expecting employees' needs to remain stable
E) doing all of these

Question 75

Although both Title IX of the 1972 Education Amendments and the advent of professional women's sporting leagues have led to dramatic increases in opportunities for women in sports significant discrepancies still exist between men's and women's sports. For example, women receive less media coverage, promotion, and institutional support. According to equity theory, media coverage, access, promotion, and institutional support are all examples of undesirable for female athletes.

A) referents
B) valences
C) expectancies
D) outcomes
E) certainties

Question 76

Which of the following is an example of an extrinsic reward?

A) a sense of achievement
B) a feeling of responsibility
C) a salary increase
D) pride from accomplishing a difficult task
E) all of these

Question 77

Which type of inequity occurs more frequently in theory than in practice?

A) overreward
B) underreward
C) negative expectancy
D) negative valence
E) instrumentality

Question 78

Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal, $15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled athletes has been a part of the Olympic Games, yet the USOC pays disabled athletes only 10 percent of what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in opening ceremonies. Paralympic athletes are angry at being treated unfairly. These athletes view Olympic athletes as .

A) valence bearers
B) instrumental participants
C) referents
D) mentors
E) reinforcers

Question 79

Extrinsic rewards are .

A) intangible
B) exemplified by bonuses, trophies, and plaques
C) exemplified by a sense of accomplishment at the conclusion of a difficult assignment
D) rewards associated with performing a task for its own sake
E) much more effective motivators than intrinsic rewards

Question 80

Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal, $15,000 for a silver medal, and $10,000 for a bronze medal. The USOC pays disabled athletes only 10 percent of what the Olympic athletes are paid. Paralympic athletes are angry at being treated unfairly. What kind of inequity are the Paralympic athletes experiencing?

A) adverse valence
B) negative instrumentality
C) underreward
D) negative outcome
E) overreward