Deck 13: Motivating for Performance

Question 1

Goal-setting theory states that people have conscious goals that energize them and direct their thoughts and behaviors toward a particular end.

Answer 1

True

Question 2

Organizational behavior modification focuses on influencing behavior.

Answer 2

True

Question 3

The acronym "SMART",in relation to goals,stands for: specific,meaningful,acceptable,results-based and time-specific.

Answer 3

False

Question 4

Individualized performance goals create cooperation and reduce competition.

Question 5

Instrumentality is the employee's perception of the likelihood that their efforts will enable them to attain their performance goals.

Question 6

According to expectancy theory,people develop two important beliefs linking effort,performance,and outcome.

Question 7

Punishing an employee is warranted if he or she tries a new thing and it doesn't work out.

Question 8

Understanding why people do the things they do on the job is an easy task for effective managers.

Question 9

Motivation refers to forces that energize,direct,and sustain a person's efforts.

Question 10

An example of a reinforcer in a management setting is an extra vacation day for excellent productivity.

Question 11

When managers think it is warranted or when they believe others expect them to,they use punishment.

Question 12

A negative expectancy means that one expects his or her efforts to attain performance goals will have a negative outcome.

Question 13

Stretch goals are targets that are particularly demanding,sometimes even thought to be impossible.

Question 14

Not following through on a threat of punishment when the employee performs satisfactorily is a form of negative reinforcement.

Question 15

All behavior,except involuntary reflexes,is motivated.

Question 16

The low of effect states that behavior that is followed by negative consequences will not likely be repeated.

Question 17

While it would be wonderful if it was so,loyalty to an organization is,in fact,dead.

Question 18

Managers should reward employees for multitasking.

Question 19

Applying a consequence that decreases the likelihood that the person will repeat the behavior that led to it is referred to as extinction.

Question 20

According to research,people tend to accept and pursue goals willingly,if they are involved in setting them.

Question 21

Low need for affiliation and moderate to high need for power are associated with managerial success.

Question 22

Maslow's need hierarchy includes existence,relatedness,and growth needs.

Question 23

An extrinsic reward is a reward the person derives directly from performing the job itself.

Question 24

According to the Hackman and Oldham Model of Job Enrichment,people will perform better when they feel responsible,that their job has meaning and they know how well they are performing.

Question 25

Amy works in the local department store.She likes her job because she works in a different department as a cashier every time she goes to work.Amy's boss is using job enlargement to keep Amy motivated.

Question 26

Growth need strength refers to the number of needs an employee has.

Question 27

Alderfer's ERG Theory has some similarity to Maslow's needs hierarchy.

Question 28

For motivation to be high,instrumentalities,expectancy and valence must ALL be high.

Question 29

In job enrichment,workers are given additional tasks at the same level of responsibility.

Question 30

Procedural justice refers to using a fair process in decision making and making sure that others know that the process was as fair as possible.

Question 31

The need for affiliation is characterized by a strong orientation toward success and goal attainment.

Question 32

According to equity theory,employees compare their outcomes and inputs to others' outcomes and inputs.

Question 33

A psychological contract refers to what employees think their employers owe them and not vice versa.

Question 34

Maslow's hierarchy of needs includes physiological,growth,social,existence and self-actualization.

Question 35

Empowerment is the process of centralizing power at the top level of an organization.

Question 36

QWL critics note that Quality of Work Life Programs have not been able to improve organizational productivity.

Question 37

Increasing expectancies,identifying positively valent outcomes,and making performance instrumental toward positive outcomes are all managerial implications of expectancy theory.

Question 38

A satisfied worker is always more productive than a dissatisfied one.

Question 39

According to Herzberg,characteristics of the workplace termed hygiene factors will not motivate workers.

Question 40

For leaders and managers in the United States,the needs for achievement,growth and self-actualization are important,but they are not necessarily important in other countries.

Question 41

Behavior that is followed by positive consequences will likely be repeated.This statement is referred to as

A)the law of consequences.
B)the law of repetition.
C)the law of large numbers.
D)the law of effect.
E)the law of reinforcement.

Question 42

Forces that energize,direct and sustain a person's efforts are known as

A)leadership.
B)power.
C)motivation.
D)management.
E)psychological contract.

Question 43

Removing or withholding an undesirable consequence is

A)negative reinforcement.
B)punishment.
C)extinction.
D)positive reinforcement.
E)empowerment.

Question 44

The motivation theory stating that people have conscious goals that energize them and direct their thoughts and behaviors toward a particular end is

A)equity theory.
B)law of effect theory.
C)goal-setting theory.
D)expectancy theory.
E)reinforcement theory.

Question 45

Withdrawing or failing to provide a reinforcing consequence is referred to as

A)negative reinforcement.
B)organizational behavior modification.
C)expectancy.
D)extinction.
E)goal theory.

Question 46

For goals to be motivating,they must be

A)disliked by employees.
B)subjective.
C)easy to achieve.
D)quantifiable.
E)open-ended.

Question 47

Applying consequences that increase the likelihood that a person will repeat the behavior that led to it is referred to as

A)negative reinforcement.
B)positive reinforcement.
C)punishment.
D)extinction.
E)encouragement.

Question 48

Which consequence is positive for the person receiving it?

A)Negative reinforcement
B)Punishment
C)Extinction
D)Goals
E)Motivation

Question 49

Positive reinforcement refers to applying a(n)________ consequence that ________ the likelihood that the person will repeat the behavior that led to it.

A)valued;increases
B)valued;decreases
C)undesirable;increases
D)undesirable;decreases
E)neutral;increases

Question 50

Motivation refers to forces that

A)energize,direct and sustain a person's efforts.
B)are acquired through education.
C)that are basically involuntary.
D)all of the above
E)none of the above

Question 51

Administering an aversive consequence is referred to as

A)organizational behavior modification.
B)punishment.
C)extinction.
D)negative reinforcement.
E)reprimanding.

Question 52

Positive consequences that motivate behavior are known as

A)motivators.
B)valence.
C)punishments.
D)reinforcers.
E)goals.

Question 53

Applying a valued consequence to increase a behavior is

A)positive reinforcement.
B)negative reinforcement.
C)extinction.
D)encouragement.
E)the law of consequences.

Question 54

Negative reinforcement refers to __________ a(n)___________ consequence.

A)applying;desirable
B)applying;undesirable
C)withholding;desirable
D)withholding;undesirable
E)applying;neutral

Question 55

Real Big Surf has designed many of the jobs in the company so that people are attracted to the organization,show up every day and work hard while they are there.Yet,most employees stay no longer than five years.RBS needs to address motivation in another essential category for productive employees,which is

A)joining the organization.
B)remaining in the organization.
C)competing with others.
D)performing their work.
E)exhibiting empowerment.

Question 56

According to the guidelines of goal-setting theory,which of the following goals is likely to stimulate performance?

A)Increase quality levels.
B)Obtain sales levels of 15% over last year.
C)Sell 85% of defective items overseas within two years.
D)Develop a cure for AIDS this year.
E)Employees who are late for work will be docked 1/2 day's pay.

Question 57

Particularly demanding goals that are designed to shift people away from mediocrity and toward major achievement are known as

A)challenge goals.
B)mountaintop goals.
C)reach goals.
D)summit goals.
E)stretch goals.

Question 58

Art Kuene recently took two employees off probation because their performance had greatly improved.This action demonstrates

A)positive reinforcement.
B)negative reinforcement.
C)punishment.
D)extinction.
E)encouragement.

Question 59

According to Organizational Behavior Modification theory,positive consequences that motivate behavior are referred to as

A)consequences.
B)behavioral antecedents.
C)reinforcers.
D)effectors.
E)sanctions.

Question 60

Gabrielle is known to favor some of her employees over others.For those she dislikes,she sometimes sets impossible performance goals so that they cannot possibly succeed,and their motivation suffers.This is an example of

A)positive reinforcement.
B)negative reinforcement.
C)punishment.
D)extinction.
E)expectancy.

Question 61

The effort-to-performance link in expectancy theory is called

A)instrumentality.
B)valence.
C)outcomes.
D)motivational force.
E)expectancy.

Question 62

In which order would expectancy theory place the following events?

A)outcome,performance,effort
B)performance,effort,outcome
C)effort,outcome,performance
D)performance,outcome,effort
E)effort,performance,outcome

Question 63

Expectancy is

A)the perceived likelihood that performance will be followed by a particular outcome.
B)the value that expected outcomes hold for the person contemplating them.
C)any consequence resulting from performance.
D)the perceived likelihood that employees' efforts will enable them to attain their performance goals.
E)indirectly correlated with motivation.

Question 64

The perceived likelihood that performance will be followed by a particular outcome is referred to as

A)valence.
B)instrumentality.
C)expectancy.
D)job enlargement.
E)job enrichment.

Question 65

Valence is

A)the perceived likelihood that performance will be followed by a particular outcome.
B)the value that expected outcomes hold for the person contemplating them.
C)any consequence resulting from performance.
D)the perceived likelihood that employees' efforts will enable them to attain their performance goals.
E)indirectly correlated with motivation.

Question 66

Failure to provide positive feedback for a job well done,resulting in lower motivation thereafter,is what type of consequence of behavior?

A)Punishment
B)Extinction
C)Positive reinforcement
D)Negative reinforcement
E)Disempowerment

Question 67

Which of the following prescriptions for effectively motivating high performance is suggested by Michael LeBoeuf?

A)Conform to the majority opinion.
B)Complicate solutions to account for every outcome.
C)Focus on quantity to create volume.
D)Use quick fixes so that stock price won't suffer.
E)Be quietly effective rather than the "squeaky wheel."

Question 68

Which of the following levels of need includes the need for recognition and respect from others?

A)Physiological
B)Self-actualization
C)Safety
D)Ego
E)Social

Question 69

Which of the following statements regarding Maslow's need hierarchy is true?

A)It is a complex and altogether accurate theory of motivation.
B)It sensitizes managers to the importance of personal growth.
C)It focuses managers' efforts on behavior inherent in the workplace.
D)Everyone progresses through the levels in hierarchical order.
E)The concept of needs now has little use in most workplaces since today's workers are generally well-satisfied.

Question 70

The need found at the bottom of Maslow's hierarchy is

A)social.
B)physiological.
C)ego.
D)safety.
E)self-actualization.

Question 71

The theory that proposes 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 is known as

A)expectancy theory.
B)ERG theory.
C)path-goal theory.
D)equity theory.
E)goal theory.

Question 72

In Organizational Behavior Modification,which of the following is a key consequence of behavior?

A)Availability
B)Expectancy
C)Instrumentality
D)Valence
E)Extinction

Question 73

Roberto does not trust Eric,his boss.Roberto puts in a full day of his best efforts each day because he was taught at an early age to do his best.However,he does not expect that his hard work will be rewarded by Eric.According to expectancy theory,Roberto feels this way about a lack of reward by Eric because he has

A)low valence for the outcome.
B)low instrumentality.
C)high expectancy.
D)high valence for the outcome.
E)instrumentality.

Question 74

According to Maslow,the average person is only 10% self-actualized.The implication from this for managers is to

A)fully satisfy lower-level needs so that employees are motivated toward self-actualization.
B)gain specific information on what each employee considers personal fulfillment.
C)assign pay levels that are commensurate with employee needs as well as employee performance.
D)create an environment that provides autonomy,responsibility and challenging assignments.
E)realize that employee needs are not likely to be met at the workplace.

Question 75

A conception of human needs organizing them into a hierarchy of five major types is

A)Maslow's need hierarchy.
B)ERG theory.
C)Herzberg's two-factory theory.
D)equity theory.
E)expectancy theory.

Question 76

A(n)____________ need describes a need for friendship,affection,belonging and love.

A)self-actualization
B)ego
C)safety or security
D)physiological
E)social

Question 77

According to Maslow's need hierarchy,

A)one can never be fully satisfied.
B)higher-level needs are more important than lower-level needs.
C)people are motivated to satisfy lower-level needs before higher level needs.
D)once a need is satisfied,it becomes a powerful motivator.
E)unsatisfied needs will not motivate performance.

Question 78

Instrumentality is

A)the perceived likelihood that performance will be followed by a particular outcome.
B)the value that expected outcomes hold for the person contemplating them.
C)any consequence resulting from performance.
D)the perceived likelihood that employees' efforts will enable them to attain their performance goals.
E)indirectly correlated with motivation.

Question 79

The performance-to-outcome link in expectancy theory is called

A)valence.
B)instrumentality.
C)expectancy.
D)equity.
E)hygiene-motivation linkage.

Question 80

Which of these is the highest level need in Maslow's hierarchy?

A)Social
B)Physiological
C)Ego
D)Safety
E)Self-actualization