Question 1

A sales manager has carefully selected the members of two sales teams,team A and team B,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. Team A consistently performs better than team B. What does this tell you about performance and motivation according to the text?

Accepted Answer

The fact that Team A consistently performs better than Team B despite having similar skills and abilities suggests that the difference in performance is likely due to differences in motivation. Therefore, it can be concluded that Team A has higher motivation than Team B and this is likely the reason for their better performance.

Question 2

What are the two basic needs categories,on the basis of research evidence?

Accepted Answer

C

Question 3

Which of the following is the best example of extrinsic rewards?

Accepted Answer

Bonuses, trophies, and plaques are all external rewards that are given to someone for completing a task or achieving a goal. These rewards are not inherent to the task or goal itself, but rather are given by someone else as a way to recognize the individual's achievements. This is the essence of extrinsic rewards.

Question 4

According to Alderfer's ERG Theory,what is the lowest order need?

Accepted Answer

Alderfer's ERG Theory categorizes human needs into three groups: Existence, Relatedness, and Growth. Existence needs are the most basic, focusing on material and physiological requirements, making them the lowest order need in this theory.

Question 5

Which of the following would a glass of water and shelter from a snowstorm be?

Accepted Answer

Lower order needs refer to the basic physiological and safety needs that must be met for an individual's survival. A glass of water and shelter from a snowstorm fulfill these lower order needs.

Question 6

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

Accepted Answer

A salary increase is an example of an extrinsic reward because it is an external motivator that comes from outside of the individual. It is typically given in recognition of good performance or to incentivize desired behavior. Choices A, B, and D are examples of intrinsic rewards, which come from within the individual and are not dependent on external factors.

Question 7

A group of actors gather to read the critical reviews of the new play they presented to audiences last night. Which type of reward are the actors looking for?

Accepted Answer

The answer of A group of actors gather to read...

Question 8

Curtis Savage is the co-founder of a small Alberta-based chain of retail stores called Evoolution. The chain targets "foodies" and carries eclectic lines of olive oils,balsamic vinegars,and other complementary products. Savage would like to expand Evoolution. According to McClelland's Learned Needs Theory,what does Savage have a need for?

Accepted Answer

McClelland's Learned Needs Theory identifies three key motivational needs: achievement, affiliation, and power. Savage's desire to expand his business aligns with the need for achievement, which involves setting and accomplishing challenging goals.

Question 9

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

Accepted Answer

The text explicitly states that motivation is the set of forces that initiates, directs, and makes people persist in their efforts to accomplish a goal. Therefore, option D is the correct choice.

Question 10

Which rewards are associated with performing a task or activity for its own sake?

Accepted Answer

Intrinsic rewards are those that come from performing a task or activity for its own sake, such as enjoyment, satisfaction, or a sense of accomplishment. Extrinsic rewards come from outside sources, such as money, prizes, or recognition. Motivational rewards and physiological rewards are not commonly used terms in this context.

Question 11

Which of the following is composed of the initiation of effort,direction of effort,and persistence of effort?

Accepted Answer

The initiation of effort, direction of effort, and persistence of effort together define motivation, which is the driving force behind an individual's behavior or action. Compliance refers to following rules or orders, self-management refers to managing one's own behavior or actions, and performance refers to the actual execution of a task.

Question 12

Which of the following is a function of motivation multiplied by ability multiplied by situational constraints?

Accepted Answer

Job performance is the function of motivation multiplied by ability multiplied by situational constraints. This formula is known as the Performance Equation, and it suggests that job performance depends not only on the employee's motivation and ability but also on the situational constraints that may hinder or facilitate their performance.

Question 13

What are the three needs identified in McClelland's Learned Needs Theory?

Accepted Answer

McClelland's Learned Needs Theory identifies three primary needs: power, achievement, and affiliation. Power is the desire to influence and control others, achievement is the desire for success and accomplishment, and affiliation is the desire for social connection and approval.

Question 14

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

Accepted Answer

Intrinsic rewards are internal and usually come from within an individual. Sense of achievement is a perfect example of intrinsic reward as it comes from one's sense of accomplishment or satisfaction after completing a task. A bonus, contest prize, or trophy, on the other hand, are extrinsic rewards since they are external and come from outside an individual.

Question 15

Stephen has a young family and is happy to have a stable job. However,he finds that his pay is not keeping up with increasing expenses at home. There does not seem to be opportunities for him to earn more. What will the inability to cover expenses create in Stephen?

Accepted Answer

The inability to cover expenses will likely create tension for Stephen as he struggles to manage his household finances and provide for his family. This could lead to stress and strain on his relationships and overall well-being.

Question 16

A law firm in Montreal,Delegatus Legal Services,ensures all its team members,regardless of their education,are treated equally. This helps the firm recruit talent that might not otherwise seek them out. Which type of reward is Delegatus using?

Accepted Answer

Delegatus is using intrinsic rewards by creating a work environment where all team members are treated equally, regardless of their education. This type of reward is related to an individual's internal satisfaction and motivation, rather than external factors like salary or benefits. It helps to attract and retain talent who value a fair and supportive workplace culture.

Question 17

What type of function is job performance with respect to motivation,ability,and situational constraints?

Accepted Answer

Job performance is likely to be multiplicative, as it depends on the interaction between motivation, ability, and situational constraints. When any one of these factors is low, job performance is likely to suffer. Additionally, the impact of each factor is likely to be multiplicative, meaning that a high level of motivation alone may not lead to high job performance if ability or situational constraints are lacking.

Question 18

Candice is surprised that her production team is not performing at a higher level. While the company imposed a pay freeze,Candice thought that creating some additional social events would result in higher output. What does this reveal about needs?

Accepted Answer

This situation reveals that Candice's assumption that creating social events would motivate her production team indicates a focus on higher order needs, such as social belonging and esteem. However, the lack of improvement in output shows that lower order needs, such as salary, benefits, and working conditions, may still be unsatisfied and inhibiting motivation. This aligns with Maslow's hierarchy of needs, which suggests that lower order needs must be satisfied before higher order needs become motivators. Therefore, choice D is the best answer.

Question 19

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 the text,which statement about needs should be correct?

Accepted Answer

The correct answer is based on the understanding that motivation is closely linked to individual needs. Asa and Ruby have different personal situations (Asa is married with children and a new house, while Ruby is single with a new Lexus), suggesting they have different needs. Therefore, how effectively their employer motivates them would depend on recognizing and addressing these individual needs.

Question 20

Marketers often appeal to consumers' needs as defined by Maslow's hierarchy. Schlage,a lock manufacturer,shows how much protection its locks provide. Clorox developed several types of wipes to eliminate concerns about infectious germs. Which of Maslow's needs are both marketers appealing to?

Accepted Answer

Both Schlage and Clorox are appealing to the safety needs of consumers, which fall under the second level of Maslow's hierarchy. Safety needs include physical safety, security, and protection from harm.

Quiz 12: Motivation