Question 1

Paul sets a goal of completing the design for a new display box for a major customer by the end of the week. He decides to reward himself by playing golf over the weekend if he is able to complete the project on time. This is an example of ________.

Accepted Answer

In self-reinforcement, people can control their own behavior by setting goals for themselves and then reinforcing themselves when they achieve the goals. Self-reinforcers are any desired or attractive outcomes that a person gives to himself or herself for good performance.

Question 2

Joey requested feedback from Michael, his manager, on his performance. Michael is delighted by Joey's attitude. In this context, Joey could be rated high on the need for ________.

Accepted Answer

People with a high need for achievement often set clear goals for themselves and like to receive performance feedback.

Question 3

The theory that describes how outcomes such as pay should be distributed in proportion to inputs is ________ theory.

Accepted Answer

According to equity theory, outcomes such as pay should be distributed in proportion to inputs (including performance levels).

Question 4

It is especially important that upper-level managers have a need for ________.

Accepted Answer

Research suggests that high needs for achievement and for power are assets for first-line and middle managers and that a high need for power is especially important for upper managers.

Question 5

A relatively permanent change in a person's knowledge or behavior that results from practice or experience is known as ________.

Accepted Answer

Learning can be defined as a relatively permanent change in a person's knowledge or behavior that results from practice or experience.

Question 6

According to goal-setting theory, to stimulate high motivation and performance, goals must be ________.

Accepted Answer

Goal-setting theory suggests that to stimulate high motivation and performance, goals must be specific and difficult.

Question 7

John, a manager, strongly believes that rewarding an employee can cause motivation and at the same time, the employee's thoughts and beliefs about the work and the organization also influence the employee's learning and motivation. Which learning theory supports John's understanding of motivation?

Accepted Answer

Social learning theory proposes that motivation results not only from direct experience of rewards and punishments but also from a person's thoughts and beliefs.

Question 8

A subordinate changes his behavior from a dysfunctional to a functional one and his manager then removes an undesired outcome. This is known as ________.

Accepted Answer

Negative reinforcement can encourage members of an organization to perform desired or organizationally functional behaviors. Managers using negative reinforcement actually eliminate or remove undesired outcomes once the functional behavior is performed.

Question 9

Anything that an employee can give to himself or herself as a reward for "good" performance on the job is known as a(n) ________.

Accepted Answer

Self-reinforcers are any desired or attractive outcomes or rewards that people can give to themselves for good performance.

Question 10

A compensation plan that bases pay of an employee on his or her performance is called a(n) ________ plan.

Accepted Answer

Merit pay plan is a compensation plan that bases pay on performance.

Question 11

Establishing and maintaining good interpersonal relations and being liked are characteristics of individuals who can be rated high on the need for ________.

Accepted Answer

The need for affiliation is the extent to which an individual is concerned about establishing and maintaining good interpersonal relations, being liked, and having the people around him or her get along with each other.

Question 12

James, a production manager at a growing company, has mastered the processes and procedures of overall management of the ongoing production operations by walking around and watching other managers as they work. This is an example of ________.

Accepted Answer

Vicarious learning, often called observational learning, occurs when a person (the learner) becomes motivated to perform a behavior by watching another person (the model) perform the behavior and be positively reinforced for doing so.

Question 13

Austin was often late to work, despite his manager, Ben, warning him against it several times. As a last resort, Ben reduced Austin's salary in proportion to the hours he missed at work by being late. It turned out to be the right thing to do, as Austin was never late to work after the incident. This scenario is explained by ________.

Accepted Answer

Negative reinforcement can encourage members of an organization to perform desired or organizationally functional behaviors. Managers using negative reinforcement actually eliminate or remove undesired outcomes once the functional behavior is performed.

Question 14

A manager removes a positive reinforcement in order to change the behavior of a subordinate. This is called ________.

Accepted Answer

According to operant conditioning theory, all behavior is controlled or determined by its consequences; one way for managers to curtail the performance of dysfunctional behaviors is to eliminate whatever is reinforcing the behaviors. This process is called extinction.

Question 15

Maria, a middle manager, enjoys talking over work situations with Daniel, her subordinate, who is a first-line supervisor. However, she notices that Daniel frequently brings problems to her that he expects her to solve, rather than solving them himself. Since Daniel has been a supervisor for a significant length of time, he should be more independent in his actions. She stops acting interested in the problems Daniel brings to her and makes her responses brief. Maria is practicing ________.

Accepted Answer

According to operant conditioning theory, all behavior is controlled or determined by its consequences; one way for managers to curtail the performance of dysfunctional behaviors is to eliminate whatever is reinforcing the behaviors. This process is called extinction.

Question 16

Specific, difficult goals may be detrimental for ________.

Accepted Answer

When people are performing complicated and very challenging tasks that require them to focus on a considerable amount of learning, specific, difficult goals may actually impair performance. For work that is very creative and uncertain, specific, difficult goals may be detrimental.

Question 17

A subordinate performs a dysfunctional behavior, and her manager administers an undesired consequence to the subordinate. This is known as ________.

Accepted Answer

Punishment is administering an undesired or negative consequence to subordinates by managers when the subordinates perform dysfunctional behavior.

Question 18

An employee controls his or her own behavior without the need for outside control of that behavior by a manager. This is an example of ________.

Accepted Answer

In self-reinforcement, people can control their own behavior by setting goals for themselves and then reinforcing themselves when they achieve the goals.

Question 19

An individual's belief about his or her ability to perform a behavior successfully is called ________.

Accepted Answer

Self-efficacy is a person's belief about his or her ability to perform a behavior successfully.

Question 20

Observational learning is also known as ________.

Accepted Answer

Vicarious learning is often called observational learning.

Quiz 9: Motivation