mana test 2 chap 5,6

Imagine that you are using expectancy theory to motivate a textbook salesperson who does not believe more "calls" will result in greater sales (performance). Which of the following behaviors would you recommend? a. Show the salesperson how to distinguish departments with high-probability sales opportunities from those with low-probability sales opportunities. b. Show the salesperson graphically that a direct relationship exists between greater sales and higher commissions. c. Attempt to positively influence the importance of commissions or alter the rewards associated with increased sales. d. None of these

a. Show the salesperson how to distinguish departments with high-probability sales opportunities from those with low-probability sales opportunities.

Maslow's hierarchy of needs model helps to explain that employees are always motivated to satisfy one or more needs but that: a. a satisfied need is no longer a motivator b. high order needs are rarely met even in a minimal fashion c. need categories are randomly experienced rather than in a particular sequence d. regression down the needs chain does not occur

a. a satisfied need is no longer a motivator

Management Sciences for Health CEO Jonathon Quick displayed a high need for socialized versus personalized power. He would probably: a. be an effective leader b. be disruptive because of his high need for power c. also score high on individual power d. be more effective if he scored higher on personalized versus socialized power

a. be an effective leader

Jung's theory of personality differences has important implications for learning and subsequent behavior. Jung suggests that individuals have preferences for how they gather information. Which of the following is a key type of information gatherer according to Jung? a. intuitor b. feeler c. thinker d. introvert

a. intuitor

As an outcome for exceptional performance, Jeffery was provided the opportunity to make a highly visible presentation to the board of directors. However, Jeffery was extremely nervous and upset about the presentation. This consequence was viewed by Jeffery as: a. negative b. positive c. extinction d. punishment

a. negative

Maslow's progression hypothesis states: a. only ungratified needs motivate behavior b. needs are ordered c. individuals will move down the hierarchy as well as up the hierarchy d. higher order needs are more important than lower order needs

a. only ungratified needs motivate behavior

Which of the following is considered a motivating factor in Herzberg's two-factor theory? a. recognition b. fringe benefits c. supervision d. working conditions

a. recognition

The expectancy theory prediction that people work to maximize their personal outcomes is consistent with: a. Adams' equity theory of social exchange contributions/inputs b. Adam Smith's ideas of working in one's own self interest c. Maslow's hierarchy of need and the progression hypothesis d. Herzberg's emphasis on pay and hygiene factors

b. Adam Smith's ideas of working in one's own self interest

According to information in Real World 5.2 on engagement, the best opportunity for investing leadership effort in order to enhance engagement would be to focus on: a. Grand Prix Drivers b. Pole Vaulters c. Long Distance Runners d. Flatliners

b. Pole Vaulters

According to McClelland's research, successful managers tend to have a high need for: a. power and dominance b. achievement c. affiliation d. security

b. achievement

A person working at a computer terminal may get lower back tension as a result of poor posture. If the person becomes aware of that tension only when the manager enters the work area, then the person may develop lower back tension at the appearance of the manager. This scenario would be an example of: a. operant conditioning b. classical conditioning c. paired reinforcement d. behavior modification

b. classical conditioning

Modifying behavior so that a conditioned stimulus is paired with an unconditioned stimulus and elicits an unconditioned response defines: a. operant conditioning b. classical conditioning c. reinforcement d. learning

b. classical conditioning

The process of establishing desired results that guide and direct behavior is known as: a. motivation b. goal setting c. outcome instrumentality d. establishing input/output equity perceptions

b. goal setting

According to Herzberg, which factors are related to job dissatisfaction? a. motivation factors b. hygiene factors c. lower level needs d. the absence of motivation factors

b. hygiene factors

As a member of a study group, you feel that others are making minimal contributions. In this situation you are LEAST likely to: a. praise the inputs of others b. increase your participation and contribution c. reduce your contribution d. withdraw from the group

b. increase your participation and contribution

All of the following would be consistent with new ideas in motivation except: a. eustress b. individuals need to be activated by unmet needs c. individuals are motivated by their own physical, emotional, mental, and spiritual energy d. energy recovery is as or more important then energy expenditure

b. individuals need to be activated by unmet needs

The belief that performance is connected to rewards is known as: a. expectancy b. instrumentality c. valence d. probability or likelihood

b. instrumentality

A manager who reduces an employee's pay if the employee comes to work late and refrains from doing so when the employee is on time has: a. positively reinforced the employee's on-time behavior b. negatively reinforced the employee's on-time behavior c. utilized extinction to reduce the undesirable behavior d. none of these

b. negatively reinforced the employee's on-time behavior

Reinforcement and punishment are administered through: a. extinction b. positive or/and negative consequences c. ignoring the behavior d. withholding a positive consequence

b. positive or/and negative consequences

The proposition that a person's life was founded on the compulsion to work and the power of love is known as: a. the Protestant ethic b. psychodynamic theory c. motivation d. the Calvinistic perspective

b. psychodynamic theory

Starbucks' bold goal of recycling 100% of their cups by 2012 meets all of the following of the SMART criteria Except: a. time-bound b. realistic c. measurable d. specific

b. realistic

The close linkage of _____ to performance under expectancy theory is crucial for enhancing motivation. a. knowledge and skill b. rewards c. equity d. satisfaction

b. rewards

The appropriate consequence for an employee who steals company property is: a. no discipline b. termination c. intermittent discipline d. fixed ratio reinforcement

b. termination

The Thematic Apperception Test (TAT) is used to measure: a. a person's tendency to not use perception b. the achievement motive c. equity perceptions d. cognitive themes

b. the achievement motive

Expectancy theory would be most consistent with: a. the ideas of Kohlberg and moral maturity b. the ideas of Adam Smith and self-interest c. the ideas of Herzberg and job design d. the ideas of Maslow and basic needs

b. the ideas of Adam Smith and self-interest

Frederick Taylor's scientific management advanced the idea that: a. unfulfilled needs acted as motivation b. the relationship of management and labor should be one of cooperation rather than conflict c. money was not a motivator d. self-interest and economic gain are motivators for the owners of production and not the employees of owners

b. the relationship of management and labor should be one of cooperation rather than conflict

According to your text, a major review of the research on the influence of OBM in organizations found that it had a positive and significant influence on task performance in both manufacturing and service organizations, but the effects were more powerful in manufacturing. In a study of "pay for performance", more productive employees chose "pay for performance" over "fixed" compensation when given a choice. However, regardless of which pay scheme employees chose, which of the following statements is most accurate? a. nonfinancial reinforcers generated higher performance than "pay for performance" b. social reinforcement generated higher performance then "pay for performance" c. "pay for performance" resulted in better productivity regardless of the pay scheme d. "pay for performance" resulted in higher productivity when combined with social reinforcement

c. "pay for performance" resulted in better productivity regardless of the pay scheme

Howard Schultz, Starbucks' CEO, has recently stated a bold goal for the recycling of Starbucks' cups. Which of the following reflects that goal? a. 50% of cups being recycled by 2012 b. 75% of cups being recycled by 2012 c. 100% of cups being recycled by 2012 d. None of the above

c. 100% of cups being recycled by 2012

Which of the following would NOT be considered a valid criticism of Herzberg's two-factor theory? a. Data have not been provided that support a clear separation of hygiene and motivator factors. b. There is an absence of individual differences in the theory. c. Extrinsic factors may be more important in determining satisfaction or dissatisfaction on the job. d. Most of the supporting data for the model has come from Herzberg's students using the critical incident technique.

c. Extrinsic factors may be more important in determining satisfaction or dissatisfaction on the job.

Which of the following statements is most accurate regarding the current state of motivation theories? a. The reinforcement approach to motivation has been found to be superior to other motivational models. b. Freud's psychodynamic theory of motivation has generally been supported with the strongest empirical evidence. c. There are several approaches to motivation, and one or another may be useful in specific organizational contexts, with specific individuals or groups, at different times. d. The motivational models that make strong economic assumptions regarding human motivation have received the most universal acceptance.

c. There are several approaches to motivation, and one or another may be useful in specific organizational contexts, with specific individuals or groups, at different times.

Which of the following is NOT a limitation of classical conditioning? a. Humans are more complex and less amenable to simple cause-and-effect conditioning. b. Behavioral environments in organizations are complex and not very amenable to single stimulus-response manipulations. c. Unconditioned responses and unconditioned stimulus have not been connected in humans. d. Complex human decision making makes it possible to override simple conditioning.

c. Unconditioned responses and unconditioned stimulus have not been connected in humans.

All of the following are demands the organization can place on the employee except: a. deadlines b. quality standards c. advancement opportunities d. production quotas

c. advancement opportunities

Hyundai achieved the status of being the 6th largest automobile producer in the world by 2005 and a major competitor to GM, Ford, and Toyota. HMC's success has been attributed to their: a. outstanding reward system b. strong culture c. aggressive goal setting d. adherence to equity theory principles

c. aggressive goal setting

As a supervisor, you can enhance the performance of your employees by: a. setting their goals b. closely controlling their behavior c. allowing employees to participate in goal setting d. giving workers easy goals

c. allowing employees to participate in goal setting

According to expectancy theory of motivation, individuals will make choices based on: a. dissatisfaction b. feelings of equity c. anticipated outcomes of those choices or decisions d. unfulfilled needs

c. anticipated outcomes of those choices or decisions

In the animal learning research of Pavlov, the sound of the bell was the: a. conditioned response b. unconditional stimulus c. conditioned stimulus d. consequence of the dog's salvation

c. conditioned stimulus

The motivation theory that holds that employee motivation is determined by the belief that a valued outcome will result from effort is called: a. equity theory b. goal-setting theory c. expectancy theory d. two-factor theory

c. expectancy theory

Modern management practices such as employee management recognition programs, flexible benefit packages, and stock ownership plans emphasize: a. internal needs b. intrinsic motivation c. external incentives d. psychodynamic theory

c. external incentives

The schedule of reinforcement that provides the least impact or incentive for performing well is known as: a. fixed ratio b. variable ratio c. fixed interval d. variable interval

c. fixed interval

An important intermediate step between goal acceptance and goal accomplishment is: a. behavior/reward contingencies b. goal clarity c. goal commitment d. goal specificity

c. goal commitment

Assume you have accepted a job offer and will shortly begin working in your first professional position. The firm provides a very competitive salary and benefit package. Your attention is now directed to learning and advancement opportunities. According to Alderfer and McGregor, these are: a. Theory X and relatedness concerns b. existence and Theory Y concerns c. growth and Theory Y concerns d. neither Theory X nor Y concerns

c. growth and Theory Y concerns

After working as a sales associate in an appliance store for six months, you begin to become dissatisfied with various rules and regulations, or: a. motivator factors b. Theory Y assumptions c. hygiene factors d. relatedness concerns

c. hygiene factors

McGregor believed that Theory X assumptions were appropriate for: a. individuals located at the top of the organization b. employees located at the lower level of the organization c. individuals motivated by lower order needs d. individuals motivated by higher order needs

c. individuals motivated by lower order needs

Which of the following is NOT considered to be one of the four sources of task-specific self-efficacy critical to the social learning theory of Albert Bandura? a. prior experiences b. witnessing the success of others c. intelligence quotient d. assessment of current physical and emotional capabilities

c. intelligence quotient

The behaviorist approach to learning assumes observable behavior is a function of: a. both the person and the environment b. external cues c. its consequences d. the interaction between the affect and cognitive components of an individual

c. its consequences

Which of the following has not been shown to moderate the relationship between goal difficulty and task performance? a. goal commitment b. effective performance feedback c. low self monitor d. required skills and abilities

c. low self monitor

The process of arousing and sustaining goal-directed behavior is called: a. energizing b. goal setting c. motivation d. expectancy theory

c. motivation

The expectancy theory of motivation focuses on: a. individual needs b. social process c. personal perceptions d. learning

c. personal perceptions

Equity theory is a/an: a. need approach to motivation b. external approach to motivation c. process approach to motivation d. content motivation model

c. process approach to motivation

An approach to employee motivation that considers both psychological needs and external incentives is: a. psychodynamic theory b. McGregor's Theory X and Theory Y c. psychological ownership d. organizational citizenship behavior

c. psychological ownership

Outcome (or performance) feedback is greatly facilitated by: a. qualitative goals b. open-ended goals c. quantitative goals d. peer competitive goals

c. quantitative goals

In the case of repeated failure under expectancy theory, an employee may: a. greatly increase input b. raise outcome valence c. reduce effort d. increase effort when the likelihood of reward has dropped

c. reduce effort

When employees view managers as being overpaid, workers may: a. work harder b. not change c. reduce their commitment d. become more efficient

c. reduce their commitment

Assume you own and operate a small printing and specialty advertising business that employs 25 persons. With increased health care costs and related insurance premiums you are contemplating the cancellation of health and hospitalization insurance for your employees. Your decision may cause your employees to become greatly concerned about: a. self-esteem needs b. affiliation needs c. safety and security needs d. self-actualization needs

c. safety and security needs

If you use calculated involvements as a basis for understanding a person's relationship with a work organization, which of the following would be the best framework? a. need theory b. content theory c. social exchange d. Vroom's personal perception expectancy model

c. social exchange

An important theoretical revision to Adams' original equity theory formulation involves individual preferences for equity. An equity sensitive individual is: a. someone comfortable with an equity ratio less than their comparison other b. someone comfortable with an equity ratio greater than that of his or her comparison other c. someone who prefers an equity ratio equal to that of their comparison other d. someone who is uncomfortable with a ratio either less or greater than comparison other

c. someone who prefers an equity ratio equal to that of their comparison other

Central to Bandura's social learning theory is the concept of: a. self-monitoring b. a needs hierarchy c. task-specific self-efficacy d. continuous reinforcement

c. task-specific self-efficacy

Eustress most accurately reflects: a. the notion that each individual is responsible for managing acceptable levels of stress b. each individual has different levels of stress that they can effectively manage c. the positive side of stress which is healthy and normal d. the negative side of stress and its impact on health

c. the positive side of stress which is healthy and normal

All of the following are drives or needs that underlie employee motivation Except: a. to acquire b. to bond c. to achieve d. to comprehend

c. to achieve

James Dyson, CEO of Dyson places a major emphasis on his creative passion and spirit of innovation. Dyson wants to create a culture where entrepreneurial drive is contagious and motivates employees to take up a new idea, use it, and do it as quickly as possible. To stimulate creativity and motivate passionate engagements, Dyson established the structural framework and motivators that include opportunities for: a. achievement b. recognition c. reward d. All of the above

d. All of the above

The Science feature of Chapter 5 examined whether type of academic motivation (relational vs independence) interacted with interpersonal attachment (secure vs avoidant/independent) were related to GPA achievement and academic well-being. Results of this study are most consistent with which of the following? a. Interpersonal attachment style did not moderate the relationship between type of academic motivation and GPA or academic well-being b. Congruence of academic motivation and interpersonal attachment style led to the best GPA and academic well-being c. Individuals whose academic motivation was relational in nature did better academically if their interpersonal attachment style was secure vs avoidant or independent and individuals whose academic motivation was to establish independence did better academically if their interpersonal attachment style was avoidant/independent d. B & C

d. B & C

The sets of needs related to the animalistic avoidance of pain and human desire for psychological growth form the basis for: a. Theory X & Theory Y b. Maslow's hierarchy of needs c. McClelland need theory d. Herzberg's two-factor theory

d. Herzberg's two-factor theory

Which of the following would be considered a valid conclusion regarding Herzberg's two-factor theory? a. The presence of motivation factors is not necessarily essential to enhancing employee motivation to excel at work. b. Hygiene factors are of critical value to enhancing motivation. c. The model has adequately addressed individual differences. d. Hygiene factors are of some importance up to a threshold level.

d. Hygiene factors are of some importance up to a threshold level.

According to the Protestant ethic, a person should work hard because hard work and prosperity would lead to a place in heaven. The organizational scholar who advanced the Protestant Ethic notion was: a. John Calvin b. Sigmund Freud c. Adam Smith d. Max Weber

d. Max Weber

A colleague does not respond to the sarcastic comments of a coworker but compliments the sarcastic colleague for constructive comments. Which of the following statements are true? a. The colleague was using extinction and negative reinforcement. b. The colleague was using positive and negative consequences. c. The colleague used only positive consequences. d. The colleague used extinction and positive reinforcement.

d. The colleague used extinction and positive reinforcement.

Which of the following would not be considered a weakness of expectancy theory? a. The theory assumes a person is totally rational. b. The theory's complexity has made it difficult to test. c. The measures of instrumentality, valence, and expectancy have only weak validity. d. The values for each construct have been relatively stable over time.

d. The values for each construct have been relatively stable over time.

Which of the following organizational demands—individual contributions match is incorrect? a. task requirements—effort and energy b. rules—compliance c. deadlines—on time delivery d. confidentiality—external professional contracts

d. confidentiality—external professional contracts

Under the expectancy theory of motivation, the employee can most easily adjust: a. the reward b. expectancy c. reward distribution d. effort

d. effort

QuikTrip holds to the gospel of rigorously hiring "nice people" as well as training from within, promoting from within, and paying the "right" people well to reinforce performance. These policies are more consistent with: a. internal theories of motivation b. Herzberg's two factor theory c. Theory Y assumptions d. external theories of motivation

d. external theories of motivation

A non-response approach that weakens a behavior is known as: a. punishment b. negative reinforcement c. intermittent reinforcement d. extinction

d. extinction

One of your employees periodically fails to clean up his work area at the end of the work shift. Instead of issuing punishment or discipline, you decide to try an extinction approach to the situation. Accordingly, you might: a. reassign the worker to a less desirable job b. fire the worker c. clean up the area yourself d. ignore the program for a while

d. ignore the program for a while

In terms of the work environment, learning: a. takes place through formal training programs b. is primarily the cognitive activity of acquiring knowledge c. is ad hoc and accidental d. is primarily a change in behavior acquired through experience and knowledge acquisition

d. is primarily a change in behavior acquired through experience and knowledge acquisition

Operant conditioning is based on the notion that behavior is a function of: a. seated beliefs b. perception and thinking c. unconscious drives d. its consequences

d. its consequences

Social learning theory is based on the belief that: a. learning occurs because of behavioral consequences b. learning occurs based on group norms c. learning is strongly connected to need based drives d. learning occurs through the observation of other people and the modeling of their behavior

d. learning occurs through the observation of other people and the modeling of their behavior

All of the following are generally considered to be good characteristics of work goals except: a. specific b. time-bound c. measurable d. moderately difficult

d. moderately difficult

Which of the following reinforcement consequences would have the most effect under OBM? a. routine pay for performance b. social recognition c. performance feedback d. money-based reinforcement

d. money-based reinforcement

According to Herzberg, a major difference between motivator and hygiene factors includes: a. motivators are controlled by supervisors and hygienes are contained within the job b. hygiene factors allow self-actualization when present whereas motivation factors can only be activated when pay and benefits are acceptable c. hygiene factors deal with personal appearance and motivators concern negative aspects of the job environment d. motivators deal with job characteristics that are intrinsic to the job and hygiene factors deal with characteristics of the work environment or factors extrinsic to the job

d. motivators deal with job characteristics that are intrinsic to the job and hygiene factors deal with characteristics of the work environment or factors extrinsic to the job

Persons who have a strong desire to control others are high in: a. need for achievement b. need for affiliation c. need for safety and security d. need for power

d. need for power

All of the following are strategies used to influence the consequences of behavior except: a. extinction b. punishment c. positive consequences d. neutral consequences

d. neutral consequences

The process of modifying behavior through the use of positive or negative consequences following specific behaviors is called: a. classical conditioning b. Pavlovian conditioning c. Skinner's Integrated Model of conditioning d. operant conditioning

d. operant conditioning

A form of operant conditioning that has been used successfully to shape organizational behavior is known as: a. job enrichment b. organization development c. employee empowerment d. organizational behavior modification

d. organizational behavior modification

Which of the following is a form of operant conditioning? a. expectancy theory b. the expectation-performance-reward-satisfaction chain c. the attempt by a supervisor to satisfy higher order needs of employees through participation d. organizational behavior modification

d. organizational behavior modification

Which of the following has been identified as both a hygiene and motivational factor in research done on Herzberg's two-factor theory? a. achievement b. coworker relations c. advancement d. pay

d. pay

The basic motivational assumption within Taylor's scientific management is the same as within Adam Smith's political economic notions which is: a. both intrinsic and extrinsic factors influence motivation b. ungratified needs motivate behavior c. individuals are largely motivated by power, affiliation, and achievement d. people are motivated by self-interest and economic gain

d. people are motivated by self-interest and economic gain

Maslow's hierarchy of needs model begins with _____ needs and ends with _____ needs. a. security, social b. achievement, power c. power, affiliation d. physiological, self-actualization

d. physiological, self-actualization

All of the following are ways QuikTrip motivates employees by emphasizing external theories of motivation except: a. promoting from within b. training from within using employees who are personal trainers c. paying employees well d. prioritizing individual's multiple goals by the valence and expectancy of a particular reward

d. prioritizing individual's multiple goals by the valence and expectancy of a particular reward

The Real World 5.1 feature on the model manager's (Graham) motivational style included all of the following characteristics Except: a. focusing on the positive in contrast to communicating unrealistic positivity b. targeting support based on recent project events c. positioning himself as a resource for team members rather then judge d. providing consistent and timely feedback to individuals of his team

d. providing consistent and timely feedback to individuals of his team

A comprehensive review of 114 studies on self-efficacy found that: a. self-efficacy is positively and strongly associated with work performance when tasks are performed as part of a group b. self-efficacy was only related to work performance when combined with social reinforcement c. self-efficacy was positively and most strongly associated with work performance when tasks were relatively complex d. self-efficacy was positively and most strongly associated with work performance when tasks were not too complex

d. self-efficacy was positively and most strongly associated with work performance when tasks were not too complex

Alderfer's growth need category corresponds to Maslow's: a. interpersonal esteem needs b. safety and security needs c. social needs d. self-esteem and self-actualization needs

d. self-esteem and self-actualization needs

The strongest way for an employee to develop self-efficacy is to: a. develop a strong internal source of control b. develop a high degree of self-monitoring c. pick easier tasks in order to become more successful d. succeed at a challenging task

d. succeed at a challenging task

All of the following are need for achievement concerns except: a. challenging goals b. task difficulty c. improvement d. supervisory control

d. supervisory control

An individual's beliefs and expectations about his or her ability to accomplish a specific task successfully is known as: a. self-esteem b. external locus of control c. self monitoring behavior d. task-specific self-efficacy

d. task-specific self-efficacy

Under expectancy theory, a person's motivation increases along with the belief that effort leads to performance and: a. the reward is valued b. that performance leads to rewards c. the reward is equitable d. that performance leads to rewards and the reward is valued

d. that performance leads to rewards and the reward is valued

Intuitors, in terms of learning, prefer: a. to search for practical applications b. interpersonal involvement c. specific, empirical data d. theoretical frameworks

d. theoretical frameworks

A key understanding to the relationship between hygiene and motivation factors is: a. they are interdependent b. they are positively related c. they are additive d. they are independent

d. they are independent

Under equity theory, people are motivated when: a. they are in equilibrium with perceptions of inputs and outcomes b. they can see that their inputs will lead to rewards that are valued c. they can identify that social needs are being satisfied in relation to job expectations d. they find themselves in a situation they see as unfair

d. they find themselves in a situation they see as unfair

Adam Smith formulated the "invisible hand" and the free market to explain the motivation for individual behavior. The "invisible hand" refers to: a. psychological determinants of behavior b. unconscious motives c. internal needs d. unseen forces of a free market system

d. unseen forces of a free market system

The importance and value placed on a reward in expectancy theory is known as: a. need satisfaction b. instrumentality c. likelihood d. valence

d. valence

Assume you supervise a group of outside sales representatives. What reinforcement schedule will likely produce the highest level of sales performance? a. continuous b. variable ratio c. fixed interval d. variable interval

d. variable interval

If a random number of responses must be emitted before reinforcement occurs, it is a: a. fixed interval schedule b. fixed ratio schedule c. variable interval schedule d. variable ratio schedule

d. variable ratio schedule