CH 12: Motivating employees

One model of motivation starts with an unfulfilled need. List the rest of the steps in the correct order, with the first step at the top.

1. Motivation 2. Behaviors 3. Rewards 4.Feedback

Which of the following would be characterized as motivating factors by Herzberg's two-factor theory?

Achievement Responsibility

Which guidelines should be followed when giving positive reinforcement?

Be clear about what behavior is desired Give rewards as soon as possible.

After you identify a long-term goal, what is the second step in developing career readiness?

Break your long-term goal into several short-term goals.

What are characteristics of motivating goals according to goal-setting theory?

Challenging Specific Achievable

According to self-determination theory, people's behavior and well-being are influenced by what three innate needs?

Competence, autonomy and relatedness

Dividing work among employees and applying motivational theories to increase employee satisfaction are the two components of job ______.

Design

What key ideas can be drawn from equity and justice theories?

Employees need a way to appeal decisions Organizations should foster a climate for justice.

The model of motivation called equity theory is based on which of the following ideas?

Employees want to see fairness in how they are rewarded for task performance.

Jaleel believes that if he studies hard for the next test, he will earn a high score. In terms of motivation theory, this is an example of ______.

Expectancy

What theory asserts that motivation is essentially a decision about how much effort to exert to get what you want in a particular situation?

Expectancy

Which theories of motivation are characterized as process perspectives?

Expectancy theory Goal-setting theory Equity theory

When a supervisor no longer gives bonuses for selling a particular product, employees are less likely to try to sell that product. This is a type of reinforcement called ______.

Extinction (Negative and positive reinforcement both result in an increase of the behavior while extinction and punishment result in fewer occurrences of the behavior) (Neutral reinforcement is not a recognized form of reinforcement.)

Equity theory is focused on explaining how people work to achieve which of the following?

Fairness Justice

True or false: Money is the best motivator.

False (Although money is a motivating factor, praise and other non-monetary rewards can be even more motivating.)

In terms of the goal-setting theory, what is necessary for employees to know if they are on the right track when working on a project?

Feedback

What is the modern way of designing jobs?

Fitting jobs to people

At Arturo's firm, employees are allowed to work four 10-hour days instead of five 8-hour days. This best describes which attempt to balance work and life?

Flex-time

When rewarding an employee for a behavior, you should ______.

Give rewards as soon as possible

Which theory suggests that employees can be motivated by objectives that are specific and challenging but achievable and that have rewards tailored to individual needs?

Goal-setting theory

Marie has been given a goal to sell five cars by the end of the weekend. During the workday, she approaches every potential customer and makes an effort to engage with them and make a sale. When customers seem unsure about buying a car, she points out the car's best features and talks about the great deal she can give the customers if they buy. Marie is demonstrating what motivational mechanism of goal setting?

Goals increase your persistence

Which theory proposes that work satisfaction originates from motivating factors, and dissatisfaction originates from hygiene factors?

Herzberg's two-factor theory

What theories of motivation would be characterized as content perspectives?

Herzberg's two-factor theory McClelland's acquired needs theory Maslow's hierarchy of needs theory

According to Herzberg's two-factor theory, ______ are associated with job dissatisfaction.

Hygiene factors

What is the first step in developing career readiness?

Identify your most important long-term goal.

Which of the following is the BEST example of an effective goal for an employee?

Increase sales by 10% during the next quarter

In expectancy theory, the expectation that successful performance of a task will lead to a desired outcome is called ______.

Instrumentality

Which of the following are ways that motivation plays a role in an organization?

It keeps workers engaged and producing quality work It helps good people remain in the organization It encourages employees go beyond the call of duty.

Liu wants to better understand how to motivate employees at her company. Because she knows there is no single leading theory accepted by everyone on what motivates people, she looks into the top four perspectives: content, process, reinforcement, and ______.

Job design

The theory of motivation that asserts that people are motivated by physiological, safety, love, esteem, and self-actualization needs is ______ theory.

Maslow's hierarchy of needs

The theory of motivation that asserts that achievement, affiliation, and power are the major motives determining people's behavior in the workplace is called ______.

McClelland's acquired needs theory

According to Herzberg, ______ factors are more frequently associated with achievement, recognition, responsibility, advancement, and love of the work itself.

Motivating

Which statements about motivation are true?

Multiple contextual and personal factors create motivation. Motivation can only be inferred from a person's behavior.

How does McClelland view needs?

Needs are something we learn from our culture.

According to reinforcement theory, turning in your monthly expense report on time so that your supervisor will not nag you for it is an example of ______.

Negative reinforcement

What are the stages of Victor Vroom's expectancy theory of motivation?

Performance to outcomes Effort to performance

Your professor awards five bonus points for coming to class on time. This is an example of ______.

Positive reinforcement

Which are principal perspectives on motivation?

Process Job design Reinforcement Content

Which perspectives on motivation are concerned with the thought progression that leads to people deciding how to act?

Process perspectives

Which types of reinforcement are intended to weaken a behavior?

Punishment Extinction

How does goal setting motivate employees?

Regulating employee efforts Increasing employee persistence Fostering employee use of action plans Directing employee attention

"Consequences influence behavior" best describes which theory of motivation?

Reinforcement theory

What characteristics should your long-term goal have?

Results oriented Attainable Measurable

Which of the following would be characterized as hygiene factors in Herzberg's two-factor theory?

Salary Working conditions

Reinforcement: Negative reinforcement

Strengthening a behavior by withdrawing something negative

When Jose compares his input/output ratio with that of his co-workers, he is satisfied that he is being treated fairly. What is Jose most likely to do as a result?

Support organizational change

What are characteristics of the best incentive compensation plans?

They link rewards to performance They are agreed on by both employees and managers.

According to equity theory, how might employees respond if they feel their rewards are inadequate?

They may change the object of comparison. They may leave the situation. They may try to change the outputs.

True or false: When using expectancy theory to motivate workers, managers should ask questions to determine what rewards the employees value.

True (Knowing what value a reward has for employees will help managers offer attractive incentives)

True or false: According to Herzberg's two-factor theory, employers should first eliminate dissatisfying elements in the work place and then focus on adding incentives to motivate workers.

True (it is difficult to motivate employees if sources of dissatisfaction are present, according to the 2 factor theory)

A survey showed that while most employees were pleased with the company's advancement opportunities and merit system, they were dissatisfied with factors such as pay scale and sharing an office with someone they disliked. These results exemplify which theory of motivation?

Two factor theory

Reinforcement: Positive reinforcement

Using rewards or positive consequences to strengthen a particular behavio

Laura's manager is retiring in six months, and Laura really wants to be promoted to succeed her. In terms of expectancy theory, Laura has a high ______ in regard to her promotion.

Valence

Reinforcement: Extinction

Weakening a behavior by ignoring it or making sure it is not reinforced

Reinforcement: punishment

Weakening a behavior by presenting something negative or withholding something positive

Why should you break your most important long-term goal into many short-term goals?

You are more likely to achieve a long-term goal if you break it down into smaller goals.

Brittani has worked long hours putting the finishing touches on a presentation to a major client, but she has a strong sense of self-satisfaction with her work and feels good about what she has accomplished. In terms of the model of motivation, this self-satisfaction would be categorized as ______.

an intrinsic reward

Your to-do list for achieving short-term goals should identify the ______.

daily tasks you need to complete

The basic lesson of Herzberg's research is that ______.

employers should attempt to eliminate job dissatisfaction before addressing job satisfaction

Managers should be concerned with motivation because it is tied to worker ______.

engagement

Juanita believes that if she works hard, her efforts will lead to strong performance. Juanita has a high level of ______.

expectancy

When little Josef would throw himself on the floor, screaming and kicking, his mother ignored him. Consequently, Josef has stopped throwing tantrums. This is an example of ______.

extinction

Raises and other monetary incentives are examples of ______ rewards.

extrinsic

Janeen's boss is so pleased with her sales performance during the past quarter that he gives her a bonus. In terms of the model of motivation, the bonus represents a(n) ______.

extrinsic reward

A person evaluates whether the selected behavior has satisfied the need and whether it should be used again during the ______ stage.

feedback

Jerry is confident in his ability to perform a new set of tasks, but he does not think he will be adequately rewarded for mastering the new knowledge. According to expectancy theory, he has low ______.

instrumentality

The satisfaction, such as a feeling of accomplishment, that a person receives from performing a task is known as a(n) ______ reward.

intrinsic

One of the key take-aways from expectancy theory is that a manager should ______.

link rewards to levels of employee performance

To be successful, an incentive compensation plan must be ______.

measurable

The use of reinforcement theory to change human behavior is called behavior ______.

modification

The psychological processes that arouse and direct goal-directed behavior are collectively called ______.

motivation

Physiological or psychological deficiencies that arouse behavior are called ______.

needs

"I'll take out the garbage," Jan tells husband. "Just stop bugging me about it." This situation exemplifies ______.

negative reinforcement

Hillary knows she needs a full-time job so she can buy groceries and clothing for her three children. Which level in Maslow's hierarchy of needs does this describe?

physiological

To encourage Mikayla to help around the house, her mother offers to pay her $1 each time she makes her bed in the morning and puts her laundry in the hamper. This is an example of ______.

positive reinforcement

If students arrive late to Professor Clarkson's class, their participation grade is automatically docked five points. This is an example of ______.

punishment

Keir's boss calls him into her office to berate him for coming in late for the third time this week. This is an example of ______.

punishment

The theory of motivation that asserts that people are driven to try to grow and attain fulfillment, with their behavior and well-being influenced by the three innate needs of competence, autonomy, and relatedness, is known as the ______ theory.

self-determination

According to equity and justice theories, organizational decisions ______.

should include input from the employees they will affect

Lois asks herself how badly she wants the bonus she could earn by working overtime on her current project. In terms of expectancy theory, this describes Lois's ______ for the additional pay.v

valence

Telecommuting, or enabling employees to work at home while keeping in touch with their employers and coworkers via email, phone, and other electronic technologies, is one example of ______.

work-life benefit

One survey found that about half of U.S. adults would be willing to take a 10% pay cut if it meant ______.

working at a job they found meaningful