Deck 13: Motivation

Question 1

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

Answer 1

False

Question 2

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

Answer 2

True

Question 3

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

Answer 3

False

Question 4

Punishment is also called avoidance learning.

Question 5

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

Question 6

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

Question 7

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 8

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

Question 9

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

Question 10

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

Question 11

Needs are defined as the social requirements that must be met to ensure survival.

Question 12

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

Question 13

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

Question 14

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

Question 15

The two kinds of inequity are underreward and overreward.

Question 16

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

Question 17

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

Question 18

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

Question 19

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

Question 20

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

Question 21

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

Question 22

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

A)Attitude
B)Self­management
C)Persistence
D)Motivation
E)Compliance

Question 23

In the context of the different kinds of needs, a glass of water and shelter from a snowstorm would be examples of _____.

A)intangible needs
B)perceptional needs
C)motivational needs
D)performance needs
E)lower­order needs

Question 24

Dylan worked hard on his latest project at work and did it exceptionally well in the hope that his boss might give him a raise. In other words, Dylan was looking for a(n) _____ reward.

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

Question 25

A lock manufacturer shows consumers how much protection its locks provide and a cleaning company has developed several types of wipes to eliminate concerns about infectious germs. In the context of Maslow's hierarchy of needs, which need are these companies targeting?

A)Achievement needs
B)Belongingness needs
C)Safety needs
D)Physiological needs
E)Esteem needs

Question 26

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

A)compliance
B)self­management
C)motivation
D)competency
E)efficiency

Question 27

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

A)tangible and intangible needs
B)physiological and psychological needs
C)higher­order and lower­order needs
D)extrinsic and intrinsic needs
E)realized and unrealized needs

Question 28

_____ are factors beyond the control of individual employees, such as tools, policies, and resources that have an effect on job performance.

A)Equities
B)Reinforcement contingencies
C)Valences
D)Situational constraints
E)Referents

Question 29

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 30

_____ is a multiplicative function of motivation times ability times situational constraints.

A)Leadership skill
B)Creativity
C)Job performance
D)Valence
E)Compliance

Question 31

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

Question 32

Which of the following statements is true of extrinsic rewards?

A)They are intangible in nature.
B)They are offered by companies to get people to do things they wouldn't otherwise do.
C)Thjey are exemplified by a sense of accomplishment at the conclusion of a difficult assignment
D)They are associated with performing a task for its own sake.
E)They are invisible others except the recipient.

Question 33

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

A)achievement, relatedness, and growth
B)existence, relatedness, and growth
C)affiliation, existence, and power
D)power, self­actualization, and growth
E)power, achievement, and affiliation

Question 34

_____ is the degree to which workers possess the knowledge, skills, and talent needed to do a job well.

A)Drive
B)Instrumentality
C)Synergy
D)​Ability
E)Valence

Question 35

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)A pride from accomplishing a difficult task
E)A chance to learn something new from a task

Question 36

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

A)achievement
B)esteem
C)growth
D)self­actualization
E)affiliation

Question 37

Which of the following statements is true of needs ?

A)Higher­order needs can be used to motivate people in any situation.
B)Once lower­order needs are satisfied, it is easy for managers to predict which higher­order needs will motivate behavior.
C)The relative importance of various needs changes over time in a predictable pattern.
D)Higher­order needs are only concerned with survival and security.
E)Higher­order needs will not motivate people as long as lower­order needs remain unsatisfied.

Question 38

According to the model of work motivation and performance, an unsatisfied need produces _____.

A)tension
B)creativity
C)competency
D)efficiency
E)selective perception

Question 39

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. Based on this information, one can say that:

A)job performance and motivation are unrelated.
B)the concepts of synergy and job performance are faulty.
C)one of the components that leads to job performance was weak.
D)nothing motivates some people.
E)both sales teams had identical motivation levels.

Question 40

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

A)existence
B)relatedness
C)affliliation
D)self esteem
E)empathy

Question 41

In equity theory, ____ refers to the fairness of the process used to make reward allocation decisions.

A)process objectivity
B)procedural justice
C)conventional wisdom
D)altruism
E)distributive justice

Question 42

According to _____, people will be motivated at work when they perceive that they are being treated fairly.

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

Question 43

Brian and Hamid are both copywriters who work in the creative team of an advertising agency. Both of them have worked on the same projects many times over the years. However, Brian always feels that his boss prefers Hamid's ideas to his for seemingly no apparent reason. One time, his boss even credited Hamid for an idea that Brian himself had given. In terms of equity theory, Brian would perceive Hamid as a(n) _____.

A)valence bearer
B)instrumental participant
C)referent
D)mentor
E)reinforcer

Question 44

In equity theory, _____ is the perceived degree to which outcomes and rewards are fairly allocated.

A)procedural justice
B)distributive justice
C)equity
D)valence
E)process objectivity

Question 45

For workers who feel underpaid, creating a union at their place of employment to attain higher wages can be a mechanism for restoring equity by ____.

A)reducing inputs
B)increasing outcomes
C)changing the referent
D)rationalizing inputs or outcomes
E)reducing employee turnover

Question 46

According to equity theory, when employees perceive that they have been _____, they tend to experience anger or frustration.

A)overrewarded
B)underrewarded
C)appraised
D)equated
E)compared

Question 47

Which of the following factors is directly affected by perceived inequity?

A)Cultural synergy
B)Autonomy
C)Satisfaction
D)Rewards
E)Motivational direction

Question 48

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

A)Valences
B)Reinforcement
C)Referents
D)Instrumentality
E)Expectancy

Question 49

In the context of equity theory, pay, fringe benefits, status symbols, and job titles and assignments are examples of _____.

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

Question 50

Which of these methods will work best in motivating employees to increase their efforts?

A)Relying on the innate value of extrinsic rewards
B)Satisfying higher­order needs first
C)Asking employees what their needs are then matching rewards to those needs
D)Expecting employees' needs to remain stable over time
E)Setting reasonably high standards to stimulate employees to make use of their abilities

Question 51

Heidi works at a software developer at a leading software firm. Her organization is largely male-dominated. Although she faces no open discrimination, she feels that her boss values her work less than he values the work of some of her male counterparts. As a result, she now puts less effort into her work. Based on the _____ theory, one could say that Heidi lacks the motivation to work as she perceives that she is being treated unfairly.

A)equity
B)reinforcement
C)goal­setting
D)procedural justice
E)expectancy

Question 52

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

A)A bonus
B)​A sense of achievement
C)A contest prize
D)A trophy
E)A salary raise

Question 53

A group of assembly line workers at an automobile manufacturing plant felt that they were being severely underpaid. Their bosses wouldn't give them a chance to explain their problem. So, the group approached a labor union to help them with their problem. In terms of equity theory, this group is trying to restore equity by:

A)rationalizing inputs.
B)changing the referent.
C)changing instrumentality.
D)employee turnover.
E)increasing outcomes.

Question 54

In the context of restoring equity, which of the following statements is true?

A)Decreasing outcomes is one way to restore equity.
B)People who perceive that they have been underrewarded may try to restore equity by increasing their inputs.
C)Asking for a raise can reduce equity.
D)​Rationalizing or distorting inputs or outcomes can help restore equity.
E)Retaining one's referent helps restore equity.

Question 55

The two basic kinds of inequity are _____.

A)valence and instrumentality
B)​underreward and overreward
C)balanced and unbalanced rewards
D)intrinsic and extrinsic rewards
E)higher­order and lower­order inequities

Question 56

Roy is a junior sales manager at a leading smartphone manufacturing company. In terms of equity theory, who among the following is an ideal referent for Roy?

A)The chief executive officer
B)The chief finance officer
C)An assembly worker
D)A senior sales manager
E)A junior sales manager

Question 57

Carlos worked as a sales manager at a retail outlet for five years. During that time, he had taken just two days of leave. Shirley holds the same position at the same organization. During her tenure of two years, she had taken five weeks of leave both years. In the end, Shirley was offered a promotion that Carlos had been vying for. In terms of equity theory, from Carlos's perspective, this is a(n) _____.

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

Question 58

_____ are the natural 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 59

Arvind has worked as an associate at a prestigious law firm for six months. During his tenure, he took frequent breaks from work and stayed at home on weekends. However, his other associate colleagues worked during weekends. When his boss offered him a raise in his salary, he felt pleased but also a little guilty as he felt he did not deserve it as much as some of the others he knew. In the context of equity theory, Arvind felt that he was being _____.

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

Question 60

_____ holds that people will be motivated to the extent to which they believe that their efforts will lead to good performance, that good performance will be rewarded, and that they will be offered attractive rewards.

A)Reinforcement theory
B)Equity theory
C)Expectancy theory
D)Goal­setting theory
E)Maslow's Hierarchy of Needs theory

Question 61

According to a survey done on teaching evaluations, students consider the improvement in teaching to be the most important outcome of the evaluation process. In terms of the expectancy theory, the likelihood that students feel their inputs on the evaluations will lead directly to improved instruction is called _____.

A)valence
B)reciprocity
C)expectancy
D)instrumentality
E)synergy

Question 62

Alex works as an accountant at a pharmaceutical company. His job frequently demands that he work overtime. Lately, his health has taken a beating because of his overwork. Alex is eligible for a promotion. But the new position would demand longer working hours at twice the pay of his current position. Alex obviously values his health over his paycheck at the end of the month. In terms of expectancy theory, the promotion has a _____ for Alex.

A)negative valence
B)strong expectancy
C)low performance value
D)high referent power
E)positive instrumentality

Question 63

The city of Cairo has the world's greatest collection of Islamic buildings and statues. It would seem an ideal location for Muslim tourists, but unfortunately preservation activities have been inadequate and often more destructive than constructive. Imagine the Egyptian government is instituting a marketing campaign to motivate tourists to spend their vacation dollars in Cairo. The buildings and statues in the city would have _____ to Muslim tourists who wanted to learn more about their heritage.

A)strong equity
B)strong expectancy
C)low performance value
D)positive valence
E)strong instrumentality

Question 64

Driving in heavy traffic makes Hal very anxious and sometimes angry. He leaves home earlier than usual one morning and doesn't run into heavy traffic. He leaves home earlier again the next morning, and again he avoids heavy traffic. His behavior of leaving home earlier is strengthened by the consequence of the avoidance of heavy traffic. What kind of reinforcement has occurred in this example?

A)Extinction
B)​Negative reinforcement
C)Punishment
D)Positive reinforcement
E)Overreward

Question 65

In terms of expectancy theory, when _____ is strong, employees believe that their hard work and efforts will result in good performance, so they work harder.

A)valence
B)equity
C)expectancy
D)synergy
E)instrumentality

Question 66

According to expectancy theory, in order for employees to be highly motivated, ____ must be high.

A)competency
B)reinforcement usage
C)instrumentality
D)equity
E)referent power

Question 67

According to a survey done on teaching evaluations, engineering students consider the improvement in teaching to be the most important outcome of the evaluation process. For engineering students who believe their efforts will lead to better teaching, the motivation to fill out a teaching evaluation would have a _____.

A)negative reinforcement
B)weak expectancy
C)low performance value
D)positive valence
E)strong instrumentality

Question 68

_____ is also called avoidance learning.

A)Positive reinforcement
B)Extinction
C)Intermittent reinforcement
D)Punishment
E)​Negative reinforcement

Question 69

To use expectancy theory to motivate employees, managers can:

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

Question 70

Which of the following is NOT a type of reinforcement contingency?

A)Negative reinforcement
B)Positive reinforcement
C)Punishment
D)Extinction
E)​Overreward

Question 71

_____ is the process of changing behavior by changing the consequences that follow behavior.

A)Consequential modification
B)Behavioral substantiation
C)Valence manipulation
D)Instrumentality
E)Reinforcement

Question 72

According to the expectancy theory, ____ affect the conscious choices that people make about their motivation.

A)equity, competency, and instrumentality
B)valence, expectancy, and instrumentality
C)expectancy, reinforcement, and instrumentality
D)instrumentality, equity, and expectancy
E)expectancy, equity, and reinforcement

Question 73

In expectancy theory, ____ is the perceived relationship between performance and rewards.

A)valence
B)reciprocity
C)expectancy
D)instrumentality
E)synergy

Question 74

Reinforcement theory says that behavior is a function of _____.

A)perception
B)environment
C)its consequences
D)conscious choices
E)the situations in which it occurs

Question 75

Being rewarded with an all-expense-paid vacation to Madrid by one's company is an example of _____.

A)extinction
B)underreward
C)negative reinforcement
D)punishment
E)​positive reinforcement

Question 76

_____ can increase the frequency of a particular behavior.

A)Referent power
B)​Positive reinforcement
C)Extinction
D)Punishment
E)Underreward

Question 77

According to a survey done on teaching evaluations, students' motivation to participate in teaching evaluations is impacted significantly by their expectation that they will be able to provide meaningful feedback. They also feel that if they are going to expend the thought and effort to fill out evaluation forms, it should be worth the effort. In terms of expectancy theory, students are concerned with the _____ of the task.

A)valence
B)reciprocity
C)expectancy
D)rationality
E)synergy

Question 78

Dan has frequently been coming late to work during the last month. On Monday, he missed an important meeting after coming late yet again. Following this, his boss told him that his salary would be reduced. This is an example of _____.

A)instrumentality
B)contingency feedback
C)goal acceptance
D)valence modification
E)​punishment

Question 79

The two parts of reinforcement are ____.

A)reinforcement temporality and reinforcement administration
B)positive reinforcement and negative reinforcement
C)continuous reinforcement and intermittent reinforcement
D)reinforcement contingencies and schedules of reinforcement
E)interval reinforcement and ratio reinforcement

Question 80

____ are the cause-and-effect relationships between the performance of specific behaviors and specific consequences.

A)Reinforcement schedules
B)Reinforcement temporality effects
C)Consequences of reinforcement
D)​Reinforcement contingencies
E)Reinforcement expectancies