Chapter 5: Motivating Behavior
social learning
When people observe the behaviors of others, recognize the consequences, and alter their own behavior as a result
hygiene factors
Are extrinsic to the work itself and include factors such as pay and job security
motivation factors
Are intrinsic to the work itself and include factors such as achievement and recognition
hierarchy of needs
Assumes that human needs are arranged in a hierarchy of importance developed by Abraham Maslow
human resource approach
Assumes that people want to contribute and are able to make genuine contributions
What psychologist's work laid the foundation for the study of behavior modification?
B.F. Skinner
reinforcement theory
Based on the idea that behavior is a function of its consequences
Partial Reinforcement Schedule: Variable-Ratio
Desired behavior is reinforced after an unpredictable number of behaviors
task-specific self-efficacy
a person's beliefs in his or her capabilities to do what is required to accomplish a specific task
Which type of reinforcer is most appropriate when a manager realizes he or she has been rewarding the wrong thing and wants to stop the behavior?
extinction
Physiological needs
food, sex and air
Maslow helped to increase managers' awareness of the motivating potential of giving employees which of the following?
greater responsibility, challenge, and continuous development
needed-based theories
humans are motivated primarily by deficiencies in one or more important needs or need categories
According to Victor Vroom, _______________ is the belief that performance will result in obtaining a particular reward.
instrumentality
Self-Actualization Needs
involves a person realizing his or her full potential
Which of the following is NOT a motivation factor in Herzberg's model?
job security
A person who feels equitably treated is motivated to ________
keep things as they are
Belongingness Needs
need for love and affection, acceptance from peers
Growth Needs
needs that focus on personal growth and development Esteem Needs, Self-Actualization Needs
Deficiency needs
needs that must be satisfied for the individual to b fundamentally comfortable. Physiological Needs, Security Needs, Belongingness Needs
A performance bonus is an example of which of the following?
positive reinforcement
Behavior that is reinforced after periods of time, with the time span varying from one time to the next is called
variable-interval
need for power
the desire to control one's environment, including financial, material, informational, and Human Resources.
need for affiliation
the need for human companionship
Esteem Needs
the need for positive self-image and self-respect and the need to be respected by others
extinction
the removal of other reinforcement (positive or negative) following the incidence of the behavior to be extinguished to decrease the likelihood of that behavior being repeated
motivation
the set of forces that cause people to engage in one behavior rather than some alternative behavior
positive reinforcement
the use of rewards to increase the likelihood that a desired behavior—high performance, for instance—will be repeated
Security needs
things that offer safety and security such as housing, clothing, and freedom
Which of the following is NOT a dimension of self-efficacy?
value
learning
A relatively permanent change in behavior or behavioral potential resulting from direct or indirect experience
Whose theory is the Hierarchy of Needs?
Abraham Maslow
Partial Reinforcement Schedule: Variable-Interval
Desired behavior is reinforced after an unpredictable amount of time has elapsed
___________________ is the first step in the organizational behavior modification process.
Defining what can be improved
ERG theory
Describes existence, relatedness, and growth needs
Partial Reinforcement Schedule: Fixed-Interval
Desired behavior is reinforced after a certain amount of time has passed
Partial Reinforcement Schedule: Fixed-Ratio
Desired behavior is reinforced after a specified number of correct responses
process-based perspectives
Focus on how people behave in their efforts to satisfy their needs
equity theory
Focuses on people's desire to be treated with what they perceive as equity and to avoid perceived inequity
Who developed scientific management?
Frederick Taylor
two-factor theory (dual-structure theory)
Identifies motivation factors, which affect satisfaction, and hygiene factors, which determine dissatisfaction
What term refers to a person's confidence in his or her ability to organize and execute the courses of action necessary to accomplish a specific task?
Self-efficacy
Which dimension of self-efficacy refers to beliefs about how confident the person is that the task can be accomplished?
Strength
humans relations approach
Suggests that fostering a sense of employees' inclusion in decision making will result in positive employee attitudes and motivation to work hard
expectancy theory
Suggests that people are motivated by how much they want something and the likelihood they perceive of getting it
equity
The belief that we are being treated fairly in relation to others; inequity is the belief that we are being treated unfairly in relation to others
valence
The degree of attractiveness or unattractiveness a particular outcome has for a person
need for achievement
The desire to accomplish a task or goal more effectively than was done in the past
effort-to-performance theory
a person's perception of the probability that effort will lead to successful performance
performance-to-outcome instrumentality
a person's perception of the probability that performance will lead to certain other outcomes
classical conditioning
a simple form of learning in which a conditioned response is linked with an unconditioned stimulus
acquired needs framework
advanced by David McClelland and centers on the needs for achievement, affiliation, and power
outcome
anything that might potentially result from performance
scientific management
approach to motivation that assumes that employees are motivated by money developed by Frederick Taylor
negative reinforcement
based on the removal of current or future unpleasant consequences to increase the likelihood that someone will repeat a behavior
In the Equity Theory of Motivation, what is the meaning of "equity?"
belief of fair treatment relative to others
task-specific self-efficacy. Second Dimensions: Strength
beliefs about how confident the person is that the specific task can be accomplished
task-specific self-efficacy. First Dimensions: Magnitude
beliefs about how difficult a specific task can be accomplished
task-specific self-efficacy. Third Dimensions: Generality
beliefs about the degree to which similar tasks can be accomplished
What term refers to valuing control of situations and other people?
power
According to the human relations approach, offering employees _____________ is the best way to enhance motivation in the workplace.
self-direction
A key component of equity theory is that employees compare their own input/output ratios with the input/outcome ratios of other employees. What is the term for this phenomenon?
social comparison
need
something an individual requires or wants
punishment
the application of negative outcomes to decrease the likelihood of a behavior
behavioral modification
the application of reinforcement theory to influence the behaviors of people in organizational settings