Deck 13: Motivation Performance

Question 1

Providing employees with highly valent outcomes has the potential to reduce turnover.

Answer 1

True
Explanation: Providing employees with highly valent outcomes not only can contribute to high levels of motivation but also has the potential to reduce turnover.

Question 2

Observational learning occurs when a person becomes motivated to perform a behavior by watching another person performing the behavior and being positively reinforced for doing so.

Answer 2

True
Explanation: Vicarious learning, often called observational learning, occurs when a person (the learner) becomes motivated to perform a behavior by watching another person (the model) performing the behavior and being positively reinforced for doing so.

Question 3

_____ is central to management because it explains what drives or will drive people to achieve organizational goals.

A)Determinism
B)Motivation
C)Ethnocentrism
D)Structuralism
E)Positivism

Answer 3

B
Explanation: Motivation may be defined as psychological forces that determine the direction of a person's behavior in an organization, a person's level of effort, and a person's level of persistence in the face of obstacles.Motivation is central to management because it explains why people behave the way they do in organizations.

Question 4

Fletcher met all the goals his manager set him, despite being faced with several obstacles.He won the Employee of the Year award for his diligence.Fletcher is

A)high on defeatism.
B)low on achievement.
C)low on motivation.
D)low on effort.
E)high on persistence.

Question 5

According to Maslow's hierarchy of needs theory, the lowest level of unmet needs in the hierarchy is the prime motivator of behavior.

Question 6

Which of the following is true about Michael, a manager of stellar performance, who is driven by intrinsic motivation?

A)The source of his motivation lies with the bonus paycheck he receives with each accomplishment.
B)The source of his motivation lies with performing his role well and achieving organizational goals.
C)He is motivated by the societal recognition and fame his achievements bring him.
D)The source of his motivation lies with the censure that failure would bring him.
E)He is motivated by the promotion his performance will necessitate.

Question 7

The Scanlon plan motivates employees to propose and implement cost-cutting strategies because they can receive a percentage of the cost savings.

Question 8

The source of _____ motivation lies with the acquisition of material or social rewards.

A)extrinsic
B)operational
C)intrinsic
D)ethnocentric
E)experiential

Question 9

A merit pay plan is a compensation plan that bases pay on performance.

Question 10

The source of _____ motivation lies with actually performing the behavior, and motivation comes from doing the work itself.

A)extrinsic
B)ethnocentric
C)xenocentric
D)intrinsic
E)operational

Question 11

Identifying the right behavior for positive reinforcement is a straightforward and easy task.

Question 12

A person who is extrinsically motivated cannot be prosocially motivated at the same time.

Question 13

Steve is a broker of a large financial company and is motivated by his sales commission.Steve is therefore intrinsically motivated.

Question 14

Goal-setting theory suggests that generic and easy goals will stimulate high motivation and performance.

Question 15

Extrinsically motivated behavior is that which is performed out of a desire to work for the welfare of society.

Question 16

From a motivation standpoint, stock options are used to reward them for past performance.

Question 17

The source of extrinsic motivation lies with actually performing the behavior and not with its consequences.

Question 18

According to Herzberg, satisfying hygiene needs is a more efficient way to ensure high levels of job satisfaction than satisfying motivator needs.

Question 19

According to the operant conditioning theory, managers can motivate organization members to perform in ways that help an organization achieve its goals by linking the performance of specific behaviors to the attainment of specific outcomes.

Question 20

Drew works by the company's code of conduct only because he knows that not doing so will get him fired.Drew's motivation is intrinsic.

Question 21

Which of the following is true about extrinsic motivation?

A)The source of motivation is the consequences of the behavior, not the behavior itself.
B)The source of motivation lies with executing the tasks with maximum efficiency and efficacy.
C)The motivation is fueled by a person's need for achievement and self-actualization.
D)The motivation is fueled by a person's desire to ensure the welfare of other people.
E)The source of motivation lies with the sense of satisfaction that performing well brings.

Question 22

According to the expectancy theory, motivation is high when people

A)believe that high levels of effort lead to high performance and, ultimately, to the attainment of the desired goals.
B)perceive that they can satisfy their need for affiliation and need for achievement with minimum effort.
C)perceive that their own outcome-input ratio is less than that of referents.
D)are set specific and challenging goals which help them focus their inputs in the right direction.
E)learn to perform behaviors that lead to desired consequences and learn not to perform behaviors that lead to undesired consequences.

Question 23

Which of the following managers is driven by intrinsic motivation?

A)Manuela, who works hard because of the sense of satisfaction that doing so gives her
B)Derek, who works hard because of the incentives he receives each quarter
C)Jolie, who works hard because she knows that by doing so, she will be promoted
D)Luca, who works hard because of the recognition his achievements bring him
E)Diane, who works hard because she knows that if she doesn't do so, she will be fired

Question 24

Which of the following is true about prosocially motivated behavior?

A)It is performed to avoid censure or punishment.
B)It is performed for social recognition and respect.
C)The source of motivation lies with the desire to conform to the norms of society.
D)The source of motivation lies with the fear of punishment.
E)It seeks to improve the well-being of other people.

Question 25

According to Maslow's hierarchy of needs, which of the following needs does a company satisfy when it organizes a picnic or holiday party for its employees?

A)physiological needs
B)safety needs
C)self-awareness needs
D)belongingness needs
E)self-actualization needs

Question 26

Which of the following forms the pinnacle of Maslow's hierarchy of needs?

A)safety needs
B)belongingness needs
C)physiological needs
D)social needs
E)self-actualization needs

Question 27

According to Maslow's hierarchy of needs, by providing adequate medical benefits and safe working conditions, managers satisfy their employees'

A)need for self-actualization.
B)need for safety.
C)need for affiliation.
D)need for work-life balance.
E)need for power.

Question 28

A manager provides outcomes to his subordinates for good performance in the form of rewards that they value.According to the expectancy theory, the manager is working on

A)valence.
B)instrumentality.
C)determinism.
D)self-actualization.
E)positivism.

Question 29

Which of the following is true according to Maslow's hierarchy of needs?

A)The highest-level needs must be met before trying to satisfy the lower-level needs.
B)Once a need is satisfied, it ceases to be a source of motivation.
C)The five basic needs can be satisfied in any order.
D)A person can be motivated by needs at more than one level at the same time.
E)If unable to satisfy needs at a certain level, people will focus more intently on satisfying the needs at the next highest level.

Question 30

Which of the following is true about the expectancy theory formulated by Victor H.Vroom?

A)It states that people are motivated to put effort into their work only if they think that their effort will pay off in high performance.
B)It states that once a need has been satisfied, it ceases to be a source of motivation.
C)It states that people are most motivated when they perceive that their own outcome-input ratio is less than that of referents.
D)It drew attention to the important distinction between intrinsic motivation and extrinsic motivation.
E)It suggests that to stimulate high motivation and performance, goals must be specific and difficult.

Question 31

Which of the following is true about valence, according to the expectancy theory?

A)High motivation results from low valence and low instrumentality.
B)Valence refers to how instrumental an employee is to the organization.
C)High levels of valence and instrumentality result in low expectancy.
D)Outcomes considered to have high valence are similar for most employees.
E)Providing employees with highly valent outcomes can reduce turnover.

Question 32

Which of the following managers is extrinsically motivated?

A)Matthew, who works hard because of the sense of satisfaction that doing so gives her
B)Patrick, who works hard because his job is interesting and enjoyable
C)Kate, who works hard because her job gives her an opportunity to fulfill her potential
D)Marco, who works hard because he wants to see his organization achieve its goals
E)Jaimie, who works hard because she knows that doing so will bring her a promotion

Question 33

_____ proposes that all people seek to satisfy five basic kinds of needs: physiological needs, safety needs, belongingness needs, esteem needs, and self-actualization needs.

A)Victor H.Vroom's expectancy theory
B)B.F.Skinner's operant conditioning theory
C)Abraham Maslow's hierarchy of needs theory
D)Frederick Herzberg's motivator-hygiene theory
E)David McClelland's theory of needs

Question 34

According to the expectancy theory, the term _____ refers to how desirable each of the outcomes available from a job or organization is to a person.

A)instrumentality
B)self-actualization
C)valence
D)equity
E)autonomy

Question 35

According to the expectancy theory, _____ is a person's perception that because of their high performance they will receive outcomes.

A)instrumentality
B)determinism
C)positivism
D)valence
E)ethnocentrism

Question 36

Which of the following managers displays prosocially motivated behavior?

A)Dylan, who works hard because of the incentives he receives each quarter
B)Jessie, who works hard because she knows that by doing so, she will be promoted
C)Luca, who works hard because of the recognition his achievements bring him
D)Dacy, who works hard because she knows that if she doesn't do so, she will be fired
E)Brett, who works hard because he knows that what he does improves the welfare of many people

Question 37

According to the expectancy theory, in what way can a manager boost the expectancy levels and motivation of employees?

A)by setting them tasks for which they are overqualified
B)by expressing confidence in their competence and capability
C)by not putting them through intensive, routine training programs
D)by lowering their levels of autonomy and responsibility as they gain experience
E)by giving them advice frequently and monitoring their performance constantly

Question 38

Which of the following forms the base of Maslow's hierarchy of needs?

A)esteem needs
B)belongingness needs
C)physiological needs
D)social needs
E)self-actualization needs

Question 39

Samuel announces at the morning staff meeting that any employee who increases sales by 15% will receive a 15% commission.According to the expectancy theory, Samuel is promoting

A)positivism.
B)instrumentality.
C)autonomy.
D)equity.
E)self-actualization.

Question 40

According to the expectancy theory, which of the following is true about instrumentality?

A)Managers promote high levels of instrumentality when they link performance to desired outcomes.
B)Managers promote instrumentality by ensuring that rewards are distributed to employees on the basis of their rank.
C)Managers create low levels instrumentality when the distribution of outcomes available in an organization is performance-based.
D)Managers create low levels of instrumentality when they link effort to performance.
E)Managers promote low levels of instrumentality when they communicate to employees that high performance will lead to a pay raise in the future.

Question 41

In what way do the theories of Maslow and Alderfer resemble each other?

A)Both theories agree that self-actualization forms the base of the needs hierarchy.
B)Both theories agree that a person can only be motivated by one need at a time.
C)Both theories agree that as lower-level needs become satisfied, people seek to satisfy higher-level needs.
D)Both theories agree that when people experience need frustration, they focus upon satisfying higher-level needs.
E)Both theories agree that physiological needs form the pinnacle of the needs hierarchy.

Question 42

According to Herzberg's motivator-hygiene theory, _____ needs are related to the physical and psychological context in which the work is performed.

A)motivator
B)expectancy
C)instrumental
D)hygiene
E)terminal

Question 43

By giving his/her employees the opportunity to use their skills and abilities to the fullest extent possible, according to Maslow's hierarchy of needs, a manager satisfies their ______ needs.

A)physiological
B)safety
C)self-actualization
D)operational
E)terminal

Question 44

Shin perceives that his wages are less than that of coworkers who perform the same job tasks.This is an example of

A)absolute equity.
B)instrumental equity.
C)terminal equity.
D)underpayment inequity.
E)overpayment inequity.

Question 45

As countries become wealthier and have higher standards of living, according to Maslow's hierarchy of needs, _____ needs are likely to be the prime motivators of behavior.

A)physiological
B)safety
C)self-actualization
D)operational
E)experiential

Question 46

According to McClelland, the need for _____ is the extent to which an individual desires to control or influence others.

A)power
B)affiliation
C)belongingness
D)self-awareness
E)equity

Question 47

According to Herzberg's motivator-hygiene theory, which of the following outcomes helps to satisfy motivator needs?

A)job security
B)good relationships with coworkers
C)good pay
D)a sense of accomplishment
E)effective supervision

Question 48

Tracy, an employee at Nationwide Cellular, perceives that her outcome-input ratio is higher than that of her coworker Julio.This is an example of

A)overpayment inequity.
B)underpayment inequity.
C)absolute equity.
D)instrumental equity.
E)terminal equity.

Question 49

Michelle has a strong desire to perform challenging tasks well and to meet personal standards for excellence.However, she does not wish do to so at the expense of maintaining good interpersonal relationships with her employees.According to McClelland's three-needs theory, Michelle has a

A)high need for affiliation and high need for achievement.
B)low need for affiliation and low need for power.
C)low need for achievement and low need for affiliation.
D)high need for power and low need for affiliation.
E)low need for achievement and high need for power.

Question 50

Carrow is a manager who believes that maintaining control over his employees is more important than maintaining cordial relationships with them.According to McClelland's three-needs theory, Carrow has a

A)high need for power and low need for affiliation.
B)high need for power and high need for affiliation.
C)low need for power and low need for achievement.
D)low need for achievement and high need for affiliation.
E)low need for power and low need for affiliation.

Question 51

_____ collapsed the five categories of needs in Maslow's hierarchy into three universal categories: existence, relatedness, and growth.

A)David McClelland's three-needs theory
B)Clayton Alderfer's ERG theory
C)Herzberg's hygiene-motivator theory
D)B.F.Skinner's operant conditioning
E)Victor H.Vroom's expectancy theory

Question 52

The need for _____ is the extent to which an individual has a strong desire to perform challenging tasks well and to meet personal standards for excellence, according to McClelland.

A)affiliation
B)belongingness
C)achievement
D)self-awareness
E)relatedness

Question 53

_____ needs are related to the nature of the work itself and how challenging it is, according to Herzberg's motivator-hygiene theory.

A)Motivator
B)Expectancy
C)Instrumental
D)Hygiene
E)Terminal

Question 54

Which of the following is true about Alderfer's ERG theory?

A)It states that when people experience need frustration, they focus upon a lower-level need.
B)It states that a person can be motivated by only one need from any given level at a time.
C)It states that needs which have already been satisfied are the strongest motivators.
D)It states that the need for self-actualization is more important than the need for affiliation.
E)It states that the need for personal growth is the lowest-level need.

Question 55

According to McClelland, the need for affiliation is the extent to which an individual

A)desires to perform challenging tasks well.
B)wants to meet personal standards for excellence.
C)is concerned about maintaining good interpersonal relations.
D)desires to control other people.
E)wishes to receive performance feedback.

Question 56

How do the theories of Maslow and Alderfer differ?

A)Unlike Alderfer, Maslow believed that self-actualization forms the base of the needs-hierarchy.
B)Unlike Maslow, Alderfer believed that a person can be motivated by needs from multiple levels at a time.
C)Unlike Maslow, Alderfer believed that as lower-level needs become satisfied, people seek to satisfy higher-level needs.
D)Unlike Alderfer, Maslow believed that when people experience need frustration, they focus upon satisfying higher-level needs.
E)Unlike Maslow, Alderfer believed that physiological needs form the pinnacle of the needs-hierarchy.

Question 57

_____ drew attention to the important distinction between intrinsic motivation and extrinsic motivation.

A)Maslow's hierarchy of needs
B)Alderfer's ERG theory
C)Herzberg's motivator-hygiene theory
D)McClelland's theory of needs
E)Equity theory

Question 58

Which of the following outcomes satisfies hygiene needs, according to Herzberg's motivator-hygiene theory?

A)job security
B)responsibility
C)autonomy
D)a sense of accomplishment
E)interesting work

Question 59

Harry has a strong desire to perform challenging tasks well and to meet personal standards for excellence, even at the expense of maintaining good interpersonal relationships with his employees.According to McClelland's three-needs theory, Harry has a

A)high need for affiliation and high need for achievement.
B)low need for affiliation and high need for achievement.
C)high need for affiliation and low need for power.
D)high need for power and high need for affiliation.
E)low need for achievement and low need for power.

Question 60

_____ is a theory of motivation that concentrates on people's perceptions of the fairness of their work outcomes relative to, or in proportion to, their work inputs.

A)Equity theory
B)Expectancy theory
C)Goal-setting theory
D)ERG theory
E)Three-needs theory

Question 61

One way for managers to curtail the performance of dysfunctional behaviors is to eliminate whatever is reinforcing the behaviors.This process is called

A)extinction.
B)punishment.
C)extraction.
D)instrumentality.
E)termination.

Question 62

The goal-setting theory

A)considers how managers align the input of employees to achieve organizational goals.
B)suggests employees are more motivated after they experience underpayment inequity.
C)suggests employees are often motivated to achieve organizational goals when they have low levels of job satisfaction.
D)states that goals must be generic in order to generate high motivation.
E)establishes types of rewards to encourage goal-oriented behavior.

Question 63

_____ considers how managers can ensure that organization members focus their inputs in the direction of high performance and the achievement of organizational targets.

A)Goal-setting theory
B)ERG theory
C)Three-needs theory
D)Operant conditioning theory
E)Motivator-hygiene theory

Question 64

The _____ plan motivates employees to propose and implement cost-cutting strategies because a percentage of the cost savings achieved during the specified time is distributed to the employees.

A)commission
B)equity
C)piece-rate
D)stock option
E)Scanlon

Question 65

Julia perceives that she is working harder than a number of her coworkers and being paid less when compared to them.Julia is likely to be motivated to

A)improve her work attendance.
B)increase her working hours.
C)ask for a raise or a promotion.
D)ask for more work.
E)decline a promotion.

Question 66

The goal-setting theory

A)states that to stimulate high motivation and performance, goals must be generic.
B)suggests that underpayment inequity motivates employees to achieve organizational goals.
C)considers how managers can align the input of employees with organizational goals.
D)examines the different types of rewards and punishments that can be used to reinforce goal-oriented behavior.
E)suggests that people are most motivated to achieve organizational goals when they have low levels of job satisfaction.

Question 67

Why is organizational behavior modification criticized?

A)It fails to give managers a technique to motivate the performance of organizationally functional behaviors.
B)It has been unsuccessful when used to improve productivity, efficiency, attendance, and punctuality.
C)It can rob people of their individuality, freedom of choice, and creativity if used ineptly.
D)It does not work for behaviors that are specific, objective, and countable.
E)It is highly ineffective in promoting organizational efficiency among employees.

Question 68

When _____ reinforcement is used, people are motivated to not perform behaviors that lead to undesired outcomes.

A)positive
B)absolute
C)intrinsic
D)negative
E)extrinsic

Question 69

Alger makes sure that all his sales representatives receive the same percentage of commission.This is an example of

A)equity.
B)equal equity.
C)informational justice.
D)distributive justice.
E)procedural justice.

Question 70

Which of the following theories proposes that motivation results not only from direct experience of rewards and punishments but also from a person's thoughts and beliefs?

A)goal-setting theory
B)ERG theory
C)equity theory
D)operant conditioning theory
E)social learning theory

Question 71

Which of the following is true about employee stock options?

A)They are used in lieu of payment for entry-level employees.
B)They are used in lieu of payment for high-level managers.
C)They are used to motivate employees to achieve organizational goals.
D)They are used to attract customers from different market segments.
E)They are used to decrease the value of stock options.

Question 72

_____ is a person's belief about his or her ability to perform a behavior successfully.

A)Self-enhancement
B)Self-efficacy
C)Self-actualization
D)Self-awareness
E)Self-respect

Question 73

According to _____, employees will be motivated to perform at a high level and attain their work goals to the extent that high performance and goal attainment allow them to obtain outcomes they desire.

A)Clayton Alderfer's ERG theory
B)McClelland's three-needs theory
C)Herzberg's motivator-hygiene theory
D)Victor H.Vroom's expectancy theory
E)B.F.Skinner's operant conditioning theory

Question 74

Jonas perceives that he works harder and performs better than a number of his coworkers, yet he is paid less than those coworkers.Jonas is likely to be motivated to

A)increase his working hours.
B)improve his work performance.
C)ask for more work.
D)decline a promotion.
E)put forth less effort on the job.

Question 75

As a reward for completing his assignment two weeks ahead of schedule, Santiago rewarded himself with a long vacation.The reward is a(n)

A)vicarious reinforcer.
B)negative reinforcer.
C)self-reinforcer.
D)relative reinforcer.
E)absolute reinforcer.

Question 76

_____ reinforcement gives people outcomes they desire when they perform organizationally functional behaviors.

A)Negative
B)Extrinsic
C)Positive
D)Intrinsic
E)Absolute

Question 77

Extrinsically motivated behavior is that which is performed

A)for monetary gain.
B)for material gain.
C)for a sense of accomplishment.
D)to benefit or help others.
E)for its own sake.

Question 78

When John violated the company's code of ethics, he was suspended for eight weeks without pay.This is an example of

A)extinction.
B)positive reinforcement.
C)negative reinforcement.
D)extraction.
E)punishment.

Question 79

When an organization bases employees' pay on the number of units each employee produces, it is using a(n)

A)equity plan.
B)Scanlon plan.
C)piece-rate plan.
D)commission pay plan.
E)stock option plan.

Question 80

Andrew acquires a sense of accomplishment and achievement when he helps the organization achieve its goals and gain competitive advantage.Andrew is

A)culturally reinforced.
B)extrinsically motivated.
C)intrinsically motivated.
D)prosocially motivated.
E)vicarious.