Chapter 13

In the context of theories of motivation,

"REINFORCEMENT" is the process of changing behavior by changing the consequences that follow behavior.

In an attempt to restore equity in the workplace, managers should make sure decision-making processes are fair. For example, employees that have experienced recent layoffs and perceive compensation rates to be unfair are more likely to seek constructive ways of restoring equity when

procedural justice is high

Which of the following is a basic component of equity theory?

Referents

A manager who is attempting to identify what motivates employees to work should understand the factors that comprise motivation in addition to understanding motivation's relationship to job performance. The following data describes the basic relationship between motivation (effort) and performance (job performance). Factor 1 Effort Performance: I am going to do whatever I can in the next two hours to get this presentation done. Factor 2 Effort Performance: I want to do a really good job on this presentation, but without overextending myself and getting stressed out. Factor 3 Effort Performance: My time would be better spent on payroll, but my boss would rather want me to work on the presentation. Each of these factors is either an example of initiation of effort, direction of effort, or persistence of effort—the three components of motivation. The factor that is an example of direction of effort is

Factor 3 , choosing to focus his or her efforts on the presentation

According to recent research, only 35% of full-time students complete their university degrees in 4 years. Why is this? Could universities improve academic performance and completion rates simply through the use of goal setting? Dominique Morisano tested this idea in her dissertation. Morisano followed 85 students who weren't doing very well in school for 4 months. The entire group of students was similar in many ways (GPA, demographics, native language, and academic probation standing). Half of the students (the goal group) participated in an 8-week, intensive goal-setting program, while the other half (the control group) did not. The goal-setting program helped students to set personal goals and to create detailed strategies for achieving them. Morisano found that students who received goal-setting training were less likely to withdraw from school than students in the control group. The results of Morisano's experiment on GPA are shown next. Suppose a student who was participating in this study set a goal of getting an A in a class. For this student, midterm grades would provide

Feedback

Problem- Lyle's manager just handed him a list of goals for the year. Because Lyle had no say in setting these goals, he isn't sure that they are the right ones for him, and as a result, he isn't very motivated to accomplish them.

Goal Acceptance

Problem- Vonda is frustrated with her manager, Glenda. Last week, when Vonda asked about Glenda's expectations, Glenda said, "Just do your best." But Vonda doesn't know exactly what to do, and as a result, she isn't very motivated.

Goal Specificity

Which of the following steps can managers take to use equity theory to motivate employees?

Reducing inputs

Katrina is taking Marketing 101 at Altamont College. The biggest assignment for the class is to work with a team of students to prepare a marketing plan for a new product. This means that the team will have to first create their product and then decide how to market it. The professor tells the class that their projects will be graded based on how well they do three things: (a) identify the major competitors for their product, (b) develop a creative plan for publicizing their product, and (c) overcome objections that people may have about their product. At the team's first meeting, they unanimously elect Katrina as their leader. Katrina soon realizes that it is not easy leading a team. Everyone seems to have different strengths and weaknesses. Michael is very good at creating PowerPoint slides, but he doesn't like to write. Carrie writes well, but it is hard for her to stand up in front of a group to speak. Finally, Katrina calls her team together and says, "Let's talk about how we're going to get this project done. Michael, since you are so good with PowerPoint, will you create the slides for our presentation? And Carrie, how would you feel about writing the final draft of our report? I will do the research we need to prepare the report, and we can all meet as a group to decide what to cover in our report and presentation. I'm sure that if we all do our best, the professor will give us an A.

The grade that Katrina and her team receive from their professor is a(n) "EXTRINSIC" reward

What do the results of Morisano's study (shown on the graph) illustrate?

Training students in goal setting leads to an increase in their GPAs.

Following are nine key terms from your text, Fill in the blank with a relevant key term that best completes the sentence. Leah's boss recently asked her if she would rather have a monetary bonus or extra days of paid vacation as a reward for her hard work. The one she identifies as more attractive has the higher

VALENCE for Leah.

Emma is a manager at Macy's. She recently received a special motivation report, but she isn't sure how to use the information it contains. Can you help? Knowing that you are studying expectancy theory, Emma wants you to read the motivation report and help her write an e-mail that will motivate her employee Ethan. Review what motivates employees at Macy's by reading the "Motivation Report." Motivation Report In general, motivation at Macy's is high. However, different employees are motivated by different things. In Emma's department, Ethan is motivated by getting time off, Jim is motivated by money, and Blair is motivated by interesting work. Use your knowledge of expectancy theory to answer Emma's questions. Hi Ethan, As you may know, Macy's is in a battle with Abercrombie & Fitch for sales among 15- to 20-year-old female customers. We are relocating our Junior department to the basement of our store to give young people a separate entrance and place to call their own. We want to beat Abercrombie & Fitch, and we'll all need to work together to make that happen. Do you think some kind of reward would be appropriate to motivate Ethan? If so, what should it be? A choice of work assignments a. A $200 bonus b. Two days off with pay Which of the following sentences should I use to increase Ethan's instrumentality? a. You will have to work hard to sell more. b. Your attitude is critical in this effort — I know you can do it. c. For every 200 Macy's coupons you hand out, you will receive 25% off any item in the store. Which of the following sentences should I use to increase Ethan's expectancy? a. Your role will be more passive during this transition, allowing you to focus more on what needs to get done. b. In the coming weeks, I will be relying on you to make decisions on how best to make this transition. c. If you are able to complete this transition before the scheduled completion date, you will receive a $500 bonus. Thanks for your hard work. Together we can do this! Best regards, Emma

b-c-b

Katrina is taking Marketing 101 at Altamont College. The biggest assignment for the class is to work with a team of students to prepare a marketing plan for a new product. This means that the team will have to first create their product and then decide how to market it. The professor tells the class that their projects will be graded based on how well they do three things: (a) identify the major competitors for their product, (b) develop a creative plan for publicizing their product, and (c) overcome objections that people may have about their product. At the team's first meeting, they unanimously elect Katrina as their leader. Katrina soon realizes that it is not easy leading a team. Everyone seems to have different strengths and weaknesses. Michael is very good at creating PowerPoint slides, but he doesn't like to write. Carrie writes well, but it is hard for her to stand up in front of a group to speak. Finally, Katrina calls her team together and says, "Let's talk about how we're going to get this project done. Michael, since you are so good with PowerPoint, will you create the slides for our presentation? And Carrie, how would you feel about writing the final draft of our report? I will do the research we need to prepare the report, and we can all meet as a group to decide what to cover in our report and presentation. I'm sure that if we all do our best, the professor will give us an A.

intrinsic

Even though the remainder of this assignment will focus on motivation, there are two additional determinants of job performance. The following equation is frequently used to represent job performance: Job Performance = Motivation x Ability x Situational Constraints Which of the following can you infer from this equation?

A person who has high motivation and abilities with low situational constraints is most likely to exhibit high job performance.

Which of the following is an example of an extrinsic reward?

A promotion to a higher position

Jennifer Baum is a motherly boss—she is always willing to listen when her employees have a problem.

Affiliation

Which of the following steps can managers take to use expectancy theory to motivate employees?

Empower employees to make decisions

According to goal-setting theory,

GOAL DIFFICULTY is the extent to which a goal is hard or challenging to accomplish.

When people perceive that they have been treated unfairly, they may try to restore equity by:

INCREASING OUTCOMES

In order to better understand what motivates employees, the basic model of work motivation and performance can be expanded to include the concept of needs. It is then the manager's task to identify employees' needs. Needs are physical and psychological requirements that are necessary to ensure survival and well-being. It has been identified that effort is exerted after an

UNSATISFIED NEED creates discomfort and a desire to take action.

The employees of a company feel that rewards are fairly allocated. This illustrates

distributive justice

Darryl just got a new job and is discussing the additional vacation days he will get for every year of service he gives to the company, an indication of the _____he will receive as an employee.

outcomes

In the context of motivation, _____ is concerned with the choices that people make about how long they will put forth effort in their jobs before reducing or eliminating those efforts.

persistence of effort

Imagine you are hanging out on the sofa, enjoying a little TV. As you sit there, you think about your last conversation with your mom. She decided to set up a work schedule for you, your brother, and your sister, and now a "Household Chores" list hangs in the kitchen. Each person in your family will have a specific chore to do every week: doing the dishes, raking the lawn, taking out the garbage, and so forth. Pretty soon your sister, Diana, walks into the room. She has a huge smile on her face. According to equity theory, what are you likely to do in this situation? Check all that apply.

1. Compare your chore load with that of your other sister who has been given more work than you. 2. Ask your mom if the allowance you all get can be different based on the amount of chores you have. 3. Tell yourself that your mom gave you this specific job because she knew you would be better at it then Diana.

Alex works as an accountant in a pharmaceutical company. His job frequently demands that he work overtime. Lately, his health has been affected because of his workload. Alex is eligible for a promotion. But, the new position would demand longer working hours with double the current salary. Alex values his health over his pay check at the end of the month. In the context of expectancy theory, the promotion has a _____ for Alex.

negative valence

Equity theory

says that people will be motivated at work when they perceive that they are being treated fairly.

Patrick, a marketing manager at Uranus Inc., sets performance goals for his subordinates. He discusses the goals with one of his subordinates, Jim. Jim agrees to the specific goals and works toward achieving them. Which of the following components of goal-setting theory is illustrated in this scenario?

Goal acceptance

Adding expectancy theory to the model of motivation and performance illustrates how the interaction of valence, expectancy, and instrumentality contribute to motivation.

INSTRUMENTALITY highlights how employees are motivated to put actual effort into their jobs when they believe their performance will result in REWARDS THEY WANT

People are often motivated by rewards, which can be categorized as either extrinsic or intrinsic. The following case study includes examples of both extrinsic and intrinsic rewards. CASE STUDY Katrina is taking Marketing 101 at Altamont College. The biggest assignment for the class is to work with a team of students to prepare a marketing plan for a new product. This means that the team will have to first create their product and then decide how to market it. The professor tells the class that their projects will be graded based on how well they do three things: (a) identify the major competitors for their product, (b) develop a creative plan for publicizing their product, and (c) overcome objections that people may have about their product. At the team's first meeting, they unanimously elect Katrina as their leader. Katrina soon realizes that it is not easy leading a team. Everyone seems to have different strengths and weaknesses. Michael is very good at creating PowerPoint slides, but he doesn't like to write. Carrie writes well, but it is hard for her to stand up in front of a group to speak. Finally, Katrina calls her team together and says, "Let's talk about how we're going to get this project done. Michael, since you are so good with PowerPoint, will you create the slides for our presentation? And Carrie, how would you feel about writing the final draft of our report? I will do the research we need to prepare the report, and we can all meet as a group to decide what to cover in our report and presentation. I'm sure that if we all do our best, the professor will give us an A. Each teammate will have achieved an Which of the following behaviors is the professor rewarding with the project grade?

INTRINSIC reward upon completion of their assigned task. The team's correct identification of product competitors

Which of the following defines motivation?

It is the set of forces that initiates, directs, and makes people persist in their efforts to accomplish a goal.

In the context of goal-setting theory, which of the following measures should managers take to motivate employees?

Managers should make sure workers truly accept organizational goals.

Sam is a customer service executive at an apparel store. He went beyond his primary job of assisting customers to suggesting outfits that would suit the customers. This gesture was well appreciated by the customers. The company's manager immediately rewarded Sam with a bonus to motivate Sam to repeat the behavior. Which of the following theories of motivation did the manager adopt in this case?

Reinforcement theory

Which of the following exemplifies an intrinsic reward?

Richard thoroughly enjoys his job.

Which of the following is true of employees' reaction to underreward?

They are frustrated or angered.

Goal is related to how hard a person has to work to accomplish a goal.

difficulty

Under the principles of "goal-setting theory",

employees will be motivated when they receive constructive feedback on their progress toward an accepted, but challenging goal.

Kiara, a waitress, receives a salary increment. Even though Kiara's coworkers received five percent more increment than her, Kiara perceives the hike to be in line with her performance and experience. This scenario illustrates:

equity theory

Emily is motivated to get straight A's since her dad told her she would get $50 for each one; this is an example of a(n)

extrinsic reward

Victor, a software engineer, accepted a project for developing an easy-buy application for cell phones. The project had a stringent deadline that other engineers deemed impossible to complete. With proper planning and motivation, Victor was able to develop the application on time. Victor's accomplishment was rewarded with a pay increment. In this case, Victor was motivated with a(n) _____.

extrinsic reward

With continuous reinforcement schedules, a consequence:

follows every instance of a behavior.

Following are nine key terms from your text, Fill in the blank with a relevant key term that best completes the sentence. Shen is reading through his performance goals and, while some are definitely challenging, he is motivated to attain them. Shen's perception of the challenging goals is an example of

goal difficulty

Karen is reading about her company's plans to better tie employee performance with compensation, a process that will likely increase her perceptions of

instrumentality

According to McClelland, _____.

needs are learned, not innate

EXPECTANCY THEORY

says that people will be motivated to the extent to which they believe that their efforts will lead to good performance, that good performance will be rewarded, and that they will be offered attractive rewards.

Siddiqi has been a team leader for five years. He has now been promoted to the managerial role considering his leadership qualities and his ability to inspire people. According to McClelland's Learned Needs Theory, Siddiqi has been motivated by

the need for power

In the context of expectancy theory, one of the factors that affects the conscious choices people make about their motivation is

valence

Last week, Herman overheard one of his employees, Davina, bitterly complaining about Herman's management style. She went on and on about what a terrible manager he was and how much she hated reporting to him. This annoyed Herman greatly, and he decided to use reinforcement theory to help make sure that Davina would stop complaining. Herman is considering paying no attention to Davina or demoting her. Use the dropdown menus in the following diagram to specify the reinforcement techniques that match the behaviors Herman could use on Davina.

A: Extinction B: Punishment

Which of the following is true of goals?

They influence persistence

Zach gets paid more than his coworker who produces the exact same amount of work as he does. Zach's ratio of work to compensation, compared with his coworker's, is an example of

overreward

McClelland's Learned Needs Theory argues for a slightly different set of needs that motivate people: affiliation, achievement, and the need for power. Determine whether the following example describes a person with a high need for affiliation, achievement, or power.

Example: When a student asks a question, Professor Smith says, "I'm in charge of this classroom. You'll ask questions when I permit you to!" Need: POWER

Richa, an instrumentation engineer, has been assigned a challenging task of designing a specialized device to sterilize medical equipment. Richa believes that hard work and perseverance will help her perform well and complete the design on time. Her belief turns out to be a factor of motivation for her. As a result, she completes the project by meeting all the requirements on time. According to the expectancy theory, Richa is motivated by

expectancy

Pyramid Inc. conducted employee performance appraisals. One of the clerks, Fiona, is highly unsatisfied with her appraisal as she feels that she has been underrewarded in comparison to one of her coworkers, despite her hard work. She is frustrated and tries to restore equity by reporting about the inequity to her boss. She does so hoping that the issue will be solved. In this case, Fiona has tried to restore equity by:

increasing outcomes.