Chapter 13 Management
______ refers to how hard people work.
Effort
Elizabeth is trying to motivate her workers to contribute their inputs in the direction of achieving organizational priorities. Which theory does this illustrate?
Goal-setting
Which theory focuses on motivating workers to contribute their inputs in the direction of achieving organizational goals?
Goal-setting
Emma is trying to increase motivation among her employees by focusing on the link between their performance and outcomes. What type of theory is Emma most likely using?
Learning
The direction of a person's behavior is a reference to the ______.
possible behaviors in which the person could engage
According to the expectancy theory, high motivation is the result of high levels of which three of the following? (Choose all that apply.)
Expectancy Instrumentality Valence
______ is administering an undesired consequence when dysfunctional behavior occurs.
Punishment
Hunter is concerned about establishing and maintaining good interpersonal relations, being liked, and getting along with other people. Hunter has a strong need for ______.
affiliation
When managers describe their employees according to how hard they work, they are describing the employees' ______.
effort
Curtailing the performance of dysfunctional behaviors by eliminating whatever is reinforcing them is known as ______.
extinction
Jobs that are interesting or have high levels of the elements in the job characteristics model are likely to be ______ motivating.
intrinsically
A professor who enjoys helping students and is motivated by having a secure job with a good retirement is ______ motivated.
intrinsically and extrinsically
Carol is primarily motivated by acquiring money and expensive perks, such as box seats for concerts and sporting events. Carol is likely ______ motivated.
extrinsically
When individuals perform a behavior to acquire material or social rewards or to avoid punishment, they are ______ motivated.
extrinsically
Needs for self-development and creative and productive work
growth
Related to the physical and psychological context in which the work is performed
hygiene needs
According to Herzberg, people have two sets of needs or requirements. They are: (Choose all that apply.)
hygiene needs. motivator needs.
According to theories of merit pay, when individual performance can be accurately determined, individual motivation is likely to be highest when merit pay is based on ______.
individual performance
A general lack of fairness in the treatment of organizational members is ______.
inequity
When employees are not treated fairly, there is ______.
inequity
A person's perception of the extent to which his or her manager provides explanations for decisions and the procedures used to arrive at them.
informational justice
A(n) ______ is what a person contributes to their job.
input
a person's perception about the extent to which performance at a certain level results in the attainment of outcomes
instrumentality
According to the expectancy theory, in order for people's motivation to be high, ______ must be high. (Choose all that apply.)
instrumentality expectancy valence
Theories that focus on increasing employee motivation and performance by linking the out-comes that employees receive to the performance of desired behaviors and the attainment of goals
learning theory
A requirement for survival and well-being is a satisfied ______.
need
According to Maslow, once a need is satisfied, it _____.
no longer motivates
If an employee engages in poor behavior, ______ should occur immediately after the offense and privately, in order to reduce unintended side effects such as resentment, loss of self-respect, and retaliation. In addition, the manager should downplay the emotional element involved.
punishment
A ______ is a compensation plan that bases pay on performance.
merit pay plan
According to expectancy theory, high results from high levels of expectancy, instrumentality, and valence.
motivation
Individual characteristics, the nature of the job, and the nature of the organization determine the source of an individual's ______.
motivation
The psychological forces that determine (1) the direction of a person's behavior, (2) the person's level of effort, and (3) the person's level of persistence are known as ______.
motivation
Related to the nature of the work itself and how challenging it is
motivator needs
According to Herzberg, people have two sets of needs: ______ needs and ______ needs.
motivator; hygiene
According to the operant conditioning theory, people learn to behave in ways that lead to desirable outcomes, and they learn ______.
not to behave in ways that lead to undesirable outcomes
basic needs for things, such as food, water, and shelter that must be met in order for a person to survive
physiological
Pay plans that are based on the number of units each employee produces are called ______ pay plans.
piece-rate
Giving people outcomes they desire when they perform organizationally functional behaviors.
positive reinforcement
Juanita gives her employees the outcomes they desire when they perform organizationally functional behaviors. Juanita is using ______.
positive reinforcement
Refers to an employee's perception of the fairness of the procedures used to determine how to distribute outcomes in an organization
procedural justice
In addition to being intrinsically motivated or extrinsically motivated, people can also be ______ motivated.
prosocially
When employees fail to meet quarterly sales goals, Kayla verbally reprimands them. This is an example of ______.
punishment
According to the equity theory, motivation is influenced by the comparison of one's own outcome-input ratio with the outcome-input ratio of a(n) ______.
referent
According to operant conditioning theory, when managers have to decide which behaviors to ______, they should select behaviors (1) over which subordinates have control and (2) that contribute to organizational effectiveness.
reinforce
Phil ensures that his employees get extra time off when their performance and productivity is exceptionally high. This is an example of positive
reinforcement
When Susan's employees do not perform well, she does not hesitate to offer criticism. However, she eliminates undesired outcomes, such as criticism, when her employees perform at a high level. Susan is using negative to help motivate her employees.
reinforcement
Needs to have good interpersonal relations, to share thoughts and feelings, and to have open-two way communication
relatedness
______ is a human needs theory postulating that people have three basic sets of needs that can operate simultaneously.
Alderfer's ERG theory
According to Maslow's hierarchy, the needs for security, stability, and a safe environment are known as ______.
safety needs
According to Maslow's hierarchy, the need to realize one's full potential is known as ______.
self-actualization
A person's belief about his or her ability to perform a behavior successfully.
self-efficacy
Which motivation theory suggests that motivation is high when workers believe that high levels of effort lead to high performance and high performance leads to the attainment of desired outcomes?
Expectancy
Which operant conditioning tool should Sally use if she wants to curtail the performance of dysfunctional behaviors by eliminating whatever is reinforcing the behaviors?
Extinction
True or false: According to Maslow's hierarchy, self-actualization can occur in a person who is malnourished and hungry.
False
True or false: According to Maslow, individuals can satisfy their needs in any order.
False
The theory that takes into account how learning and motivation are influenced by people's thoughts and beliefs and their observations of other people's behavior is ______ theory.
social learning
A relatively permanent change in knowledge or behavior that results from practice or experience.
Learning
According to ______, a researcher well-known for his work in needs theories, people must satisfy their needs in the order of the hierarchy, from the bottom to the top.
Maslow
According to ______, the needs to feel good about one's self, one's capabilities, to be respected by others, and to receive recognition and appreciation are known as esteem needs.
Maslow's hierarchy
______ aims to eliminate or remove undesired outcomes when people perform organizationally functional behaviors.
Negative reinforcement
Which of the following statements is true about people and their motivation? (Choose all that apply.)
People can be intrinsically motivated. People can be extrinsically motivated. People can be both intrinsically and extrinsically motivated.
Which of the following are ways in which people can be motivated? (Choose all that apply.)
Prosocially Extrinsically Intrinsically
______ is a person's belief about his or her ability to perform a behavior successfully.
Self-efficacy
______ learning theory considers how people's thoughts and beliefs and observations of other people's behavior influence learning and motivation.
Social
True or false: According to equity theory, both underpayment equity and overpayment equity create tension that motivates most people to restore equity by bringing the ratios back into balance.
True
The need for ______ is demonstrated when a person is concerned with establishing and maintaining good interpersonal relations and being liked.
affiliation
According to Maslow's hierarchy, needs related to social interaction, friendship, affection, and love are known as needs.
belongingness
Research suggests that nature has many salutary effects and a lack of such exposure ______.
can actually impair well-being and performance
Motivation may be defined as psychological forces that determine: (Choose all that apply.)
the direction of a person's behavior. a person's level of persistence. a person's level of effort.
According to expectancy theory, a key reason why employees are motivated to perform at a high level is that ______.
they believe that high performance will lead to desired outcomes
How desirable the outcomes from a job are to a person is referred to as ______.
valence
Jim works a day job, but is also trying to launch a business in his free time. His current job offers outcomes such as a flexible schedule and health benefits. According to expectancy theory, because Jim is still working at his day job and has not quit to focus on his own business, it is likely that these outcomes have high ______.
valence
Managers base pay on percentage of sale
commission pay
Learning that occurs when the learner becomes motivated to perform a behavior by watching another person performing it and being reinforced for doing so; also called observational learning.
vicarious learning
Tia is confident that she will be successful in her new job because she believes that she has the ability to perform the specific tasks it requires. This is an example of self-______.
efficacy
According to theory, motivation is influenced by the comparison of one's own output-input ratio with the outcome-input ratio of a referent.
equity
The justice, impartiality, and fairness to which all organizational members are entitled is ______.
equity
Treating all organizational members fairly, justly, and without bias is known as treating them with ______.
equity
As a manager, Marie should reduce her reliance on reinforcement because it creates an unpleasant environment and could result in a negative organizational culture. Some employees have begun to resent her and decrease their work performance when she is not around.
negative
Behavior that is performed to help other people is ______ motivated behavior.
prosocially
Even though it is not her job, Claire helps her teammates finish their projects so that the team as a whole can achieve its goals. This is an example of ______ motivated behavior.
prosocially
Any desired or attractive outcome or reward that a person gives to himself or herself for good performance.
self-reinforcer
Lucia is starting at a new job. She chose this job in large part because she liked the warm, welcoming atmosphere in the office and the fact that there seemed to be a strong sense of community and togetherness. Lucia likely finds which of Maslow's needs important?
Belongingness needs
______ tend to have more motivational power than salaries because a large percentage of a salary is based on factors unrelated to current performance.
Bonuses
Organizations try to increase employee motivation and performance by understanding the link between which of the following two factors?
Desired behaviors and outcomes
Which three of the following are guidelines that help managers avoid the unintended consequences of punishment? (Choose all that apply.)
Downplay the emotional element involved in punishment. Avoid punishing in front of others. Punish the behavior immediately and make sure the employee understands why they are being punished.
Alderfer's theory suggests that there are three universal needs: existence, relatedness, and growth, which constitute a hierarchy of needs and motivate behavior. Alderfer proposed that needs at more than one level can be motivational at the same time.
ERG
Which of the following are examples of inputs? (Choose all that apply.)
Effort Time Education Knowledge
The theory of motivation that views human needs as a hierarchy of five major needs or levels is known as _____.
Maslow's hierarchy
Frank works in an office where his performance is assessed solely on an individual basis. Which of the following pay structures is likely to be the most motivating for Frank?
Pay plan based on individual performance
Which of the following factors determine whether a person is intrinsically motivated, extrinsically motivated, or both? (Choose all that apply.)
Personal characteristics Nature of the organization Nature of the job
Ethan has a strong desire for security and stability in his work environment. Which of Maslow's needs does this best represent?
Safety
Which of the following are reasons that bonuses tend to have more motivational impact? (Choose all that apply.)
Salary levels tend to vary less than performance. A large percentage of a salary is based on factors unrelated to current performance. A current salary may be affected by factors other than performance.
Which two of the following are guidelines for helping managers select which behaviors to reinforce? (Choose all that apply.)
Select behaviors that contribute to organizational effectiveness. Choose behaviors over which subordinates have control.
Which of the following needs also motivates workers?
Time to care for loved ones Exposure to nature Work-life balance
In terms of understanding motivation, which of the following theories explain how operant conditioning theory is extended by social learning theory? (Choose all that apply.)
Vicarious learning Self-efficacy Self-reinforcement
According to the general theory of motivation, the many possible behaviors in which a person could engage refers to the ______ of a person's behavior.
direction
Refers to an employee's perception of the fairness of the distribution of outcomes in an organization
distributive justice
According to Maslow's hierarchy, the need to feel good about one's self, one's capabilities, to be respected by others, and to receive recognition and appreciation is known as ______.
esteem needs
Basic needs for food, water, clothing, shelter, and a secure and safe environment
existence
The belief that people will behave based on their perceived likelihood that their effort will lead to a certain outcome and on how highly they value that outcome defines the ______ theory
expectancy
According to expectancy theory, members of an organization are motivated to put forth a high level of effort only if they think that doing so will result in ______.
high performance
Pressure or tension inside people, which motivates them to restore equity by bringing the outcome-input ratios back into balance, is ______.
inequity
Refers to an employee's perception of the fairness of the interpersonal treatment he or she receives from whoever distributes outcomes to him or her
interpersonal justice
Frank finds his job to be challenging but interesting. He enjoys coming to work each day and confronting new problems and situations. Frank finds his job to be ______ motivating.
intrinsically
Janice, an accountant, is compensated based on her performance which is measured in terms of report timeliness and accuracy. This is an example of a(n) ______ pay plan.
merit
People are motivated to obtain outcomes at work that satisfy their needs
need theory
One set of theories of motivation are based on ______, which are anything required for survival and well-being.
needs
While it can be used to achieve desired results, ______ should be used sparingly because it can create an unpleasant work environment and even a dysfunctional culture.
negative reinforcement
B. F. Skinner suggested that managers should motivate employees to help the organization achieve its goals by linking specific outcomes to specific behaviors in ______ conditioning theory.
operant
According to ______ theory, managers can use positive reinforcement, negative reinforcement, punishment, and extinction to motivate high performance and prevent workers from engaging in absenteeism and other behaviors that detract from organizational effectiveness.
operant conditioning
Skinner believed that managers should link specific behavior to specific outcomes to increase motivation. He believed that people learn to perform behaviors that lead to desired consequences and they learn not to perform those that lead to undesired consequences. This is known as the ______ theory.
operant conditioning
The theory that people learn to perform behaviors that lead to desired consequences and learn not to perform behaviors that lead to undesired consequences is ______ theory.
operant conditioning
Social learning theory extends the contribution of ______ to managers' understanding of motivation by explaining that individuals can be motivated not only directly, but also through vicarious learning.
operant conditioning theory
A(n) ______ is what a person gets from his or her job.
outcome
The paycheck Sara gets at the end of the week for working at Rent-N-Go is an example of a(n) ______.
outcome
According to expectancy theory, instrumentality is a person's perception about the extent to which performance at a certain level results in the attainment of ______.
outcomes
When faced with roadblocks or other obstacles, people keep trying or give up
persistence
Which four of the following are tools that operant conditioning theory suggests managers can use to motivate high performance and prevent workers from engaging in absenteeism and other behaviors that detract form organizational effectiveness? (Choose all that apply.)
positive reinforcement negative reinforcement extinction punishment
Another person or group of people who are perceived to be similar to one's self
referent
