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