Deck 11: Motivating People

Question 1

Organizational behavior modification focuses on influencing behavior.

Answer 1

True

Question 2

Negative reinforcement involves the threat of punishment by not delivering punishment when employees perform satisfactorily.

Answer 2

True

Question 3

For goals to be motivating, they must be

A) unattainable.
B) subjective.
C) easy to achieve.
D) quantifiable.
E) open-ended.

Answer 3

D

Question 4

Which of the following is an essential characteristic for a goal to be motivating?

A) It has to be unattainable.
B) It has to be subjective.
C) It has to be provisional.
D) It should not be quantifiable.
E) It should be challenging.

Question 5

An extrinsic reward is a reward the person concerned derives directly from performing the job itself.

Question 6

Which of the following is an essential characteristic for a goal to be motivating?

A) It has to be provisional.
B) It has to be subjective.
C) It has to be easy to achieve.
D) It should not be quantifiable.
E) It has to be acceptable to employees.

Question 7

The general goal of quality of work life QWL) programs is to satisfy the full range of employee needs.

Question 8

Stretch goals are

A) the targets that are exceptionally demanding and novel.
B) the set of goals whose primary focus is to protect organizations from being sustainable.
C) the targets that merely exhort employees in general terms to improve performance and start doing their best.
D) the goals that conflict with people's personal values and interests.
E) the goals that are high enough to inspire better performance but at the same time are always unattainable.

Question 9

Vertical stretch goals are

A) subjective and not objective.
B) the targets that merely exhort employees in general terms to improve performance.
C) the goals that conflict with people's personal values and interests.
D) the set of goals whose primary focus is to protect organizations from being sustainable.
E) aligned with current activities, including productivity and financial results.

Question 10

People should pursue goals that do not conflict with their personal values.

Question 11

Which of the following statements is true of horizontal stretch goals?

A) They are subjective and not objective.
B) They merely exhort employees in general terms to improve performance.
C) They are goals that conflict with people's personal values and interests.
D) They are goals whose primary focus is to protect organizations from being sustainable.
E) They involve people's professional development.

Question 12

An expectancy can be high as well as low.

Question 13

Goals should be

A) minimally challenging.
B) unmeasurable.
C) specific and quanitifiable.
D) ongoing.
E) time bound.

Question 14

_____ states that people have conscious goals that energize them and direct their thoughts and behaviors toward a particular end.

A) Goal-setting theory
B) Meaningful goals theory
C) Acceptable goals theory
D) Challenging goals theory
E) Specific goals theory

Question 15

According to equity theory, employees compare their outcomes and inputs to others' outcomes and inputs.

Question 16

Motivation refers to forces that

A) energize, direct, and sustain a person's efforts.
B) are acquired through education.
C) are basically involuntary.
D) promote groupthink.
E) reduce group cohesiveness.

Question 17

Providing work-related goals is an extremely effective way to stimulate motivation.

Question 18

Maslow's hierarchy of needs includes physiological needs.

Question 19

The need for affiliation is characterized by a strong orientation toward success and goal attainment.

Question 20

According to the guidelines of goal-setting theory, which of the following goals is most likely to stimulate performance?

A) Increase quality levels.
B) Obtain sales levels, 15 percent over last year.
C) Sell defective items overseas.
D) Develop a cure for AIDS.
E) Employees should attend prayer sessions every day.

Question 21

________ involves the instances of withdrawing or failing to provide a reinforcing consequence.

A) Negative reinforcement
B) Positive reinforcement
C) Extinction
D) Groupthink
E) Egocentrism

Question 22

Organizational behavior modification primarily attempts to

A) promote groupthink.
B) increase instances of glass ceiling.
C) improve performance.
D) reinforce the benefits of free riding.
E) promote egocentrism.

Question 23

On receiving feedback, one should ideally

A) act defensive.
B) avoid negative emotions.
C) openly show if they are hurt.
D) ignore it.
E) vent out negative emotions.

Question 24

What is the benefit of having people participate in the goal setting for their work?

A) People sometimes find ingenious ways to set easy goals and convince their bosses that they are difficult.
B) They may find ways to meet goals simply to receive a reward.
C) They may then not necessarily contribute to the company's success.
D) They tend to generate goals that people accept and pursue willingly.
E) They will set goals that are challenging and unattainable.

Question 25

Daniel, the manager at Kingsley Corp., takes an employee off probation because of improved performance. This is an example of

A) negative reinforcement.
B) punishment.
C) extinction.
D) glass ceiling.
E) intrinsic reward.

Question 26

What type of goal should a manager not establish?

A) single productivity
B) creative solutions
C) new projects
D) knowledge acquisition
E) specific and challenging

Question 27

Maria is known to favor some of her employees over others. For those she dislikes, she sets impossible performance goals so that they cannot possibly succeed, and their motivation suffers. This is an example of

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

Question 28

When positive reinforcement is employed,

A) same behavior is likely to be repeated.
B) desired behavior is less likely to be repeated.
C) undesirable behavior is most likely to occur.
D) negative behavior is likely to be repeated.
E) employee retention is adversely affected.

Question 29

What type of goals can shift people away from mediocrity?

A) meaningful
B) stretch
C) challenging
D) acceptable
E) specific

Question 30

Which of the following is an example of extinction?

A) shouting at employees
B) allowing employees to get work done from home
C) forgetting to say thanks for a favor
D) giving letters of commendation
E) providing employees with a threat of punishment

Question 31

Who formulated the law of effect?

A) Edward Thorndike
B) Abraham Maslow
C) Peter Drucker
D) Russell Lincoln Ackoff
E) Michael Porter

Question 32

______ is the act of administering an aversive consequence.

A) Groupthink
B) Punishment
C) Positive reinforcement
D) Negative reinforcement
E) Free riding

Question 33

Which of the following is an example of positive reinforcement?

A) giving letters of commendation
B) taking an employee off probation
C) assigning an unappealing task
D) giving a threat of punishment
E) forgetting to say thanks for a favor

Question 34

______ is the act of applying a consequence that increases the likelihood that the person will repeat the behavior that led to that result

A) Positive reinforcement
B) Aversive consequence
C) Glass ceiling
D) Groupthink
E) Halo effect

Question 35

Jacob, the manager at Damon Corp., recently promoted two employees as their performance had greatly improved. This action is an example of

A) positive reinforcement.
B) aversive consequence.
C) glass ceiling.
D) groupthink.
E) halo effect.

Question 36

____ are positive consequences that motivate behavior.

A) Biases
B) Behavioral antecedents
C) Reinforcers
D) Effectors
E) Sanctions

Question 37

Individualized performance goals create _____ and reduce _____.

A) competition; cooperation
B) cooperation; competition
C) achievement; performance
D) manipulation; performance
E) achievement; manipulation

Question 38

Frederick's work performance has greatly improved over the course of the past two months, so his boss decided to upgrade his status from that of a temporary employee to that of a permanent employee. This is an example of

A) negative reinforcement.
B) punishment.
C) extinction.
D) glass ceiling.
E) intrinsic reward.

Question 39

________ is the practice of removing or withholding an undesirable consequence.

A) Negative reinforcement
B) Punishment
C) Extinction
D) Increment
E) Empowerment

Question 40

The _____ states that behavior that is followed by positive consequences will likely be repeated.

A) law of consequences
B) law of repetition
C) law of large numbers
D) law of effect
E) law of demand

Question 41

In which order would the expectancy theory place the following events?

A) outcome valence, performance, effort
B) performance, effort, outcome valence
C) effort, outcome valence, performance
D) performance, outcome valence, effort
E) effort, performance, outcome valence

Question 42

Which of the following is the highest level need in Maslow's hierarchy?

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

Question 43

_______ is the applying of a consequence that increases the likelihood that the person will repeat the behavior that led to it.

A) Positive reinforcement
B) Negative reinforcement
C) Punishment
D) Extinction
E) Modification

Question 44

In Maslow's need hierarchy, which of the following levels of need includes the need for recognition and respect from others?

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

Question 45

Which reinforcement type involves applying a consequence to increase the likelihood that the person will repeat the behavior that led to it?

A) negative
B) positive
C) punishment
D) extinction
E) motivation

Question 46

In contrast to reinforcement theory, expectancy theory

A) describes the processes by which factors in the work environment affect people's behavior.
B) considers some of the cognitive processes that go on in people's heads.
C) focuses on tools such as punishments and extinctions.
D) does not look at individual performance of employees.
E) has a positive effect on employee retention.

Question 47

________ theory proposes that people will behave based on their perceived likelihood that their effort will lead to a certain outcome and on how highly they value that outcome.

A) Expectancy
B) Reinforcement
C) Path-goal
D) Equity
E) Law of effect

Question 48

Which of the following is an example of punishment?

A) giving letters of commendation
B) taking an employee off probation
C) assigning an unappealling task
D) withholding an undesirable consequence
E) forgetting to say thanks for a favor

Question 49

_______ is a consequence a person receives for his or her performance.

A) Valence
B) Instrumentality
C) Expectancy
D) Outcome
E) Equity

Question 50

Which of the following best describes instrumentality?

A) It is the perceived likelihood that performance will be followed by a particular outcome.
B) It is the value that expected outcomes hold for the person contemplating them.
C) It is any consequence resulting from performance.
D) It is the likelihood that a person would repeat an action after receiving negative reinforcement.
E) It is the likelihood that a person would repeat an action after receiving positive reinforcement. .

Question 51

For motivation to be high,

A) expectancy must be high.
B) instrumentalities must be low.
C) total valence of all outcomes must be low.
D) goals should be unattainable.
E) goals should conflict with people's personal values.

Question 52

In Maslow's need hierarchy, _____ need refers to a need for friendship, affection, belonging, and love.

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

Question 53

_____ suggests that managers should make performance instrumental toward positive outcomes.

A) Need hierarchy theory
B) ERG theory
C) Expectancy theory
D) McClelland theory
E) Quality of work life program

Question 54

On receiving feedback, one should ideally

A) act defensive.
B) avoid emotions of hurt.
C) openly show if they are hurt.
D) ignore it.
E) maintain the status quo.

Question 55

______ is the link between expectancy and performance in expectancy theory.

A) Valence
B) Instrumentality
C) Expectancy
D) Equity
E) Actualization

Question 56

In the context of Maslow's need hierarchy, the need found at the bottom of the pyramid is the _____ need.

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

Question 57

Which of the following statements is true of valence?

A) It is the perceived likelihood that performance will be followed by a particular outcome.
B) It can be positive or negative.
C) It results in a person's level of performance.
D) It is the perceived likelihood that employees' efforts will enable them to attain their performance goals.
E) It can link effort to performance.

Question 58

Managers _____ reward employees for multitasking.

A) should
B) always
C) never
D) should not
E) sometimes

Question 59

For motivation to be high, total valence of all outcomes must be

A) low.
B) high.
C) neither high nor low.
D) both high and low.
E) mediocre.

Question 60

______ is the perceived likelihood that performance will be followed by a particular outcome.

A) Valence
B) Instrumentality
C) Expectancy
D) Job enlargement
E) Job enrichment

Question 61

Which of the following statements regarding Maslow's need hierarchy is true?

A) It is a complex and altogether accurate theory of motivation.
B) It sensitizes managers to the importance of personal growth.
C) It states that people are motivated to satisfy the higher needs before they try to satisfy the lower needs.
D) It states that once a need is satisfied, it acts as a powerful motivator.
E) It postulates that people have three basic sets of needs that can operate simultaneously.

Question 62

_______ are the rewards given to a person by the boss, the company, or some other person.

A) Halo effects
B) Personalized powers
C) Extrinsic rewards
D) Hygiene factors
E) Procedural justices

Question 63

Herzberg's _________ theory describes hygiene and motivators as factors affecting people's work motivation and satisfaction.

A) equity theory
B) expectancy theory
C) path-goal theory
D) two-factor theory
E) hierarchy of needs theory

Question 64

_____ means that jobs are restructured or redesigned by adding higher levels of responsibility.

A) Job enrichment
B) Task identity
C) Task significance
D) Negative reinforcement
E) Procedural justice

Question 65

_____ is intended to alleviate boredom by giving people different things to do at different times.

A) Job rotation
B) Job enlargement
C) Social loafing
D) Job feedback
E) Free riding

Question 66

Roger is the marketing manager in a small firm. In addition to his marketing-related duties, he is also in charge of recruitment. This is an example of

A) social loafing.
B) job enlargement.
C) free riding.
D) low instrumentality.
E) negative reinforcement.

Question 67

According to McClelland's research, which of the following statements is true of the need for achievement?

A) It is equivalent to Maslow's safety needs.
B) It is often perceived negatively.
C) It is important to most American managers.
D) It is equivalent to Maslow's social needs.
E) It is the most complex theory of human motivation.

Question 68

According to McClelland, the most important needs for managers are the needs for

A) achievement, affiliation, and power.
B) existence, relatedness, and growth.
C) motivation and hygiene.
D) equity and fair treatment.
E) self-actualization and ego.

Question 69

______ is the act of giving people additional tasks at the same time to alleviate boredom.

A) Job enrichment
B) Task significance
C) Job enlargement
D) Task identity
E) Social loafing

Question 70

Low need for affiliation and moderate to high need for power are associated with

A) leadership success.
B) self-satisfaction.
C) job satisfaction.
D) managerial success.
E) employee evaluation.

Question 71

Laurel loves his job. It offers him the opportunity to meet lots of people, to work outdoors, and to do things his own way. Laurel often jokes that he would be glad to do his job even if he is not given any pay. This sense of fulfillment is an example of

A) extinction.
B) halo effect.
C) egocentrism.
D) intrinsic reward.
E) personalized power.

Question 72

McClelland has termed power that is used as a negative force as

A) aggressive power.
B) abusive power.
C) antisocial power.
D) hostile power.
E) personalized power.

Question 73

The need for achievement is important for leaders and managers in all of the following countries expect

A) the United States.
B) Great Britain.
C) Japan.
D) Canada.
E) none of the above.

Question 74

______ is the act of changing a task to make it inherently more rewarding, motivating, and satisfying for the people concerned.

A) Task significance
B) Job enrichment
C) Task identity
D) Job enlargement
E) Halo effect

Question 75

According to Maslow, people are motivated to satisfy the _____ needs before they try to satisfy the _____ needs.

A) higher; lower
B) lower; higher
C) middle; lower
D) higher; middle
E) middle; higher

Question 76

Alderfer's ERG theory primarily focuses on

A) existence needs, relatedness needs, and growth needs.
B) existentialism, relativity, and governance.
C) employment, recruitment, and gain sharing.
D) job rotation, job enlargement, and job enrichment.
E) expectancy, risk, and growth.

Question 77

Bradley's job responsibilities have recently been changed as part of a decentralization effort taking place at his office. He has been given the authority to decide when a file's status is to be altered, rather than only altering files at his supervisor's discretion. This is an example of

A) job enrichment.
B) task identity.
C) task significance.
D) negative reinforcement.
E) procedural justice.

Question 78

The Maslow's need hierarchy is different from Alderfer's ERG theory in that

A) ERG theory states that various needs operate simultaneously.
B) Maslow's hierarchy has more scientific validity.
C) Maslow's hierarchy states that once a need is satisfied, it acts as a powerful motivator.
D) ERG theory focuses on five levels of need.
E) ERG theory reminds managers of the types of reinforcers that can be used to motivate people.

Question 79

According to Maslow's need hierarchy, which of the following statements is true?

A) One can never be fully satisfied.
B) Higher-level needs are more important than lower-level needs.
C) People are motivated to satisfy lower-level needs before higher-level needs.
D) Once a need is satisfied, it becomes a powerful motivator.
E) Unsatisfied needs will not motivate performance.

Question 80

In the context of Alderfer's ERG theory, which of the following statements is true of existence needs?

A) They typically involve relationships with other people.
B) They are typically satisfied through the process of mutually sharing thoughts and feelings.
C) They typically motivate people to productively change themselves.
D) They typically motivate people to creatively change their environment.
E) They are typically physiological desires.