Chapter 13

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. raise her work inputs. D. ask for more work. E. decline a promotion.

C. raise her work inputs.

_____ 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

A. Equity theory

___ considers how managers can ensure that organizational 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

A. Goal-setting theory

Which of the following is true of 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.

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.

Which of the following is true of 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 need for personal-growth is the lowest-level need.

A. It states that when people experience need frustration, they focus upon a lower-level need.

According to Herzberg's motivator-hygiene theory, which of the following outcomes satisfy hygiene needs? A. Job security B. Responsibility C. Autonomy D. A sense of accomplishment E. Interesting work

A. Job security

According to the expectancy theory, which of the following is true of 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 are 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.

A. Managers promote high levels of instrumentality when they link performance to desired outcomes.

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

A. Manuela, who works hard because of the sense of satisfaction that doing so gives her

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.

C. is concerned about maintaining good interpersonal relations.

Which of the following is true of 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.

A. The source of motivation is the consequences of the behavior, not the behavior itself.

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.

A. believe that high levels of effort lead to high performance and ultimately, to the attainment of the desired goals.

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

A. extinction

The source of _____ motivation lies with the acquisition of material or social rewards. A. extrinsic B. operational C. intrinsic D. ethnocentric E. experiential

A. extrinsic

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

A. high need for affiliation and high need for achievement.

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

A. high need for power and low need for affiliation.

According to Herzberg's motivator-hygiene theory, _____ needs are related to the nature of the work itself and how challenging it is. A. motivator B. expectancy C. instrumental D. hygiene E. terminal

A. motivator

Tracy, an employee at Nationwide Cellular, perceives that her outcome-input ratio is higher than that of her coworker Julia. This is an example of: A. overpayment inequity. B. underpayment inequity. C. absolute equity. D. instrumental equity. E. terminal equity.

A. overpayment inequity.

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

A. power

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

B. By expressing confidence in their competence and capability

_____ 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

B. Clayton Alderfer's ERG theory

_____ 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

B. Motivation

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.

B. Once a need is satisfied, it ceases to be a source of motivation.

_____ 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-awarness E. Self-respect

B. Self-efficacy

Which of the following is true of 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.

B. The source of his motivation lies with performing his role well and achieving organizational goals.

In what way 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.

B. Unlike Maslow, Alderfer believed that a person can be motivated by needs from multiple levels at a time.

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

B. low need for affiliation and high need for achievement.

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 recognition E. need for power

B. need for safety

_____ 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

C. Abraham Maslow's hierarchy of needs theory

In what way do the theories of Maslow and Alderfer resemble each other? A. Both theories agree that self-actualization form 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.

C. Both theories agree that as lower-level needs become satisfied, people seek to satisfy higher-level needs.

_____ 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

C. Herzberg's motivator-hygiene theory

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

C. Physiological needs

_____ reinforcement gives people outcomes they desire when they perform organizationally functional behaviors. A. Negative B. Extrinsic C. Positive D. Intrinsic E. Absolute

C. Positive

According to McClelland, 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. A. affiliation B. belongingness C. achievement D. self-awareness E. relatedness

C. achievement

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.

C. considers how managers can align the input of employees with organizational goals.

According Maslow's hierarchy of needs, as countries become wealthier and have higher standards of living, _____ needs are likely to be the prime motivators of behavior. A. physiological B. safety C. self-actualization D. operational E. experiential

C. self-actualization

According Maslow's hierarchy of needs, by giving his/her employees the opportunity to use their skills and abilities to the fullest extent possible, a manager satisfies their _____. A. physiological needs B. safety needs C. self-actualization needs D. operational needs E. terminal needs

C. self-actualization needs

As a reward for completing his assignment two weeks ahead of schedule, Scott 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

C. self-reinforcer

_____ exists when a person's own outcome-input ratio is perceived to be less than that of a referent. A. Absolute equity B. Instrumental equity C. Terminal equity D. Underpayment inequity E. Overpayment inequity

D. Underpayment inequity

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

D. A sense of accomplishment

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

D. Belongingness needs

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

D. hygiene

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

D. intrinsic

When _____ reinforcement is used, people are motivated to perform behaviors because they want to stop receiving or avoid undesired outcomes. A. positive B. absolute C. intrinsic D. negative E. extrinsic

D. negative

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 condition theory

E. B.F. Skinner's operant condition theory

Which of the following managers displays prosocially motivated behavior? A. Derek, who works hard because of the incentives he receives each quarter B. Jolie, 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. Diane, 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

E. Brett, who works hard because he knows that what he does improves the welfare of many people

Which of the following is true of prosocially motivated behavior? A. It is behavior that is performed to avoid censure or punishment. B. It is behavior that 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 is behavior that seeks to improve the well-being of other people.

E. It is behavior that seeks to improve the well-being of other people.

Which of the following managers is extrinsically motivated? A. Manuela, 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. Jolie, who works hard because of the promotion she knows that doing so will bring her

E. Jolie, who works hard because of the promotion she knows that doing so will bring her

Which of the following is true of 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 valency and instrumentality result in low expectancy. D. Outcomes considered to have high valence are identical across all employees. E. Providing employees with highly valent outcomes can reduce turnover.

E. Providing employees with highly valent outcomes can reduce turnover.

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

E. Self-actualization needs

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. Needs hierarchy theory B. ERG theory C. Equity theory D. Operant conditioning theory E. Social learning theory

E. Social learning theory

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.

E. high on persistence.

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

E. punishment