Chapter 16

75. If, as a supervisor, you have no control over the pay raises, promotions, and rewards, what method of reinforcement are you able to use? a. Positive reinforcement b. Extinction c. Avoidance d. Punishment e. All of these choices

. All of these choices

77. Sexual harassment policies and laws spell out the consequences for violation of the rules. What kind of reinforcement procedure is this? a. Avoidance b. Extinction c. Positive reinforcement d. Punishment e. Retribution

a. Avoidance

4. Which historical approach to motivation is based on scientific management and takes an economic incentive approach to motivation? a. Traditional b. Human relations c. Human resources d. Content e. Process

a. Traditional

32. Chelsea thinks about her job while at home, and she continually volunteers to do most of the work for the entire project group in her department. These characteristics indicate a strong need for a. achievement. b. affiliation. c. security. d. esteem. e. power.

a. achievement.

34. José wants to be given a job to do and then be left alone to do it. He tends to set moderately difficult goals for himself and to really get involved in his work. He also has a strong need for knowing how he is doing. José has a high need for a. achievement. b. affiliation. c. power. d. security. e. esteem.

a. achievement.

96. Robyn sells real estate for a large franchised organization. She likes the fact that she is allowed to set her own work goals, make decisions, and solve problems having to do with the houses that her customers are buying and selling. The real estate company for which Robyn works uses ____ to enhance employee motivation. a. empowerment b. autonomy c. selfrelevance d. employees' need for affiliation e. employees' need for selfactualization

a. empowerment

12. WalMart rewards high performers with the chance to model or choose a family member to model, for their sales flyers. WalMart is attempting to meet associate's ____ needs. a. esteem b. physiological c. belongingness d. security e. selfactualization

a. esteem

13. Song, the new lowfare carrier of Delta Air Lines, announced an agreement with designer Kate Spade to design flight attendant uniforms. Song is attempting to meet flight attendants' ____ needs. a. esteem b. physiological c. belongingness d. security e. selfactualization

a. esteem

19. Giving prestigious job titles would be a way to satisfy people's need for a. esteem. b. belongingness. c. selfactualization. d. safety. e. equity.

a. esteem.

37. The ____ theory says motivation is a function of how much we want something and how likely we think we are to get it. a. expectancy b. equity c. reinforcement d. twofactor e. ERG

a. expectancy

73. Once a year Homer tells his wife he loves her. If his feelings change, he will let her know. Homer uses a ____ schedule of reinforcement. a. fixedinterval b. fixedratio c. variableinterval d. variableratio e. fixedvariable

a. fixedinterval

72. Monthly pay is an example of a. fixedinterval. b. fixedratio. c. variableinterval. d. variableratio. e. infiniteratio.

a. fixedinterval.

44. Cliff works for the New York Department of Transportation. He perceives that his union's contract is so strong he can't be fired and the only way he will get promoted is if the person above him dies or retires. He has a. low efforttoperformance expectancy and low performancetooutcome expectancy. b. low efforttoperformance expectancy and high performancetooutcome expectancy. c. high efforttoperformance expectancy and low performancetooutcome expectancy. d. high efforttoperformance expectancy and high performancetooutcome expectancy. e. zero valence.

a. low efforttoperformance expectancy and low performancetooutcome expectancy.

22. According to the ERG theory of motivation a. more than one level of needs can operate simultaneously. b. employees are primarily motivated by money. c. satisfaction is contingent on hygiene factors. d. few people are motivated by a need for achievement. e. motivation is a function of how much we want something and how likely we think we are to get it.

a. more than one level of needs can operate simultaneously.

68. Stock options granted only to the top performers provide an incentive for the behavior to continue and for others to aspire to that level. This is an example of a. positive reinforcement. b. extinction. c. avoidance. d. retribution. e. denial.

a. positive reinforcement.

70. Catching someone being good and then praising them is an example of a. positive reinforcement. b. avoidance. c. extinction. d. punishment. e. restitution.

a. positive reinforcement.

69. Your boss is notorious for firing people for trivial matters. Your boss uses ____ to influence the behavior of others. a. punishment b. extinction c. avoidance d. retribution e. denial

a. punishment

49. Brittany compares her salary to Neal's and finds that her salary is higher than his. According to equity theory, Brittany should a. remember to compare her inputs to Neal's. b. be motivated, because she makes more money. c. be unmotivated, because she is being rewarded too highly. d. be motivated, because Neal is not valued by the firm as much as she is. e. None of these choices.

a. remember to compare her inputs to Neal's.

42. Edwin is delighted that his boss has promised a hefty bonus to whomever gets the most customers to sign up for lawnmowing service. According to expectancy theory, Edwin's delight a. the outcome valence. b. the efforttoperformance expectancy. c. the performancetoreward expectancy. d. the outcome. e. none of these choices.

a. the outcome valence.

25. The ____ theory of motivation specifically addresses the issues on which job enrichment focuses. a. twofactor b. expectancy c. reinforcement d. equity e. ERG

a. twofactor

40. According to the expectancy model, performance is a result of a. valence. b. the need for achievement, affiliation, and power. c. the strength of hygiene and motivation factors. d. the need for existence, relatedness, and growth. e. individual effort, ability, and environmental forces.

a. valence.

76. Dave Miller tells new employees that so long as they do what they are told, he will pretty much leave them alone. But if they get out of line, he will not hesitate for one minute to impose the contractual disciplinary procedure. What kind of reinforcement does Miller's approach represent? a. Positive reinforcement b. Avoidance c. Extinction d. Punishment e. Distortion

b. Avoidance

3. Robert wanted an inexpensive, fuel efficient car. He investigated buying a small gas motor car and a hybrid. He decided on the hybrid, even though it cost more. Now he reads about all electric cars and wonders if he made the right choice. He is currently in which step of the motivation process? a. Choosing a behavior that satisfies the need b. Determining future needs c. Searching for ways to satisfy the need d. Evaluating need satisfaction e. Recognizing a need

b. Determining future needs

50. Which of the following is NOT a process theory of motivation? a. Expectancy theory b. ERG theory c. Goal setting d. Equity theory e. PorterLawler extension

b. ERG theory

55. Which motivational theory suggests that people will rationalize away differences between rewards they and others receive? a. Hierarchy of needs b. Equity c. Expectancy d. Reinforcement e. Twofactor

b. Equity

58. Goaldirected effort is a function of four goal attributes. Which of the following is NOT one of those attributes? a. Difficulty b. Equity c. Specificity d. Acceptance e. Commitment

b. Equity

21. What need is evidenced by the fact that people buy life and health insurance and deposit money in savings accounts? a. Physiological b. Existence c. Selfactualization d. Relatedness e. Growth

b. Existence

84. Edward frequently misplaces his keys at work. His colleagues refuse to help him look for them. What kind of reinforcement are the colleagues using? a. Avoidance b. Extinction c. Positive reinforcement d. Punishment e. Distortion

b. Extinction

87. A creditcard company hires telemarketers to call customers to try to entice them to sign up for a new credit card. The telemarketers receive a bonus for every fourth application the company receives. This is an example of which type of reinforcement schedule? a. Continuous b. Fixedratio c. Fixedinterval d. Variableratio e. Variableinterval

b. Fixedratio

105. When the group exceeds a predetermined level of performance, which of the following incentive pay systems provides group bonuses? a. Meritpay systems b. Gain sharing c. Profit sharing d. Piecerate pay systems e. Lumpsum bonuses

b. Gain sharing

41. Palash notices that no matter how high or low his production, his boss does not give him any reward or punishment. Which of the following is true for Palash? a. His efforts are low. b. His performancetooutcome expectancy is low. c. The sum of his outcome valences is high. d. His efforttoperformance expectancy is low. e. None of these choices.

b. His performancetooutcome expectancy is low.

38. Which of the following is NOT one of the basic assumptions of expectancy theory? a. Individual differences as well as the environment influence motivation. b. Individuals observe their own behavior and decide whether it is motivated by internal or external factors. c. People are free to make choices about how to behave. d. People have a choice of behavioral alternatives. e. Different people march to different drummers.

b. Individuals observe their own behavior and decide whether it is motivated by internal or external factors.

46. Adam felt neutral toward his Management class after the first week. However, after he made an A on this first exam, he said the class was great. This is an example of which of the following? a. Satisfaction leads to performance b. Performance leads to satisfaction c. Expectancy leads to high performance d. Intrinsic rewards lead to performance e. Satisfaction leads to intrinsic rewards

b. Performance leads to satisfaction

45. Which of the following factors would MOST likely cause an employee to have a low efforttoperformance expectancy? a. The company keeps its pay schedules secret. b. The employee perceives his or her ability as low. c. Management increases standards for receiving a bonus when workers start increasing productivity. d. It is a wellknown fact that the organization pays below industry standards. e. The employee feels that the organization's reward is not adequate.

b. The employee perceives his or her ability as low.

1. According to the text, performance is basically determined by a. intelligence, environmental influences, and ability. b. ability, motivation, and environment. c. motivation, experience, and subordinates. d. inner drives, psychological needs, and motivation. e. motivation, intelligence, and ability.

b. ability, motivation, and environment.

51. The ____ theory of motivation is based on the idea that employees compare their inputs and outcomes to some other person's to determine if they are being fairly treated. a. expectancy b. equity c. reinforcement d. hierarchy of needs e. twofactor

b. equity

67. When a supervisor refuses to smile at her employees who are clowning around during an important meeting, this is an example of a. punishment. b. extinction. c. avoidance. d. resentment. e. denial.

b. extinction.

95. Windmere allows its administrative employees to arrive anytime between 7:00 am and 9:00 am., and leave any time between 4:00 pm and 6:00 pm, as long as they work for eight consecutive hours. This arrangement is known as a. compressed time. b. flextime. c. merit time. d. work redesign. e. synergy.

b. flextime.

5. According to the ____ approach to motivation, the illusion of employee involvement and importance is sufficient to satisfy workers' basic social needs and result in higher motivation to perform. a. traditional b. human relations c. human resources d. content e. process

b. human relations

98. A disadvantage of ____ is the time and effort needed to coordinate between employees. a. variable work schedules b. job sharing c. telecommuting d. flexible work schedules and telecommuting e. compressed work schedules

b. job sharing

56. Nate perceives that no matter how much he studies he won't do as well as Carol on the test. What makes it worse is Carol doesn't even study. According to equity theory, Nate will a. study harder. b. lower his goal. c. tell Carol to study. d. study with Carol. e. None of these choices

b. lower his goal.

66. Which of the following is an example of a positive reinforcer? a. Praise b. A pay raise c. A promotion d. A plaque e. All of these choices

c. A promotion

33. Which of the following statements about the need for power is FALSE? a. People with high power needs tend to be high performers. b. People with high power needs tend to have good attendance records. c. Most supervisors do not have a high need for power. d. More successful managers have higher power needs than do less successful managers. e. The need for power is the desire to be influential and to control one's environment.

c. Most supervisors do not have a high need for power.

102. Which of the following has NOT been identified as a major characteristic of a welldesigned organizational reward system? a. Rewards must meet the needs of individuals. b. Rewards must compare favorably with those offered by other organizations. c. Rewards must be tied to experience with the organization. d. Distribution of rewards must be viewed as equitable. e. The system must recognize differences in needs and the means by which people choose to

c. Rewards must be tied to experience with the organization.

99. Bianca is a technical writer. She works at her company office one day per week and her home office four days. She is using which type of alternative work arrangement? a. Variable work schedules b. Job sharing c. Telecommuting d. Flexible work schedules and telecommuting e. Compressed work schedules

c. Telecommuting

91. Which of the following reinforcement schedules offers a worker the MOST incentive to do good work? a. Fixedinterval b. Fixedratio c. Variableinterval d. Variableratio e. All of these choices

c. Variableinterval

15. Oprah's Book Club includes millions of readers who not only enjoy reading but also are fulfilling their needs for a. esteem. b. power. c. affiliation.

c. affiliation.

100. Flexible work schedules, the 4/40 workweek, job sharing, and homebased work are all examples of what the text calls a. work redesign plans. b. goalsetting theory issues. c. alternative work arrangements. d. behavior modification plans. e. organizational modifications.

c. alternative work arrangements.

53. To make successful use of the equity theory, managers must remember that a. over rewarded employees perform best. b. under rewarded employees perform best. c. for rewards to motivate employees, employees must perceive them as being fair. d. employees must consider their inputs equal to the inputs of their comparison other. e. employees must consider their outcomes equal to the outcomes of their comparison other.

c. for rewards to motivate employees, employees must perceive them as being fair.

According to the ____ approach to motivation, employees want to contribute and are able to make genuine contributions to the organization. This philosophy guides most contemporary thinking about employee motivation. a. traditional b. human relations c. human resources d. content e. process

c. human resources

29. Ellen claims her job is so easy she goes to work to relax after a busy weekend. She says she'll never retire. Using Herzberg's theory of motivation a. Ellen needs to satisfy her actualization need. b. existence is the need most important to Ellen. c. hygiene factors are more important to Ellen than motivators. d. the need for affiliation motivates Ellen. e. Ellen has a high efforttoperformance expectancy level.

c. hygiene factors are more important to Ellen than motivators.

82. When a manager's efforts to discipline an employee for poor behavior seem to lead to an increase in that behavior, one could conclude that the manager is actually using a(n) ____ strategy. a. avoidance b. extinction c. positive reinforcement d. punishment e. retribution

c. positive reinforcement

35. Generally speaking, politicians have a desire to influence the world around them by writing laws and changing things. This show a need for ____. a. achievement b. affiliation c. power d. security

c. power

36. Research has shown that people with a strong need for ____ are likely to be superior performers, have good attendance records, and occupy supervisory positions. a. achievement b. affiliation c. power d. security e. esteem

c. power

23. Growth as used in the ERG theory of motivation corresponds most closely to Maslow's a. physiological and safety needs. b. belongingness and selfesteem needs. c. selfactualization and the need for selfesteem. d. belongingness and need for the esteem of others. e. safety and belongingness needs.

c. selfactualization and the need for selfesteem.

101. The most basic method of managing employee motivation is a. job design. b. labor relations. c. the reward system. d. job classification. e. recruiting and selection.

c. the reward system.

43. As it is used in expectancy theory, the term valence refers to a. a subjective probability estimate that effort will lead to performance. b. a subjective probability estimate that performance will lead to rewards. c. the value an individual places on outcomes. d. the product of the effort to performance and performance to reward expectancies. e. the overall level of individual motivation.

c. the value an individual places on outcomes.

97. One method commonly used to empower employees is a. focus groups. b. Delphi groups. c. work teams. d. organizational policies. e. matrix organizational structures.

c. work teams.

26. According to Herzberg's twofactor theory of motivation, which of the following is a motivator? a. Pay b. Working conditions c. Hygiene factors d. An opportunity to show what you can do e. A quality supervisor

d. An opportunity to show what you can do

79. If you want to increase the probability that a behavior will recur, which of the following types of reinforcement will get the desired results? a. Positive reinforcement and extinction b. Avoidance and extinction c. Punishment and positive reinforcement d. Avoidance and positive reinforcement e. Punishment and extinction

d. Avoidance and positive reinforcement

7. Which of the following perspectives on motivation concerns what motivates people as opposed to how they are motivated? a. Traditional b. Human relations c. Human resources d. Content e. Process

d. Content

47. A manager has been told that she will get a $50,000 bonus if her team meets their quota. She has also been informed that she will be fired if she does not get her team above last year's total. Which motivation theory is her boss most likely using? a. Equity theory b. Maslow's needs hierarchy c. Herzberg's twofactor theory d. Expectancy theory e. ERG theory

d. Expectancy theory

104. Which of the following forms of incentive pay programs would most likely lead to irreversible increases in employee compensation over the years? a. Profit sharing b. Lumpsum bonuses c. Piecerate pay systems d. Meritpay systems e. Gain sharing

d. Meritpay systems

107. Which of the following is NOT an example of a popular incentive system? a. Gain sharing b. Profit sharing c. Lumpsum bonus d. Profitforwork e. Merit pay plan

d. Profitforwork

18. Unions nearly always bargain for retirement packages and comprehensive medical plans. Recently, they have begun negotiating for advanced notice of plant closings. What need level from Maslow's hierarchy do these demands represent? a. Esteem b. Physiological c. Belongingness d. Security e. Selfactualization

d. Security

52. Which of the following describes how managers should use the expectancy model? a. They should recognize that employees have different needs. b. They should try to understand each employee's key needs. c. They should help employees determine how to satisfy their needs through performance. d. They should be aware that employees would be motivated to change something if they do not experience high expectancy levels. e. All of these choices

d. They should be aware that employees would be motivated to change something if they do not experience high expectancy levels.

89. If you want to maintain an employee's behavior at a high level with minimum fluctuations in the level of the behavior, which of the following schedules of reinforcement would be most successful? (Disregard the possible difficulty of using such a schedule in the workplace.) a. Continuous b. Fixedratio c. Fixedinterval d. Variableratio e. Variableinterval

d. Variableratio

30. A construction worker injured on the job is on convalescent timeoff for five weeks. She misses the people. She can't wait to get back to work. This is a(n) ____ need. a. achievement b. esteem c. selfrespect d. affiliation e. security

d. affiliation

71. A manager who provides reinforcement on a periodic basis, regardless of performance, is using a ____ schedule. a. variableinterval b. variablefixed c. fixedratio d. fixedinterval e. variableratio

d. fixedinterval

48. Raphael went to law school, passed his state bar exam, and decided to become a pastry chef. According to expectancy theory, practicing law had a. high positive valence. b. a high need for achievement. c. a need for selfactualization. d. high negative valence. e. a high intrinsic selfrelevance

d. high negative valence.

2. Al just graduated from college with a 3.86 GPA in finance. Last summer he had an internship at a federal reserve bank and received glowing performance reports. He has just gone to work for a Wall Street investment banking firm noted for providing its people with all the tools they need to succeed and then letting them sink or swim. Moore is determined to rise rapidly in the organization. From this information, Al's ____ should be high. a. situational selfrelevance b. drive c. need d. performance e. expectancy

d. performance

10. The need to have a safe physical and emotional environment is a(n) ____ need. a. esteem b. physiological c. psychological d. security e. social

d. security

11. Fairway Green Inc. has added a lucrative retirement plan for its employees that includes medical benefits for retirees. These benefits target which level of need in Maslow's hierarchy a. esteem. b. physiological. c. belongingness. d. security. e. selfactualization.

d. security.

57. Ana is a police detective in a metropolitan police force. She believes that she is just as good a detective as her male counterparts. Because she is female, many of her counterparts assume that she will type up their reports as well as her own. She has been doing this typing for a while and is increasingly feeling under rewarded for her efforts. In terms of ____, she will more than likely decrease her inputs by refusing to do typing for other detectives. a. the expectancy theory b. the hierarchy of needs c. Herzberg's theory d. the equity theory e. the human relations approach to motivation

d. the equity theory

74. This week Alberto is paid $150 for every 15 units he assembles. Next week he will get $150 for every 18 and the week after $150 for every 20, but he doesn't know that yet. This is an example of a(n) ____ schedule. a. fixedinterval b. intervalratio c. fixedratio d. variableratio e. fixedvariable

d. variableratio

103. Which of the following is a basic characteristic of an effective reward system? a. Rewards are distributed fairly. b. The reward system offers various ways to satisfy individual needs. c. The rewards satisfy employees' basic needs. d. The rewards are comparable to those offered by other organizations in the immediate area. e. All of these choices

e. All of these choices

80. If you want to reduce the likelihood that a behavior will recur, which of the following types of reinforcement will get the desired results? a. Avoidance and positive reinforcement b. Extinction and avoidance c. Positive reinforcement and extinction d. Punishment and avoidance e. Extinction and punishment

e. Extinction and punishment

8. Which of the following factors would NOT satisfy Maslow's physiological needs? a. Air b. Food c. Sex d. Shelter e. Positive selfimage

e. Positive selfimage

28. Which of the following is an example of a content theory of motivation? a. Expectancy b. Equity c. Reinforcement d. Security e. Twofactor

e. Twofactor

88. A supervisor is required to inspect plant facilities to determine that they are safe, clean, and functional. She often goes out on the floor two or three times a day; other days she does not go at all. What reinforcement schedule is she using? a. Continuous b. Fixedratio c. Fixedinterval d. Variableratio e. Variableinterval

e. Variableinterval

16. Jill enjoys a challenge. She never stagnates. If work is not providing enough growth, then she will train for a marathon. She is working on her ____ needs. a. esteem b. physiological satisfaction c. belongingness d. security e. achievement

e. achievement

39. According to the expectancy theory, motivation determines a. efforttoperformance expectancy. b. performancetoreward expectancy. c. efforttoperformance expectancy and performancetoreward expectancy. d. efforttoperformance expectancy and valence of outcomes. e. efforttoperformance expectancy, performancetoreward expectancy, and valence of outcomes.

e. efforttoperformance expectancy, performancetoreward expectancy, and valence of outcomes.

108. To stay current in their profession, accountants have to take a minimum number of continuing education courses annually. Accountants in the firm of Dunkirk and Wood who take additional classes are rewarded with a ____. a. gainsharing b. profitsharing c. lumpsum bonus d. profitforwork e. merit pay plan

e. merit pay plan

9. When the number of H1N1 flu cases in an elementary school reached 10%, classes were postponed. The school could not meet the ____ needs of students and faculty until the flu was gone. a. psychological b. security c. belongingness d. esteem e. physiological

e. physiological

106. Elena is a sales representative for Verizon. She gets paid a base salary plus a percentage of sales. Her pay is determined by a a. merit pay. b. jobrate pay. c. lumpsum bonus. d. salary. e. sales commission.

e. sales commission.

14. Starbucks pays abovemarket price to farmers who grow coffee in an ecologically healthier way. Employees at Starbucks feel good working for a company that is an environmental leader. Starbucks is attempting to meet ____ needs. a. esteem b. physiological c. belongingness d. security e. selfactualization

e. selfactualization

17. The owners of XYZ Company believe that everyone in the company is equally likely to come up with the method needed to operationalize a plan. All are treated as equal. The management of XYZ is trying to create an environment in which employees will strive to satisfy their needs for a. esteem. b. physiological satisfaction. c. belongingness. d. security. e. selfactualization.

e. selfactualization.