Deck 12: Motivation

Question 1

A sales manager has carefully selected the members of two sales teams,team A and team B,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. Team A consistently performs better than team B. What does this tell you about performance and motivation according to the text?

A)The level of ability has no impact on performance. 
B)Team B can be more motivated than Team A but perform at a lower level. 
C)Team A has higher motivation than Team B and therefore performs better. 
D)Team A has the same level of motivation as Team B but still performs better.

Answer 1

C

Question 2

What are the two basic needs categories,on the basis of research evidence?

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

Answer 2

C

Question 3

Which of the following is the best example of extrinsic rewards?

A)intangible rewards  
B)bonuses,trophies,and plaques  
C)a sense of accomplishment at the conclusion of a difficult assignment  
D)rewards associated with performing a task for its own sake

Answer 3

B

Question 4

According to Alderfer's ERG Theory,what is the lowest order need?

A)existence  
B)relatedness  
C)physiological need  
D)ego-related need

Question 5

Which of the following would a glass of water and shelter from a snowstorm be?

A)intangible motivators  
B)perceptional drives  
C)motivational cues  
D)lower order needs

Question 6

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

Question 7

A group of actors gather to read the critical reviews of the new play they presented to audiences last night. Which type of reward are the actors looking for?

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

Question 8

Curtis Savage is the co-founder of a small Alberta-based chain of retail stores called Evoolution. The chain targets "foodies" and carries eclectic lines of olive oils,balsamic vinegars,and other complementary products. Savage would like to expand Evoolution. According to McClelland's Learned Needs Theory,what does Savage have a need for?

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

Question 9

According to the text,what is the set of forces that initiates,directs,and makes people persist in their efforts to accomplish a goal?

A)attitude  
B)self-management  
C)persistence  
D)motivation

Question 10

Which rewards are associated with performing a task or activity for its own sake?

A)extrinsic rewards  
B)intrinsic rewards  
C)motivational rewards  
D)physiological rewards

Question 11

Which of the following is composed of the initiation of effort,direction of effort,and persistence of effort?

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

Question 12

Which of the following is a function of motivation multiplied by ability multiplied by situational constraints?

A)leadership skill  
B)creativity  
C)job performance  
D)performance valence

Question 13

What are the three needs identified in McClelland's Learned Needs Theory?

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

Question 14

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

Question 15

Stephen has a young family and is happy to have a stable job. However,he finds that his pay is not keeping up with increasing expenses at home. There does not seem to be opportunities for him to earn more. What will the inability to cover expenses create in Stephen?

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

Question 16

A law firm in Montreal,Delegatus Legal Services,ensures all its team members,regardless of their education,are treated equally. This helps the firm recruit talent that might not otherwise seek them out. Which type of reward is Delegatus using?

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

Question 17

What type of function is job performance with respect to motivation,ability,and situational constraints?

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

Question 18

Candice is surprised that her production team is not performing at a higher level. While the company imposed a pay freeze,Candice thought that creating some additional social events would result in higher output. What does this reveal about needs?

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 will generally not motivate people as long as lower order needs remain unsatisfied.

Question 19

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 the text,which statement about needs should be correct?

A)Asa and Ruby 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.

Question 20

Marketers often appeal to consumers' needs as defined by Maslow's hierarchy. Schlage,a lock manufacturer,shows how much protection its locks provide. Clorox developed several types of wipes to eliminate concerns about infectious germs. Which of Maslow's needs are both marketers appealing to?

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

Question 21

Which theory states 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 are offered attractive rewards?

A)reinforcement theory  
B)equity theory  
C)expectancy theory  
D)goal-setting theory

Question 22

What is the term for the perceived degree to which outcomes and rewards are fairly allocated?

A)procedural justice  
B)distributive justice  
C)equity  
D)postconventional perception

Question 23

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

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

Question 24

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

A)over-reward  
B)under-reward  
C)negative expectancy  
D)negative valence

Question 25

By which of the following means could workers restore equity,if they feel underpaid,by creating a union at their place of employment to attain higher wages?

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

Question 26

What can managers do to motivate employees to increase their efforts?

A)They can rely on the innate value of extrinsic rewards. 
B)They can satisfy higher order needs first. 
C)They can ask employees what their needs are and then match rewards to those needs. 
D)They can expect employees' needs to remain stable.

Question 27

Ford Kinzi is a truck driver for a furniture manufacturer. He has tried every technique he can think of to convince his boss that he deserves a raise. His boss has not responded to changes in inputs and outcomes. Kinzi has also tried to find a different referent and has tried rationalization. Which action should Kinzi take if he feels the company will never pay him what he deserves?

A)He should use job enrichment. 
B)He should increase the job valence. 
C)He should leave the job. 
D)He should create intermittent outcome changes.

Question 28

Some countries pay their Olympic athletes up to $25,000 for each gold medal,$15,000 for a silver medal,and $10,000 for a bronze medal. Since 1960,the Paralympics for athletes with a disability has been an integral part of the Olympic Games,yet these athletes receive only 10 percent of what the Olympic athletes are paid,and Paralympic athletes are not allowed to participate in opening ceremonies. What will the athletes' degree of motivation be to win a Paralympics medal if they believe their efforts will NOT be fairly rewarded?

A)low valence  
B)strong expectancy  
C)weak expectancy  
D)high valence

Question 29

Which statement describes one reaction of employees to try to restore equity when they perceive that they have been treated unfairly?

A)They work harder due to feelings of guilt. 
B)They become more cooperative with fellow workers. 
C)They simply quit their jobs. 
D)They increase the level of energy and time they input into a project.

Question 30

According to equity theory,which of the following conditions can anger or frustrate employees if they perceive it?

A)over-reward  
B)under-reward  
C)adverse instrumentality  
D)negative reinforcement

Question 31

In some countries Olympic athletes are paid up to $25,000 for each gold medal,$15,000 for a silver medal,and $10,000 for a bronze medal. Since 1960,the Paralympics for athletes with a disability has been a part of the Olympic Games,yet often these athletes are paid 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. To achieve perceived equity,the Paralympic athletes are suing for fair treatment. By which means have Paralympic athletes decided to deal with inequity?

A)rationalizing inputs  
B)changing the referent  
C)changing instrumentality  
D)increasing outcomes

Question 32

Which of the following may an employee do when he or she uses leaving as a mechanism for restoring equity?

A)The employee may work harder in an attempt to receive a promotion. 
B)The employee may become more cooperative with fellow workers. 
C)The employee may increase the number of monthly absences. 
D)The employee may become more productive.

Question 33

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

A)Determine how other companies within the industry are satisfying employees' needs. 
B)Satisfy employees' lower order needs before attempting to satisfy higher order needs. 
C)Expect employees' needs to be stable. 
D)Gradually replace extrinsic rewards with intrinsic rewards that are less expensive.

Question 34

In equity theory,what is the term for others with whom people compare themselves to determine whether they have been treated fairly?

A)liaisons  
B)valence bearers  
C)mentors  
D)referents

Question 35

Which of the following tenets says 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

Question 36

In equity theory,employees first make an internal comparison in which they compare their outcomes to their inputs;they then make another comparison in which they compare their O/I ratio with the O/I ratio of a referent. Which kind of comparison is this?

A)intangible  
B)higher level  
C)unpredictable  
D)external

Question 37

What are the two basic kinds of inequity?

A)performance and situational inequities  
B)under-reward and over-reward  
C)balanced and unbalanced rewards  
D)intrinsic and extrinsic inequities

Question 38

According to the motivational model presented in the text,which of the following does perceived inequity directly affect?

A)cultural synergy  
B)autonomy  
C)satisfaction  
D)rewards

Question 39

What is often the first and only strategy that companies are willing to use to restore equity?

A)increasing outcomes  
B)reducing inputs  
C)changing the referent  
D)encouraging rationalization

Question 40

In equity theory,what is the term for the fairness of the process used to make reward allocation decisions?

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

Question 41

The town of Lunenburg,Nova Scotia,has been designated a UNESCO World Heritage Site because it's perhaps the best surviving example of a British colonial settlement in North America. Imagine that the provincial government is instituting a marketing campaign to motivate tourists to spend their vacation dollars in Lunenburg. Imagine if tourists visiting Lunenburg were motivated to never visit there again because they found all the buildings boarded up and rundown. What would occur in terms of motivational theory?

A)instrumentality  
B)punishment  
C)goal acceptance  
D)contingency feedback

Question 42

According to expectancy theory,which of the following affects the conscious choices that people make about their motivation?

A)equity,value-added,and instrumentality  
B)valence,expectancy,and instrumentality  
C)expectancy,reinforcement,and instrumentality  
D)instrumentality,equity,and expectancy

Question 43

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

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

Question 44

What are the two parts of reinforcement?

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

Question 45

According to expectancy theory,which of the following must be high in order for people to be highly motivated?

A)value added  
B)reinforcement usage  
C)instrumentality  
D)equity

Question 46

According to a survey done on teaching evaluations,engineering students consider the improvement of teaching to be the most important outcome of the evaluation process. What is the degree of motivation to fill out a teaching evaluation form if the engineering students believe their efforts will lead to better teaching?

A)low valence  
B)weak expectancy  
C)high expectancy  
D)high valence

Question 47

In expectancy theory,what is the term for the perceived relationship between performance and rewards?

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

Question 48

What is the term for the cause-and-effect relationships between the performance of specific behaviour and specific consequences?

A)reinforcement temporality effects  
B)reinforcement contingencies  
C)reinforcement schedules  
D)consequences of reinforcement

Question 49

According to reinforcement theory,what is behaviour a function of?

A)perception  
B)environment  
C)its consequences  
D)conscious choices

Question 50

Which of the following strengthens behaviour-that is,increases its frequency?

A)positive and negative reinforcement  
B)negative reinforcement and extinction  
C)positive reinforcement and extinction  
D)negative reinforcement and punishment

Question 51

Driving in heavy traffic makes Hal 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 behaviour of leaving home earlier is strengthened by the consequence of the avoidance of heavy traffic. What kind of reinforcement has occurred?

A)negative reinforcement  
B)extinction  
C)punishment  
D)positive reinforcement

Question 52

According to a survey done on teaching evaluations,students' motivation to participate is significantly affected by their expectation that they will provide meaningful feedback. In other words,if they are going to expend the thought and effort to fill out evaluation forms,these questions apply: (1)Is the form designed to gather meaningful information? (2)Do the students have enough information to form a meaningful opinion about the instruction? What are these students concerned with?

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

Question 53

The town of Lunenburg,Nova Scotia,has been designated a UNESCO World Heritage Site because it's perhaps the best surviving example of a British colonial settlement in North America. Imagine that the provincial government is instituting a marketing campaign to motivate tourists to spend their vacation dollars in Lunenburg. What is the degree of motivation the preservation of the colonial settlement will have in attracting tourists who want to learn more about their heritage?

A)low valence  
B)strong expectancy  
C)low performance value  
D)high valence

Question 54

In expectancy theory,what is the term for the perceived relationship between effort and performance?

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

Question 55

How can managers use expectancy theory to motivate employees?

A)They can assign specific,challenging goals. 
B)They can make all rewards equal in value. 
C)They can avoid over-reward and under-reward. 
D)They can find out what employees want from their jobs.

Question 56

What is the process of changing behaviour by changing the consequences that follow behaviour?

A)consequential modification  
B)behavioural substantiation  
C)valence manipulation  
D)reinforcement

Question 57

Users of RBC WestJet MasterCards earn money toward the purchase of WestJet services every time they use this credit card to make purchases. The earnings increase the more times the credit card is used. Which of the following are RBC and WestJet using?

A)under-reward  
B)punishment  
C)positive reinforcement  
D)negative reinforcement

Question 58

What are the primary ways for creating reinforcement contingencies in organizations?

A)extrinsic rewards and the schedules of reinforcement  
B)extrinsic and intrinsic rewards  
C)perceptions of equity and reward desirability  
D)situational motivators

Question 59

Which of the following is a type of reinforcement contingency?

A)teamwork  
B)punishment  
C)under-reward  
D)over-reward

Question 60

On the television series Lost,a group of survivors sincerely believed that if they built a raft,they could float on it out into a shipping lane and be rescued. In terms of expectancy theory,what was the raft builders' mindset?

A)low degree of instrumentality  
B)low valence  
C)potential for over-reward  
D)high level of expectancy

Question 61

In which type of reinforcement schedule do consequences follow a behaviour after different times,some shorter and some longer around a specified average time?

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

Question 62

British Columbia has a carbon tax on gasoline of 6.67 cents per litre,making its average price per litre of gasoline among the highest in the country. In terms of reinforcement theory,what is the B.C. government trying to use to get people to change their gasoline usage habits?

A)avoidance learning  
B)expectancy modification  
C)negative reinforcement  
D)punishment

Question 63

The number of people who play high-stakes poker is increasing as a result of a number of cable television shows featuring professional poker players vying for $100,000 pots. In terms of reinforcement theory,which kind of reinforcement schedule motivates the behaviour of these card players?

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

Question 64

Excessive speed is a major cause of road crashes in Saskatchewan. The Saskatchewan government started a pilot project using cameras to catch speeders,but it has access to only a limited number of cameras and there are many areas where speeding is a problem. Following a period where only warnings were issued,substantial fines are now being handed out to people who get caught speeding. According to reinforcement theory,what are Saskatchewan officials using to control speeding?

A)avoidance learning  
B)expectancy modification  
C)negative reinforcement  
D)punishment

Question 65

Recently,an ad agency manager noticed her employees have shown an unwillingness to work as a team. She decided to use reinforcement to encourage more team cohesiveness. Which of the following is the best advice on how to motivate her team with reinforcement theory?

A)Avoid intermittent reinforcement scheduling. 
B)Administer punishment on an intermittent schedule. 
C)Choose a complicated reinforcement schedule so the employees will be surprised when rewarded. 
D)Don't reinforce the wrong behaviours.

Question 66

What is the term for the set of rules regarding reinforcement contingencies,such as which behaviours will be reinforced,which consequences will follow those behaviours,and the timeline by which those consequences will be delivered?

A)contingency of reinforcement  
B)instrumentality of reinforcement  
C)schedule of reinforcement  
D)expectancy of reinforcement

Question 67

Many restaurants review their employees' wages on a quarterly basis,with nominal raises offered pending acceptable performance. Which kind of reinforcement schedule is being used?

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

Question 68

For punishment to work (i.e.,to weaken the frequency of undesirable behaviours without creating a backlash),the punishment must be strong enough to stop the undesired behaviour. How must punishment be administered?

A)subjectively  
B)physiologically  
C)consistently,contingently,and quickly  
D)through need deprivation

Question 69

Which reinforcement schedule may be the best choice for managers in terms of simplicity and effectiveness?

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

Question 70

What should a manager do first when using reinforcement theory to motivate workers?

A)Evaluate critical behaviour. 
B)Identify critical performance-related behaviour. 
C)Analyze motivational cues. 
D)Measure the value of existing extrinsic and intrinsic rewards.

Question 71

A manufacturer of modular housing gives each employee a monthly $300 bonus if he or she is neither absent nor late to work for the entire month. There are no excused absences. What type of reinforcement occurs when a parent with a hospitalized child loses their bonus?

A)negative reinforcement  
B)extinction  
C)punishment  
D)intermittent reinforcement

Question 72

British Columbia has a carbon tax on gasoline of 6.67 cents per litre,making its average price per litre of gasoline among the highest in the country. In terms of reinforcement theory,which kind of reinforcement schedule is being used?

A)variable ratio  
B)fixed punishment  
C)continuous  
D)intermittent

Question 73

In which type of reinforcement schedule does a consequence follow every instance of a behaviour?

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

Question 74

In which type of reinforcement schedule are consequences delivered after a specific number of behaviours?

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

Question 75

Workplace injuries cost billions every year. Safety needs to become a practice,not just a theory. The goal of developing safety consciousness within the workforce requires continuous reinforcement at every organizational level. Which statement explains what this means?

A)No consequences should be delivered until reinforcement can be handed out to everyone. 
B)A consequence must be delivered following every instance of behaviour. 
C)Consequences should be delivered following a variable reinforcement schedule. 
D)Consequences should be delivered following an average number of behaviours.

Question 76

In which reinforcement strategy does a behaviour have no consequences,positive or negative,thus weakening the behaviour over time?

A)positive reinforcement  
B)negative reinforcement  
C)punishment  
D)extinction

Question 77

Which type of reinforcement schedule tends to produce weaker results than the other types of reinforcement schedules when it comes to reinforcing behaviour in organizational settings?

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

Question 78

In which type of reinforcement schedule do consequences follow a behaviour only after a certain amount of time has elapsed?

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

Question 79

Which of the following is a category of reinforcement schedules?

A)instrumental  
B)contiguous  
C)variable interval  
D)adjacent

Question 80

Which of the following is also called avoidance learning?

A)positive reinforcement  
B)negative reinforcement  
C)punishment  
D)extinction