Deck 12: Section 1: Managing Individuals and a Diverse Work Force

Question 1

An intrinsic reward is a reward associated with performing a task or activity for its own sake.

Answer 1

True

Question 2

The basic components of equity theory are outcomes, instrumentality, and valence.

Answer 2

False

Question 3

The two kinds of inequity are underreward and overreward.

Answer 3

True

Question 4

According to some industrial psychologists, Performance = Motivation × Ability.

Question 5

Overreward frequently causes inequity.

Question 6

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

Question 7

According to the equity theory, objective reality rather than employee perceptions that determines employee motivation.

Question 8

According to McClelland's Learned Needs Theory, people are motivated by a need for power, achievement, and affiliation.

Question 9

In general, extrinsic rewards are more important to workers than intrinsic rewards.

Question 10

Distributive justice refers to the perceived fairness of the process used to make reward allocation decisions.

Question 11

According to industrial psychology, job performance is an additive function of motivation, ability, and situational constraints.

Question 12

The four kinds of reinforcement contingencies are positive reinforcement, negative reinforcement, punishment, and extinction.

Question 13

Once lower-order needs are satisfied, it is difficult to predict which higher-order needs will motivate behavior.

Question 14

The use of the need-satisfaction theories to determine what motivates employees is not a straightforward task because different theories have identified different needs categories.

Question 15

Rationalizing or distorting outcomes may be used when other ways to restore equity aren't available.

Question 16

Expectancy theory describes one's motivation as a primarily unconscious process.

Question 17

Needs are defined in the text as the physical requirements that must be met to ensure survival.

Question 18

According to expectancy theory, instrumentality is strong when employees believe that improved performance will lead to better and more rewards.

Question 19

Punishment is also called avoidance learning.

Question 20

Both negative reinforcement and punishment weaken behavior (i.e., decrease its frequency).

Question 21

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

A) attitude
B) self-management
C) persistence
D) motivation
E) compliance
Is the set of forces that initiates, directs, and makes people persist in their efforts to

Question 22

Marketers often appeal to consumers' needs as defined by Maslow's hierarchy. A lock manufacturer, shows how much protection its locks provide and a cleaning company developed several types of wipes to eliminate concerns about infectious germs. Both marketers are appealing to which need as defined by Maslow?

A) achievement
B) belongingness
C) safety
D) physiological needs
E) achievement

Question 23

A concert pianist had always wanted to play jazz and was elated when he got the opportunity to play piano with a group of talented New Orleans jazz musicians. He experienced a(n) ____________ reward.

A) extrinsic
B) physiological
C) assigned
D) tangible
E) intrinsic

Question 24

Asa and Ruby both sell insurance. Asa is married, has three children, and a new house. Ruby is single and has recently purchased a new Lexus. According to some industrial psychologists ____________.

A) they will be motivated by the same needs
B) Asa can be motivated through need, and Ruby cannot
C) Ruby has no needs
D) how well their employer motivates them relates directly to their individual needs
E) none of these is true

Question 25

For punishment to work, the punishment must be strong enough to stop the undesired behavior, and must be administered objectively, impersonally, consistently and contingently, and quickly.

Question 26

On the basis of research evidence, the two basic needs categories are____________ .

A) tangible and intangible needs
B) physiological and psychological needs
C) higher-order and lower-order needs
D) extrinsic and intrinsic needs
E) realized and unrealized needs

Question 27

According to Alderfer's ERG theory, the lowest-order need is____________ .

A) existence
B) relatedness
C) physiological needs
D) ego-related
E) empathy

Question 28

A sales manager has carefully selected the members of two sales teams so that they have, as nearly as possible, identical skills and abilities. Both are assigned potential customers in the same industry. Both groups are offered the same rewards. One team makes the sale, and the other does not. This information tells you tha____________t .

A) performance and motivation are unrelated
B) the concept of synergy is faulty
C) one of the components that leads to job performance was weak
D) nothing motivates some people
E) all of these are true

Question 29

According to some industrial psychologists, job performance is a(n) ____________ function of motivation, ability, and situational constraints.

A) circular
B) multiplicative
C) nonlinear
D) additive
E) corollary

Question 30

According to the model of need satisfaction, an unsatisfied need produces____________ .

A) tension
B) high levels of creativity
C) sacrificing acquisition
D) problem-solving efficiency
E) selective perception

Question 31

One of the simplest, most effective ways to motivate workers is to give them specific, challenging goals that they accept.

Question 32

Goal specificity is the extent to which a goal is hard or challenging to accomplish.

Question 33

According to some industrial psychologists, ____________ is a function of motivation times ability times situational constraints.

A) leadership skill
B) creativity
C) job performance
D) performance valence
E) compliance is a function of motivation times ability times situational

Question 34

The three components of ____________are initiation of effort, direction of effort, and persistence of effort.

A) compliance
B) self-management
C) motivation
D) performance
E) efficiency

Question 35

Which of the following statements about needs is true?

A) In all situations, higher-order needs can be used to motivate.
B) The importance of lower-order needs is identified by all needs theories.
C) The relative importance of the various needs may change over time in a predictable pattern.
D) Higher-order needs are concerned with survival and security.
E) Higher-order needs will generally not motivate people as long as lower-order needs remain unsatisfied.

Question 36

McClellend's Learned Needs Theory identifies three needs. They are the needs for____________ .

A) achievement, relatedness, and growth
B) existence, relatedness, and growth
C) affiliation, growth, and power
D) power, self-actualization, and growth
E) power, achievement, and affiliation

Question 37

A glass of water and shelter from a snowstorm would be examples of____________ and a gold necklace and tickets to see professional wrestling would not be.

A) intangible motivators
B) perceptional drives
C) motivational cues
D) performance modifiers
E) low-order needs , and a gold necklace and tickets to see

Question 38

The owner of a small local chain of retail stores that target affluent women and carry eclectic lines of wrapping paper, stationery, invitations, and gifts has expressed a strong need to expand nationwide. According to McClelland's Learned Needs Theory, the owner has a need for____________ .

A) achievement
B) esteem
C) growth
D) self-actualization
E) affiliation

Question 39

For goal-setting theory to motivate employees, managers must provide frequent, specific, performance-related feedback.

Question 40

A group of actors gather to read the critical reviews of the new play they presented to audiences last night. The actors are looking for____________ rewards.

A) extrinsic
B) psychological
C) assigned
D) intangible
E) intrinsic

Question 41

Although both Title IX of the 1972 Education Amendments and the advent of professional women's sporting leagues have led to dramatic increases in opportunities for women in sports significant discrepancies still exist between men's and women's sports. For example, women receive less media coverage, promotion, and institutional support. According to equity theory, media coverage, access, promotion, and institutional support are all examples of undesirable ____________ for female athletes.

A) referents
B) valences
C) expectancies
D) outcomes
E) certainties

Question 42

Managers can motivate employees to increase their efforts by____________ .

A) relying on the innate value of extrinsic rewards
B) satisfying higher-order needs first
C) asking employees what their needs are then matching rewards to those needs
D) expecting employees' needs to remain stable
E) doing all of these

Question 43

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

A) a bonus
B) a contest prize
C) a sense of achievement
D) a trophy
E) all of these

Question 44

Although both Title IX of the 1972 Education Amendments and the advent of professional women's sporting significant discrepancies still exist between men's and women's sports. For example, women receive less media coverage, promotion, and institutional support. According to____________ the top of their ability is less than that for men.

A) equity theory
B) reinforcement theory
C) goal-setting theory
D) theory of procedural justice
E) expectancy theory
, the motivation for women athletes to perform at

Question 45

Extrinsic rewards are____________ .

A) intangible
B) exemplified by bonuses, trophies, and plaques
C) exemplified by a sense of accomplishment at the conclusion of a difficult assignment
D) rewards associated with performing a task for its own sake
E) much more effective motivators than intrinsic rewards

Question 46

Which type of inequity occurs more frequently in theory than in practice?

A) overreward
B) underreward
C) negative expectancy
D) negative valence
E) instrumentality

Question 47

According to equity theory, when employees perceive ,___________ they tend to experience anger or frustration.

A) overreward
B) underreward
C) adverse instrumentality
D) negative motivational cues
E) negative reinforcement

Question 48

Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal, $15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled athletes has been a part of the Olympic Games, yet the USOC pays disabled athletes only 10 percent of what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in opening ceremonies. Paralympic athletes are angry at being treated unfairly. These athletes view Olympic athletes as____________ .

A) valence bearers
B) instrumental participants
C) referents
D) mentors
E) reinforcers

Question 49

The two basic kinds of inequity are___________ .

A) performance and situational inequities
B) underreward and overreward
C) balanced and unbalanced rewards
D) intrinsic and extrinsic inequities
E) higher-order and lower-order inequities

Question 50

Although both Title IX of the 1972 Education Amendments and the advent of professional women's sporting leagues have led to dramatic increases in opportunities for women in sports at high school, collegiate, and professional levels, significant discrepancies still exist between men's and women's sports. According to equity theory, female athletes should feel that male athletes are being____________ .

A) overrewarded
B) synergized
C) underrewarded
D) extrinsically rewarded
E) goal reinforced

Question 51

Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal, $15,000 for a silver medal, and $10,000 for a bronze medal. The USOC pays disabled athletes only 10 percent of what the Olympic athletes are paid. Paralympic athletes are angry at being treated unfairly. What kind of inequity are the Paralympic athletes experiencing?

A) adverse valence
B) negative instrumentality
C) underreward
D) negative outcome
E) overreward

Question 52

How do employees try to restore equity when they perceive that they have been treated unfairly?

A) by rationalizing inputs or outcomes
B) by changing the referent
C) by simply quitting their jobs
D) by reducing the level of energy and time they input into a project
E) by doing any of these

Question 53

For workers who feel underpaid, creating a union at their place of employment to attain higher wages can be a mechanism for restoring equity by___________ .

A) reducing inputs
B) increasing outcomes
C) changing the referent
D) rationalizing inputs or outcomes
E) reducing employee turnover

Question 54

According to the motivational model presented in the text, perceived inequity directly affects___________ .

A) cultural synergy
B) autonomy
C) satisfaction
D) rewards
E) motivational direction

Question 55

According to____________ , people will be motivated when they perceive they are being treated fairly.

A) expectancy theory
B) Maslow's Hierarchy of Needs
C) equity theory
D) Alderfer's ERG Theory
E) reinforcement theory

Question 56

In equity theory,____________ are others with whom people compare themselves to determine if they have been treated fairly.

A) liaisons
B) valence bearers
C) mentors
D) reinforcers
E) referents
Are others with whom people compare themselves to determine if they have been treated

Question 57

____________ are the rewards associated with performing a task or activity for its own sake.

A) Extrinsic rewards
B) Intrinsic rewards
C) Motivational cues
D) Performance valences
E) Physiological rewards

Question 58

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

A) a sense of achievement
B) a feeling of responsibility
C) a salary increase
D) pride from accomplishing a difficult task
E) all of these

Question 59

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

A) valences
B) reinforcement
C) referents
D) instrumentality
E) expectancy

Question 60

What practical steps can a manager take to motivate employees to increase their effort?

A) determine how other companies within the industry are satisfying employees' needs
B) satisfy employees' lower­order needs before attempting to satisfy higher­order needs
C) expect employees' needs to be stable
D) gradually replace extrinsic rewards with intrinsic rewards that are less expensive
E) do all of these

Question 61

According to a survey done on teaching evaluations, students' motivation to participate in teaching evaluations is impacted significantly by their expectation that they will be able to provide meaningful feedback. In other words, if they are going to expend the thought and effort to fill out evaluation forms, (1) Is the form designed to gather meaningful information? and (2) Do the students have enough information to form a meaningful opinion about the instruction? In terms of expectancy theory, students are concerned with ___________, or whether it is worth their efforts.

A) valence
B) reciprocity
C) expectancy
D) instrumentality
E) synergy

Question 62

The___________ states 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 are offered attractive rewards.

A) reinforcement theory
B) equity theory
C) expectancy theory
D) goal-setting theory
E) theory of motivational instrumentality

Question 63

In expectancy theory, ___________is the perceived relationship between effort and performance.

A) valence
B) equity
C) expectancy
D) synergy
E) instrumentality

Question 64

In equity theory,___________ refers to the fairness of the process used to make reward allocation decisions.

A) process objectivity
B) procedural justice
C) conventional wisdom
D) altruism
E) distributive justice

Question 65

In expectancy theory,___________ is the perceived relationship between performance and rewards.

A) valence
B) reciprocity
C) expectancy
D) instrumentality
E) synergy

Question 66

According to the expectancy theory, ___________affect the conscious choices that people make about their motivation.

A) equity, value-added, and instrumentality
B) valence, expectancy, and instrumentality
C) expectancy, reinforcement, and instrumentality
D) instrumentality, equity, and expectancy
E) expectancy, equity, and reinforcement

Question 67

To use expectancy theory to motivate employees, managers can

A) assign specific, challenging goals
B) make all rewards equal in value
C) avoid overreward and underreward
D) avoid the use of empowerment
E) systematically gather information to find out what employees want from their jobs

Question 68

___________are the cause-and-effect relationships between the performance of specific behaviors and specific consequences.

A) Reinforcement temporality effects
B) Reinforcement contingencies
C) Reinforcement schedules
D) Consequences of reinforcement
E) Reinforcement expectancies

Question 69

Reinforcement theory says behavior is a function of___________ .

A) perception
B) environment
C) its consequences
D) conscious choices
E) the situations in which it occurs

Question 70

___________is the perceived degree to which outcomes and rewards are fairly distributed or allocated.

A) Procedural justice
B) Distributive justice
C) Equity
D) Postconventional perception
E) Process objectivity

Question 71

___________is the process of changing behavior by changing the consequences that follow behavior.

A) Consequential modification
B) Behavioral substantiation
C) Valence manipulation
D) Expectancy feedback
E) Reinforcement

Question 72

According to expectancy theory, in order for people to be highly motivated, ___________must be high.

A) value added
B) reinforcement usage
C) instrumentality
D) equity
E) referent power

Question 73

The city of Cairo has the world's greatest collection of Islamic buildings and statues. It would seem an ideal location for Muslim tourists, but unfortunately preservation activities have been inadequate and often more destructive than constructive. Imagine the Egyptian government is instituting a marketing campaign to motivate tourists to spend their vacation dollars in Cairo. The buildings and statues in the city would have a(n)___________ to Muslim tourists who wanted to learn more about their heritage.

A) low valence
B) strong expectancy
C) low performance value
D) high valence
E) strong instrumentality

Question 74

According to a survey done on teaching evaluations, engineering students consider the improvement of teaching to be the most important outcome of the evaluation process. In terms of the expectancy theory, the likelihood that students feel their inputs on the evaluations will lead directly to improved instruction is called ___________.

A) valence
B) reciprocity
C) expectancy
D) instrumentality
E) synergy

Question 75

The city of Cairo has the world's greatest collection of Islamic buildings and statues. It would seem an ideal location for Muslim tourists, but unfortunately preservation activities have been inadequate and often more destructive than constructive. Imagine the Egyptian government is instituting a marketing campaign to motivate tourists to spend their vacation dollars in Cairo. Imagine tourists visiting Cairo and being motivated never to visit there again due to the fact that every old building they saw seemed more likely to cave in than the last one they had seen. In terms of motivational theory,___________ would have occurred.

A) instrumentality
B) punishment
C) goal acceptance
D) contingency feedback
E) valence modification

Question 76

According to a survey done on teaching evaluations, engineering students consider the improvement of teaching to be the most important outcome of the evaluation process. For engineering students who believe their efforts will lead to better teaching, the motivation to fill out a teaching evaluation would have a___________ .

A) low valence
B) weak expectancy
C) low performance value
D) high valence
E) strong instrumentality

Question 77

The two parts of reinforcement are___________ .

A) reinforcement temporality and reinforcement administration
B) positive reinforcement and negative reinforcement
C) continuous reinforcement and intermittent reinforcement
D) reinforcement contingencies and schedules of reinforcement
E) interval reinforcement and ratio reinforcement

Question 78

Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal, $15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled athletes has been an integral part of the Olympic Games, yet the USOC pays disabled athletes only 10 percent of what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in opening ceremonies. For disabled athletes who believe their efforts will not be fairly rewarded, the motivation to win a Paralympics medal would have a(n)___________ .

A) low valence
B) strong expectancy
C) low performance value
D) high valence
E) strong instrumentality

Question 79

Currently the U.S. Olympic Committee pays Olympic athletes for each medal earned. gold medal, $15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled athletes has been a part of the Olympic Games, yet the USOC pays disabled athletes only 10 percent of what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in opening ceremonies. Paralympic athletes are angry at being treated unfairly. To achieve perceived equity, the Paralympic athletes are suing the USOC for larger rewards. Paralympic athletes have decided to deal with the inequity by ___________.

A) rationalizing inputs
B) changing the referent
C) changing instrumentality
D) reducing the level of energy and time they input into a project
E) increasing outcomes

Question 80

The primary ways to create reinforcement contingencies in organizations are___________ .

A) reinforcement contingencies and the schedules of reinforcement
B) extrinsic and intrinsic rewards
C) perceptions of equity and reward desirability
D) situational motivators
E) higher-order needs and organizational structure