Deck 14: Motivating Organizational Members

Question 1

Motivation is a psychological process that gives behavior purpose and direction.

Answer 1

True

Question 2

Motivation refers to forces, either internal or external to a person, that act as inducements or that influence action to do something.

Answer 2

True

Question 3

Process theories of motivation emphasize specific human needs or the factors within a person that energize, direct, and stop behavior.

Answer 3

False

Question 4

Motivation theories that emphasize specific human needs, or the factors within a person that energize, direct, or stop behavior, are referred to a needs-based approaches.

Question 5

Process theories of motivation focus on understanding the thought or cognitive processes that take place within an individual's mind and act to affect behavior.

Question 6

Needs based approaches to motivation primarily explain motivation as intrinsic to a person.

Question 7

At the top of Maslow's hierarchy are the self-esteem needs of individuals.

Question 8

Food, water, air, and shelter are all security needs and form the lowest level in Maslow's hierarchy.

Question 9

According to Maslow's hierarchy of needs, physiological needs reflect the desire to have a safe physical and emotional environment.

Question 10

Esteem needs include the desire for friendship, love, and a feeling of belonging.

Question 11

According to Maslow's hierarchy of needs, self-actualization needs are met by personal feelings of achievement and self-worth, and by recognition, respect, and prestige from others.

Question 12

Maslow described physiological and security needs as lower-order needs.

Question 13

People who are motivated primarily by security needs value their jobs mainly as a defense against the loss of basic needs satisfaction.

Question 14

Managers who focus on physiological needs will often emphasize rules, job security, and fringe benefits.

Question 15

Self-fulfillment and the opportunity to achieve one's potential are considered self-actualization needs.

Question 16

According to the Two-Factor Model, motivator factors are related to job content, or what people actually do in their work, and are associated with an individual's positive feeling about the job.

Question 17

According to Herzberg's Two-Factor Model, hygiene factors are associated with the job context or environment in which the job is performed.

Question 18

According to Herzberg's two-factor model, the first step in motivation is to eliminate dissatisfaction.

Question 19

Working conditions, company policy, and salary are examples of motivator factors in the Two-Factor Model of motivation.

Question 20

Just because many people rate motivators above hygiene factors is no guarantee that the motivators will actually increase work motivation for all employees.

Question 21

Acquired Needs Model of motivation focuses on three particularly important or relevant needs in the work environment: achievement, affiliation, and power.

Question 22

The acquired needs model proposes that, when a need is strong, it will motivate the person to engage in behaviors to satisfy that need.

Question 23

Individuals high in the need for affiliation are likely to gravitate toward professions that involve high levels of interaction with others, such as teaching, counseling, and sales.

Question 24

People with a high need for affiliation work hard to become top managers such as president or CEO.

Question 25

Need-based theories completely explain why people choose a particular behavior to accomplish task-related goals.

Question 26

According to the Expectancy Model of Motivation, the belief that a particular level of effort will be followed by a particular level of performance is referred to as an expectancy.

Question 27

According to the Expectancy Model of Motivation, instrumentality is the probability assigned by an individual that a specific level of achieved task performance will lead to various work outcomes.

Question 28

The value or importance that an individual attaches to various outcomes is called instrumentality in the Expectancy Model.

Question 29

Equity theory is based on the concept that maintaining self esteem is an important priority.

Question 30

Equity, or fairness in the workplace, has been found to be a major factor in determining employee motivation.

Question 31

Feelings of equity or inequity are determined by an individual's perception of the employment situation.

Question 32

According to the Equity Model of Motivation, people have a perception of the ratio of their inputs compared to their own outcomes in a situation.

Question 33

A process intended to increase efficiency and effectiveness by specifying the desired outcomes toward which individuals, groups, departments, and organizations work is called goal-setting.

Question 34

"All employees should be more productive this year than they were last year." is an example of a SMART goal.

Question 35

Goals should provide challenges and standards against which the individual or unit is assessed.

Question 36

According to reinforcement theory, a person that is rewarded for appropriate behavior will repeat that behavior.

Question 37

Extinction is the removal of negative consequences following a desired behavior.

Question 38

Negative reinforcement is the withdrawal of a positive reward or reinforcing consequences for an undesirable behavior.

Question 39

Punishment is the administration of negative consequences following undesirable behavior.

Question 40

With a fixed-interval schedule of reinforcement, a desired behavior is rewarded each time it occurs.

Question 41

A variable-ratio schedule provides a reinforcement after a fixed number of occurrences of the desired behavior.

Question 42

A yearly Christmas bonus is an example of a fixed-interval schedule of reinforcement.

Question 43

A piece-rate system is an example of a variable-ratio reinforcement schedule.

Question 44

Participative management encompasses varied activities of high involvement where subordinates share a significant degree of decision-making power with their immediate superiors.

Question 45

When companies increase the amount of control and discretion workers have over their jobs, they are empowering employees and may improve the motivation of both employees and management.

Question 46

Money may be a motivator when it is seen as a measure of achievement or when it is desired by the employee to be motivated.

Question 47

Money is considered a motivator when the employee feels entitled to the money.

Question 48

A significant part of team rewards must be based on total team performance with individual rewards based on how the employee contributed to the team's success, effort, and functioning.

Question 49

Workers in all cultures are motivated by the same things.

Question 50

The forces, either internal or external to a person, that act as inducements or that influence action to do something.

A) ability.
B) competence.
C) motivation.
D) teachability.
E) psychomotor.

Question 51

The forces acting upon Diane Richards that act as inducements or that influence action to do something.

A) personality.
B) abilities.
C) attitudes.
D) perceptions.
E) motivation.

Question 52

Ellen James, the general manager of Web-Tech, is a seasoned manager and a student of human nature. One thing that Ellen has learned in her management career is that __________ results from the forces that act as inducements or that influence action to do something.

A) ability
B) personality
C) perceptions
D) motivation
E) assurance

Question 53

Models of __________ represent the general approaches to the "what and "how of behavior.

A) motivation
B) organizing
C) control
D) communication
E) assurance

Question 54

Of the following, which would be most likely to increase direct performance on the job the most?

A) a promotion based on seniority.
B) three weeks of paid vacation tied to a person's time on the job.
C) everyone gets a turkey for Christmas.
D) a salesperson's commission tied directly to the amount of sales s/he achieves.
E) the supervisor says "good morning" to a person each morning at 8 a.m.

Question 55

Overall, motivational strength is probably influenced by

A) a supervisor and subordinate agreeing on what the subordinate is to accomplish.
B) needs satisfied by the rewards are important to the subordinate.
C) belief that the wanted rewards will be tied to performance.
D) All of these are correct.
E) Only choices A and C are correct.

Question 56

The models of motivation that emphasize specific human needs or the factors within a person that energize, direct, and shape behavior are called

A) needs-based theories.
B) cognitive-based theories.
C) contingency theories.
D) behavioral theories.
E) process theories.

Question 57

William Hoover is the president of North Bay Petroleum. Mr. Hoover's approach to motivation emphasizes specific human needs or the factors within a person that energize, direct, and stop behavior. Mr. Hoover's views are consistent with which models of motivation?

A) process
B) needs-based
C) transactional
D) process.
E) contingency

Question 58

According to __________, a person has five fundamental needs: physiological, security, affiliation, esteem, and self-actualization.

A) Herzberg's Two-Factor Model
B) Maslow's Hierarchy of Needs
C) Acquired-Needs Model
D) Equity Model
E) Expectancy Model

Question 59

Maslow described __________ and __________ needs as lower-order needs, which are generally satisfied externally.

A) physiological, security
B) esteem, affiliation
C) self-actualization, security
D) physiological, esteem
E) affiliation, self-actualization

Question 60

Managers must understand that to the extent that employees are motivated by __________ needs, their concerns do not center on the work they are doing.

A) physiological
B) security
C) affiliation
D) self-actualization
E) self-esteem

Question 61

Thomas Norman is the manager of Billings Auto. In trying to motivate his employees, Mr. Norman strongly emphasizes rules, job security, and fringe benefits. According to Maslow's hierarchy of needs, Mr. Norman appeals to the __________ needs of his employees.

A) esteem
B) physiological
C) security
D) affiliation
E) self-actualization

Question 62

As a manager, Buddy Diliberto emphasizes a myriad of rules and fringe benefits to his employees because he knows that they are motivated by such __________ needs.

A) physiological
B) security
C) affiliation
D) self-actualization
E) self-esteem

Question 63

Erin Peters is the manager of a chain of convenience stores. In trying to motivate her employees, Erin works hard to foster employees' pride in their work and she uses public rewards and recognition to acknowledge their efforts. According to Maslow's Hierarchy of Needs, Erin appeals to the __________ needs of her employees.

A) affiliation
B) physiological
C) security
D) esteem
E) self-actualization

Question 64

The U.S. Army's old slogan "Be all that you can be would fit into which of Maslow's needs?

A) physiological
B) security
C) affiliation
D) esteem
E) self-actualization

Question 65

Nick Conte has been very successful in putting together a team of employees who have excelled at developing new technologies in the laser industry. One thing that is distinctive about Nick's approach to motivation is that he involves his employees in designing their jobs and often gives employees special assignments that capitalize on their unique skills. Of the following, which is most likely to represent this situation?

A) self-actualization
B) equity
C) affiliation
D) security
E) physiological

Question 66

As a manager of a multinational corporation in a poor Asian country, Anne Wise believes that she can best motivate her foreign subordinates by appealing to their __________ needs. Her subordinates work mainly for money and are primarily concerned with comfort and the avoidance of fatigue.

A) physiological
B) security
C) affiliation
D) self-actualization
E) self-esteem

Question 67

Nathan Ackers is motivated by the work itself, recognition, advancement, a sense of achievement, and responsibilities. Herzberg called these factors

A) equities.
B) expectancies.
C) motivator factors.
D) hygiene factors.
E) motivator inducement variables.

Question 68

According to Herzberg, __________ factors are associated with the job context or environment in which the job is performed.

A) motivator
B) inducement
C) teachable
D) hygiene
E) subsistence

Question 69

Factors that are related to job content (or what people actually do in their work) and that are associated with an individual's positive feelings about his/her job are called

A) hygiene factors.
B) power factors.
C) expectancy factors.
D) work factors.
E) motivator factors.

Question 70

One of the lessons to be learned from Herzberg's Two-Factor Model is that the first step in motivation is to __________. After this is accomplished, managers can address motivation itself.

A) increase responsibility
B) make sure employees have a sense of achievement
C) eliminate dissatisfaction
D) provide more opportunities for advancement
E) upgrade employee recognition

Question 71

According to Herzberg's Two-Factor Model, which of the following is an example of a motivator factor?

A) administration
B) recognition
C) salary
D) company policy
E) supervision

Question 72

The drive to excel, to accomplish challenging tasks, and to achieve a standard of excellence is referred to as the ___________ in the Acquired-Needs Model.

A) need for power
B) need for action
C) need for achievement
D) need for hygiene
E) need for affiliation

Question 73

Which of the following statements about need for achievement is inaccurate?

A) Need for achievement refers to the drive to excel, accomplish challenging tasks, and achieve a standard of excellence.
B) People with high need for achievement often pursue a professional career in sales and tend to be successful in entrepreneurial activities.
C) People with a high need for achievement are invariably good managers.
D) Research related to acquired needs shows that about only 10 percent of the U.S. population has a high need for achievement.
E) People with high needs for achievement like to set their own goals and favor tasks that have immediate feedback.

Question 74

Television City is a large discount store that sells televisions, VCRs, computers, and cellular phones. The salespeople who work for the firm are paid on a commission basis. One thing that the managers of Television City have learned is that the best salespeople are those who have a drive to excel, accomplish challenging tasks, and achieve a standard of excellence. The Acquired-Needs Model described these attributes as a

A) need for affiliation.
B) need for fulfillment.
C) need for power.
D) need for achievement.
E) need for connection.

Question 75

David Gall, an advertising executive, has a strong desire to influence and control his own environment. This need or motivator is described by the Acquired-Needs Model as a

A) need for self-actualization.
B) need for safety.
C) need for affiliation.
D) need for power.
E) need for esteem.

Question 76

Family Counseling is a mental health organization that provides a variety of services including professional counseling for depression, anxiety, and stress. The managers of Family Counseling have found that the best counselors are people who have a desire for friendly and close interpersonal relationship, which the Acquired-Needs Model called a

A) need for fulfillment.
B) need for affiliation.
C) need for power.
D) need for achievement.
E) need for connection.

Question 77

Jim Henderson's decision not to take advantage of his company's option to work from home (telecommuting by computer) is probably due to his

A) need for affiliation.
B) need for power.
C) need for achievement.
D) need for esteem.
E) need for security.

Question 78

The model that argues that money is a hygiene factor and so does not act as a motivator is

A) Herzberg's Two-Factor Model.
B) Maslow's Hierarchy of Needs.
C) Acquired-Needs.
D) Equity Model.
E) Expectancy Model.

Question 79

__________ models of motivation emphasize specific human needs or the factors within a person that energize, direct, and stop behavior. __________ models of motivation focus on understanding the thought or cognitive processes that take place within the individual's mind and act to affect behavior.

A) Contingency, Transactional
B) Contingency, Needs Approaches
C) Transactional, Possibility
D) Needs Approaches, Process
E) Process, Transactional

Question 80

Which of the following is an attempt to understand why different people have different needs and goals, why individuals' needs change, and how employees change to try to satisfy needs in different ways?

A) content or needs-based theories
B) general or cognitive-based theories
C) contingency theories
D) behavioral theories
E) process theories