Deck 13: Motivation and Performance

Question 1

Extrinsically motivated behavior is that which is performed out of a desire to work for the welfare of society.

Answer 1

False

Question 2

Sanjay works for a large car dealership and is motivated by his sales commission. Sanjay is intrinsically motivated.

Answer 2

False

Question 3

According to Maslow's hierarchy of needs, an individual is primarily motivated by the lowest level of need that is unmet in the hierarchy.

Answer 3

True

Question 4

Prosocially motivated behavior

A)attempts to avoid censure or punishment.
B)is performed for social recognition and respect.
C)strives to conform to the norms of society.
D)is driven by the fear of punishment.
E)seeks to improve the well-being of other people.

Question 5

Dell works hard and always meets his sales quotas so that he never misses a volume bonus and is consistently recognized as a top salesperson. Dell is ________ motivated.

A)extrinsically
B)internally
C)intrinsically
D)prosocially
E)environmentally

Question 6

Julianna loves being a lawyer and feels a great sense of reward just doing her job each day. As someone prosocially motivated, Julianna also volunteers free legal advice at a local community center because

A)it is an unwritten rule that only employees who perform community service receive the highest performance ratings.
B)she is hoping to generate more business for the firm to secure her employment long-term.
C)to become a partner, she knows she needs to make a name for herself in the community.
D)her firm offers monthly rewards for employees who make a positive impact in the community.
E)she enjoys using her skills in another setting to benefit other people.

Question 7

As someone driven by intrinsic motivation, Luca works hard because

A)he appreciates the feeling of accomplishment his work provides him.
B)of the quarterly incentives only available for high performers.
C)he knows a promotion means a big pay raise.
D)it will increase his opportunities for a lateral transfer.
E)he knows the economy is struggling and layoffs are a possibility.

Question 8

From a motivational standpoint, salary adjustments tend to be more effective than bonuses.

Question 9

If a person is extrinsically motivated, he or she would be driven to

A)perform at a high level to avoid being impacted by a layoff.
B)improve processes to gain efficiency.
C)perform at a level consistent with others in the organization.
D)ensure the welfare of others through his or her personal achievements.
E)gain satisfaction by performing day-to-day tasks to the best of his or her ability.

Question 10

Julia's company has a well-documented performance management process whereby each employee's performance correlates directly to yearly bonuses and pay raises. This process demonstrates motivation through a high level of instrumentality.

Question 11

Patrick is passionate about fitness and loves his job as a personal trainer. Patrick is extrinsically motivated.

Question 12

Max, a top-rated manager, is intrinsically motivated. He is likely motivated by

A)the yearly bonus checks he receives when his team meets organizational targets.
B)the day-to-day reward he feels by performing his role well and achieving organizational goals.
C)regularly having one of his subordinates recognized as manager of the month.
D)the fear of not performing as well as other managers in the organization.
E)the likelihood of being promoted to the next level of management.

Question 13

Darius always follows his company's code of conduct because he knows he would be fired if he did not. Darius's motivation is prosocial.

Question 14

To help his company achieve its sales goals, Jason puts in a lot of extra time at the office. This is effort is considered a(n)

A)output.
B)input.
C)outcome.
D)need.
E)punishment.

Question 15

A teacher who excels because he or she enjoys the process of shaping young minds is demonstrating

A)expectancy esteem needs.
B)extrinsically motivated behavior.
C)relatedness needs.
D)intrinsically motivated behavior.
E)need for achievement.

Question 16

One advantage of a positive reinforcement approach is that it simplifies the identification of the right behaviors to reinforce.

Question 17

Despite being faced with several obstacles, Fiona achieved every goal set by her manager and was pleasantly surprised to receive the Employee of the Year award. Fiona demonstrated

A)high prosocial behavior.
B)low expectancy.
C)low intrinsic motivation.
D)high extrinsic motivation.
E)high persistence.

Question 18

According to Alderfer's ERG theory, a person feeling frustrated due to an inability to satisfy a need is likely to shift their focus to lower-level needs.

Question 19

A person can either be intrinsically motivated or prosocially motivated, but not both at the same time.

Question 20

________ explains what drives or will drive people to achieve organizational goals and is therefore central to effective management.

A)Persistence
B)Motivation
C)Effort
D)Expectancy
E)Instrumentality

Question 21

In Maslow's hierarchy, managers must first ensure a person's ________ needs are fulfilled in order to have a motivated workforce.

A)esteem
B)belongingness
C)physiological
D)social
E)self-actualization

Question 22

According to the expectancy theory, how should Sean motivate his staff to increase sales by 10 percent?

A)by threatening to fire employees who are the least performing
B)by offering his staff a 5 percent commission bonus for everyone if sales increase by 10 percent
C)by promoting good interpersonal relations among his team and provide feedback on their progress
D)by motivating his staff through providing a stimulating work environment, job autonomy, and a sense of accomplishment and achievement
E)by insuring that the way sales are awarded to the sales staff is fair and equitable

Question 23

According to the expectancy theory, the term ________ refers to how desirable each of the outcomes available from an organization is to a person.

A)instrumentality
B)self-efficacy
C)valence
D)goal
E)equity

Question 24

According to the expectancy theory, a manager wanting to motivate using instrumentality should

A)define an incentive plan that links greater outcomes to higher performance.
B)implement detailed performance monitoring of each employee's goals.
C)ensure every employee's basic physical needs are met by the company.
D)assign each employee responsibility for overseeing the performance of a less-experienced peer.
E)identify a standard outcome that is available for every employee.

Question 25

Diego is a hard worker. However, in his current organization, he feels that no matter how much effort he puts in, the environment limits his level of performance. In the context of expectancy theory, Diego is exhibiting

A)low expectancy.
B)low instrumentality.
C)high valency.
D)high expectancy.
E)low valency.

Question 26

Providing adequate medical benefits and safe working conditions addresses an employee's need for ________ in the context of Maslow's hierarchy.

A)self-actualization
B)safety
C)affiliation
D)work-life balance
E)power

Question 27

According to the expectancy theory, motivation is high when people

A)believe that high levels of effort lead to high performance and, ultimately, to the attainment of the desired goals.
B)perceive that they can satisfy their need for affiliation and need for achievement with minimum effort.
C)have their most basic physiological and safety needs met.
D)are given specific and challenging goals that help them focus their inputs in the right direction.
E)learn to perform behaviors that lead to desired consequences and learn not to perform behaviors that lead to undesired consequences.

Question 28

In the context of Maslow's hierarchy, managers should

A)focus on meeting the highest-level needs as they are the most fulfilling for employees.
B)understand what needs are satisfied for each employee as those will no longer be effective motivators.
C)identify the lowest-level need unmet within the organization and focus on it for everyone.
D)focus on fulfilling whatever need is most achievable by the organization.
E)focus on meeting the mid-level needs as it is the best compromise for the organization.

Question 29

By giving employees the opportunity to realize their full potential, a manager satisfies the employees' ________ needs according to Maslow's hierarchy.

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

Question 30

According to Alderfer's ERG theory, what behavior might an employee exhibit relative to needs fulfillment?

A)If frustrated with needs fulfillment at one level, an employee will focus on a lower-level need.
B)An employee would focus on only one level of need fulfillment at any given time.
C)An employee will be most highly motivated by the level of need currently fulfilled.
D)If frustrated with needs fulfillment at one level, an employee will focus on a higher-level need.
E)All employees are focused on self-actualization as a primary need to fulfill.

Question 31

________ explains why employees are highly motivated if they believe that working hard will lead to high performance and ultimately desired outcomes.

A)The need for power
B)Herzberg's motivator-hygiene theory
C)Intrinsic motivation
D)Maslow's hierarchy of needs
E)Expectancy theory

Question 32

How could a manager use expectancy theory to boost employees' motivation?

A)by assigning them easily achievable tasks
B)by expressing confidence in their competence and ability to successfully reach the goal
C)by not requiring intensive training programs
D)by lowering their levels of autonomy and responsibility as they gain experience
E)by giving them advice frequently and monitoring their performance constantly

Question 33

In what way do the theories of Maslow and Alderfer resemble each other?

A)Self-actualization forms the base of the needs hierarchy.
B)A person can only be motivated by one need at a time.
C)As lower-level needs become satisfied, people seek to satisfy higher-level needs.
D)When people experience need frustration, they focus upon satisfying higher-level needs.
E)Physiological needs form the pinnacle of the needs hierarchy.

Question 34

As countries become wealthier and have higher standards of living, Maslow's hierarchy contends that ________ needs are likely to become the primary motivators of behavior.

A)physiological
B)safety
C)self-actualization
D)belongingness
E)experiential

Question 35

A(n)________ is a requirement for survival and well-being.

A)achievement
B)sense of belonging
C)affiliation
D)high self-esteem
E)need

Question 36

________ proposes that all people seek to satisfy five basic kinds of needs: physiological needs, safety needs, belongingness needs, esteem needs, and self-actualization needs.

A)Victor H. Vroom's expectancy theory
B)Clayton Alderfer's ERG theory
C)Abraham Maslow's hierarchy of needs theory
D)Frederick Herzberg's motivator-hygiene theory
E)David McClelland's theory of needs

Question 37

________ identified three universal categories of need: existence, relatedness, and growth.

A)David McClelland's needs theory
B)Clayton Alderfer's ERG theory
C)Herzberg's hygiene-motivator theory
D)Maslow's hierarchy of needs theory
E)Victor H. Vroom's expectancy theory

Question 38

A manager provides outcomes to his subordinates for good performance in the form of rewards that they value. According to expectancy theory, the manager is motivating through

A)valence.
B)instrumentality.
C)merit pay.
D)expectancy.
E)persistence.

Question 39

According to Maslow's hierarchy, a company is addressing the need for ________ when it organizes a yearly picnic for employees and their families.

A)work-life balance
B)safety
C)self-awareness
D)belongingness
E)self-actualization

Question 40

Liv is very dedicated and believes that if she puts in the effort to perform at a high level, her organization will provide financial rewards and growth opportunities. According to expectancy theory, this belief demonstrates the concept of

A)instrumentality.
B)persistence.
C)needs fulfillment.
D)valency.
E)expectancy.

Question 41

Devin's manager constantly messages him the day his monthly report is due, so Devin has begun working late the night before to deliver the report early and avoid the nagging. The manager is using ________ reinforcement to drive Devin's performance.

A)positive
B)absolute
C)intrinsic
D)negative
E)extinction

Question 42

To help satisfy an employee's motivator needs, Herzberg's theory would direct a manager to provide the employee with

A)job security.
B)a safe workplace.
C)good pay.
D)a sense of accomplishment.
E)effective supervision.

Question 43

________ theory considers how managers can ensure that organization members focus their inputs on achieving high performance and accomplishing organizational targets.

A)Goal-setting
B)Alderfer's ERG
C)McClelland's needs
D)Operant conditioning
E)Motivator-hygiene

Question 44

Abhay is frustrated with the lack of growth opportunities available in his organization. While working with his manager on identifying training options, Abhay decides to also focus on building his relationships with his peers. Abhay's behavior is consistent with ________ theory.

A)Maslow's hierarchy of needs
B)Alderfer's ERG
C)Herzberg's motivator-hygiene
D)McClelland's needs
E)Vroom's expectancy

Question 45

According to Herzberg's theory, ________ needs refer to the nature and challenge of one's work.

A)motivator
B)expectancy
C)instrumental
D)hygiene
E)valent

Question 46

Roland is extremely focused on meeting his personal goals and has a strong desire to succeed at challenging projects. At times, he knowingly takes actions that damage his working relationships in order to succeed. According to McClelland's needs theory, Roland has a

A)high need for affiliation and a high need for achievement.
B)low need for affiliation and a high need for achievement.
C)high need for affiliation and a low need for power.
D)high need for power and a high need for affiliation.
E)low need for achievement and a low need for power.

Question 47

Melissa is driven to take on challenging tasks and perform them to the best of her ability. She also values her relationships with peers and makes time to build those connections. According to McClelland's needs theory, Melissa has a

A)high need for affiliation and a high need for achievement.
B)low need for affiliation and a low need for power.
C)low need for achievement and a low need for affiliation.
D)high need for power and a low need for affiliation.
E)low need for achievement and a high need for power.

Question 48

Chen-Chu performs the same job tasks as her coworkers, but she believes she is being paid less. This is an example of

A)distributive inequity.
B)instrumental equity.
C)unbalanced equity.
D)underpayment inequity.
E)overpayment inequity.

Question 49

According to McClelland, an employee with a strong desire to perform tasks well and meet personal standards for excellence has the need for

A)affiliation.
B)belongingness.
C)achievement.
D)self-actualization.
E)equity.

Question 50

Teri, an employee at MobileComm, perceives that while she contributes the same effort and skills to the organization as her colleague José, she receives higher pay and added perks. This is an example of

A)overpayment inequity.
B)instrumental inequity.
C)distributive equity.
D)underpayment inequity.
E)terminal equity.

Question 51

According to McClelland, the need for ________ is the extent to which an individual desires to control or influence others.

A)power
B)affiliation
C)belongingness
D)self-actualization
E)equity

Question 52

As a manager, Marcus is very conscious of how his subordinates feel about whether their work outcomes are as expected relative to the effort and contributions they put in. This is an example of the ________ theory.

A)equity
B)expectancy
C)motivator-hygiene
D)ERG
E)hierarchy of needs

Question 53

To help satisfy an employee's hygiene needs, Herzberg's theory would direct a manager to provide the employee with

A)job security.
B)increased responsibility.
C)autonomy.
D)a sense of accomplishment.
E)interesting work.

Question 54

According to McClelland, the need for affiliation is the extent to which an individual

A)desires to perform challenging tasks well.
B)wants to meet personal standards for excellence.
C)is concerned about maintaining good interpersonal relations.
D)desires to control other people.
E)wishes to receive performance feedback.

Question 55

To stimulate high motivation and performance, goal-setting theory suggests setting

A)general goals that apply uniformly to all employees.
B)independent goals across the organization to optimize individual successes.
C)specific goals that are difficult, but not impossible, to attain.
D)specific negative consequences for failing to achieve a goal.
E)rewards for the effort put toward achieving goals rather than the achievement itself.

Question 56

________ drew attention to the important distinction between intrinsic motivation and extrinsic motivation.

A)Maslow's hierarchy of needs
B)Alderfer's ERG theory
C)Herzberg's motivator-hygiene theory
D)McClelland's theory of needs
E)Equity theory

Question 57

Colin believes that he works harder than many of his coworkers and yet knows he is being paid less. Colin is likely to be motivated to

A)improve his work attendance.
B)increase his working hours.
C)ask for a raise or a promotion.
D)ask for more challenging work.
E)report his situation to the fair labor board.

Question 58

According to Herzberg's theory, ________ needs are related to the physical and psychological context in which the work is performed.

A)motivator
B)expectancy
C)instrumental
D)hygiene
E)valent

Question 59

Carol is a manager who believes that carefully monitoring and maintaining control over employees is more important than maintaining cordial relationships with them. According to McClelland's needs theory, Carol has a

A)high need for power and a low need for affiliation.
B)high need for power and a high need for affiliation.
C)low need for power and a low need for achievement.
D)low need for achievement and a high need for affiliation.
E)low need for power and a low need for affiliation.

Question 60

According to ________ theory, employees will be motivated to perform at a high level and attain their work goals to the extent that high performance and goal attainment allow them to obtain outcomes they desire.

A)Clayton Alderfer's ERG
B)McClelland's needs
C)Herzberg's motivator-hygiene
D)Victor H. Vroom's expectancy
E)B.F. Skinner's operant conditioning

Question 61

Behavior is considered extrinsically motivated if it is driven by the desire for

A)self-growth.
B)material gain.
C)a personal sense of accomplishment.
D)helping others.
E)avoiding conflict.

Question 62

A few weeks ago, Jenny started working in a hospital kitchen. Part of her job involves interacting with patients, but she is uncertain what approach to use. Jenny noticed that her coworker Riley had a good rapport with the patients, so she began using a similar approach. This is an example of

A)self-efficacy.
B)a positive reinforcer.
C)the need for affiliation.
D)vicarious learning.
E)self-reinforcement.

Question 63

________ is the process of removing the expected consequences that are leading to undesirable behaviors in the workplace.

A)Extinction
B)Punishment
C)Self-reinforcement
D)Social learning
E)Expectancy

Question 64

When an organization bases employees' pay on the number of units each employee produces, it is using a(n)________ plan.

A)merit
B)profit sharing
C)piece-rate
D)commission pay
E)stock option

Question 65

________ theory expands a manager's understanding of motivation to include the effects of a person's thoughts and beliefs.

A)Goal-setting
B)ERG
C)Vicarious learning
D)Operant conditioning
E)Social learning

Question 66

Yanesh knows he works more hours and has delivered more code than most of his peers and yet receives less compensation. His sense of inequity is likely to cause him to

A)increase his working hours.
B)put forth more effort on the job.
C)ask for more high-profile work.
D)decline any offer of promotion.
E)put forth less effort on the job.

Question 67

Arthur's work group receives annual bonuses based on how well the team meets project schedules. This is an example of ________ reinforcement.

A)negative
B)vicarious
C)positive
D)intrinsic
E)absolute

Question 68

Learning theory focuses on

A)the fair distribution of training opportunities.
B)the best format for effective growth and development.
C)the linkage between performance and outcomes in the motivation equation.
D)distributive justice.
E)exploring in depth which outcomes motivate people to perform at a high level.

Question 69

As a reward for completing his assignment two weeks ahead of schedule, Diego decided to take a vacation. The reward is an example of

A)vicarious learning.
B)operant conditioning.
C)self-reinforcement.
D)self-efficacy.
E)interpersonal justice.

Question 70

Elijah makes sure that all his sales representatives receive the same percentage of commission pay. This is an example of

A)equity.
B)piece-rate pay.
C)informational justice.
D)distributive justice.
E)procedural justice.

Question 71

Employee stock options are most often used

A)to attract entry-level employees.
B)in lieu of payment for high-level managers.
C)to motivate employees to achieve organizational goals.
D)to increase market demand for a company's stock.
E)as a reward for an employee's past performance.

Question 72

At a departmental meeting, Stella's manager described an issue and asked for a volunteer to figure out a solution. Stella had previously encountered similar issues and was confident she could solve the problem, so she accepted the responsibility. Stella's behavior was influenced by

A)vicarious learning.
B)positive reinforcement.
C)a need for affiliation.
D)self-efficacy.
E)self-reinforcement.

Question 73

Julius is extremely confident and knows he can be a top performer on the team. Julius exhibits high

A)self-reinforcement.
B)self-efficacy.
C)self-actualization.
D)self-awareness.
E)self-discipline.

Question 74

The workers in a factory are encouraged to pursue cost-cutting strategies. Each month, the workers receive bonus checks that share some portion of the cost-cutting benefits with them. This approach to merit pay is called

A)commission pay.
B)the equity theory.
C)a piece-rate pay.
D)an employee stock option.
E)the Scanlon plan.

Question 75

As a medical resident, Brooke shadows an experienced surgeon in order to see surgical techniques first-hand. Brooke is participating in

A)self-reinforcement.
B)vicarious learning.
C)positive reinforcement.
D)organizational behavior modification.
E)operant conditioning.

Question 76

A manager for a food distribution company wants to stimulate high motivation and performance in the coming month. Based on the goal-setting theory, what goal would be most appropriate for the manager to set for each representative?

A)sell at least as much as the previous month
B)sell 10 percent more than the previous month
C)sell more than every other representative
D)sell 500 percent more than the previous month
E)sell as much as possible

Question 77

When Juan violated his company's Internet policy, he was immediately fired. This is an example of

A)extinction.
B)operant conditioning.
C)negative reinforcement.
D)self-reinforcement.
E)punishment.

Question 78

When Alex sees his company stock rising and referenced in industry magazines as a market leader, he feels a great sense of accomplishment and achievement. Alex is motivated

A)culturally.
B)extrinsically.
C)intrinsically.
D)prosocially.
E)vicariously.

Question 79

Although employees are not directly involved in the company's performance evaluation process, Jasmine believes she will be evaluated fairly. Jasmine perceives a high degree of ________ justice within the company.

A)procedural
B)informational
C)vicarious
D)distributive
E)interpersonal

Question 80

Organizational behavior modification is sometimes criticized because it

A)focuses on negative reinforcement.
B)cannot achieve sustainable improvement.
C)is overly controlling and can negatively impact creativity and individuality.
D)only works for general, subjective behaviors.
E)is a costly and marginally effective way to promote organizational productivity.