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Indicate whether the statement is true or false.
1. Gritty people are more inclined to be motivated by instant gratification.
a. True
b. False
2. Job enlargement is an attempt to give an employee more responsibilities or to encourage an employee to learn new
skills.
a. True
b. False
3. It is easy to identify a person’s motives because they are clearly reflected in that person’s behavior.
a. True
b. False
4. According to goal-setting theory, goals should be specific, be difficult to achieve, and require sustained effort.
a. True
b. False
5. Training and education constitute one of several contemporary employee motivation strategies employed by successful
organizations.
a. True
b. False
6. A theory X manager would seek worker involvement in decision making at all levels within an organization.
a. True
b. False
7. Bakers at Sugar Shack are allowed to occasionally experiment with the business kitchen’s ingredients and come up with
new baked treats to sell. This is an example of intrapreneurship.
a. True
b. False
8. Curiosity, vengeance, romance, eating, and tranquility are all examples of the basic desires in the Reiss Profile.
a. True
b. False
9. If a need is already satisfied, an individual cannot usually be motivated by that need.
a. True
b. False
10. Social relationships, working conditions, and organizational policies and administration are all examples of Herzberg’s
motivational factors.
a. True
b. False
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11. An individual’s need to have friends and family as well as good relations with coworkers parallels the safety and
security need level in Maslow’s Hierarchy.
a. True
b. False
12. Theory Y managers are more likely than theory X managers to use empowerment as a motivational technique.
a. True
b. False
13. The expectancy theory supports the idea that individuals with low self-efficacy are more likely to give up or
underperform.
a. True
b. False
14. A factory worker who attaches a wheel one week and then inspects the wheel the next week is participating in job
rotation.
a. True
b. False
15. Motives are consistent throughout life, in that what motivates an individual at one point in life will still motivate him
or her later in life.
a. True
b. False
16. Employees who work for theory X managers are more motivated and likely to exceed their expectations.
a. True
b. False
17. In general, money is a more effective motivational tool for Generation Y workers than Mature or Baby Boomer
workers.
a. True
b. False
18. Members of the Baby Boomer generation often want to build a portable career and require frequent comments on how
they are doing.
a. True
b. False
19. Without motivated workers, most companies will not succeed.
a. True
b. False
20. Emotional, social, and physiological factors all contribute to an individual’s sources of motivation.
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a. True
b. False
Indicate the answer choice that best completes the statement or answers the question.
Case 7.1
Antonio has a number of employees who report to him. He has been considering how to motivate these employees to
higher levels of performance and productivity. Antonio believes that most people are motivated by the satisfaction they
receive from doing their jobs. He thinks that workers have a personal need to do well on the job. Another manager,
Dexter, argues that while Antonio may be right, it is important to offer financial incentives. Dexter believes that workers
don’t really want to come to work and that managers therefore have to provide a “carrot” to ensure quality and
productivity. Part of his evidence is that employees keep complaining about pay, working conditions, and benefits even
though the company pays well above average for the industry and the area. Several days after this conversation, both
Dexter and Antonio attend a workshop on employee motivation that explains Herzberg’s motivation-maintenance theory.
21. Refer to Case 7.1. During the workshop, Dexter learns that he has misunderstood why the employees are complaining
about pay, working conditions, etc. The real reason, according to Herzberg’s theory, is that they lack
a. maintenance factors.
b. satisfaction of basic security and safety needs.
c. the feeling of being part of a “corporate” family.
d. motivational factors.
22. Refer to Case 7.1. Dexter’s approach to motivation would fit into which category according to Herzberg’s theory of
motivation?
a. Motivational factors
b. Maintenance factors
c. Self-actualization factors
d. Motivation through incentives
23. Which of the following contemporary motivational strategies recognizes the power of intrinsic rewards?
a. Job enrichment
b. Entrepreneurial incentives
c. Financial incentives
d. Piecework
24. Maslow’s hierarchy of needs has been doubted by some researchers because
a. it is not always well supported by results of clinical tests.
b. self-actualization involves external motivations.
c. satisfied needs are still likely to motivate individuals.
d. his theory cannot be related to the business world.
25. Steven Reiss, professor of psychology and psychiatry at The Ohio State University, identified sixteen basic desires. In
order to be happy, it is necessary to
a. determine which two do not fit your personality.
b. satisfy the majority.
c. satisfy only the five or six that are most important to you.
d. satisfy all of them.
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26. If a manager gives employees better working conditions and pay and opportunities for social networking, the manager
is using only ____ to motivate the workers.
a. social needs
b. motivational factors
c. security needs
d. maintenance factors
27. A self-fulfilling prophecy is an example of which motivational theory?
a. Herzberg’s motivation-maintenance theory
b. Expectancy theory
c. Goal-setting theory
d. Maslow’s hierarchy of needs
Case 7.1
Antonio has a number of employees who report to him. He has been considering how to motivate these employees to
higher levels of performance and productivity. Antonio believes that most people are motivated by the satisfaction they
receive from doing their jobs. He thinks that workers have a personal need to do well on the job. Another manager,
Dexter, argues that while Antonio may be right, it is important to offer financial incentives. Dexter believes that workers
don’t really want to come to work and that managers therefore have to provide a “carrot” to ensure quality and
productivity. Part of his evidence is that employees keep complaining about pay, working conditions, and benefits even
though the company pays well above average for the industry and the area. Several days after this conversation, both
Dexter and Antonio attend a workshop on employee motivation that explains Herzberg’s motivation-maintenance theory.
28. Refer to Case 7.1. Antonio’s approach to motivation will probably lead him to emphasize which level of Maslow’s
hierarchy of needs?
a. Belonging needs
b. Esteem needs
c. Physiological needs
d. Security needs
29. Growing up, Omar learned a deep appreciation for the environment from his father, who was a forest ranger in a state
park. Today he is an environmental engineer, designing wastewater treatment systems. Work for Omar is largely driven
by which factor?
a. physiological
b. cognitive
c. social
d. emotional
30. John is a customer service employee at a small bakery. He notices a customer deliberating the chocolate chip or sugar
cookies. In his head, John hears his boss: “I trust your judgment; do what it takes to delight the customer.” With that in
mind, John offers the customer a sample of each cookie. John’s boss uses ____ as a motivational tool.
a. incentives
b. job design
c. training and education
d. empowerment
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31. Evaluate: McGregor’s theory X/theory Y is most
a. like the expectancy theory because workers often perform to their managers’ pessimistic or optimistic
expectations.
b. unlike the expectancy theory because workers are usually motivated to prove theory X managers wrong by
exceeding their pessimistic expectations.
c. like Herzberg’s motivation-maintenance theory because theory X managers discover that maintenance factors
such as pay incentives are most effective at motivating workers.
d. unlike the goal-setting theory because workers and managers in a theory Y environment do not implement goals.
32. Kyoko wants to consider the safety and security needs of her employees. Which of the following organizational
conditions would help meet those needs?
a. A pension plan
b. A seniority system of job assignment
c. A company benefits plan
d. All of these
33. The goals with the greatest capacity to motivate a worker are the goals that are
a. impossible to achieve and thus serve as an unattainable ideal.
b. simple to accomplish and thus provide evidence of sustained success.
c. challenging but not impossible to achieve.
d. stated in general terms to provide flexibility.
34. Herzberg’s motivational factors parallel, to some degree, which of the needs in Maslow’s theory?
a. Self-actualization needs only
b. Self-actualization and esteem needs
c. Social and safety and security needs
d. Herzberg’s motivational factors parallel all needs in Maslow’s hierarchy.
Case 7.1
Antonio has a number of employees who report to him. He has been considering how to motivate these employees to
higher levels of performance and productivity. Antonio believes that most people are motivated by the satisfaction they
receive from doing their jobs. He thinks that workers have a personal need to do well on the job. Another manager,
Dexter, argues that while Antonio may be right, it is important to offer financial incentives. Dexter believes that workers
don’t really want to come to work and that managers therefore have to provide a “carrot” to ensure quality and
productivity. Part of his evidence is that employees keep complaining about pay, working conditions, and benefits even
though the company pays well above average for the industry and the area. Several days after this conversation, both
Dexter and Antonio attend a workshop on employee motivation that explains Herzberg’s motivation-maintenance theory.
35. Refer to Case 7.1. Dexter’s theory of motivation prior to the workshop most closely matches which of the following
theories?
a. Motivational factors in Herzberg’s theory
b. Self-motivations controlling your expectations
c. Maslow’s safety needs
d. McGregor’s theory X
36. Intrapreneurship is an example of motivation through
a. solicitation of employees’ ideas.
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b. employees’ personal growth.
c. job design.
d. goal-setting.
37. Maslow’s hierarchy of needs is based on several assumptions, one of which is that
a. both unsatisfied and satisfied needs can motivate behavior.
b. people seek to satisfy higher-level needs before more basic needs.
c. people have a primary need that requires a measure of satisfaction above all.
d. only unsatisfied needs motivate behavior.
38. Robert works at a concert hall. To keep his job interesting, he alternates his time among the ticket counter, security,
and the refreshments counter. This is an example of
a. job enrichment.
b. job rotation.
c. job expansion.
d. job enlargement.
39. Under Herzberg’s theory of motivation, opportunities for recognition, advancement, or more responsibility are
considered
a. ego boosters.
b. motivational factors.
c. maintenance factors.
d. unnecessary.
40. The opening vignette in Chapter 6 highlighted several people who accomplished very challenging tasks. Based on
Daniel Pink’s theory, which of these needs motivated them?
a. mastery and purpose
b. self-actualization
c. autonomy and esteem
d. belongingness
Case 7.1
Antonio has a number of employees who report to him. He has been considering how to motivate these employees to
higher levels of performance and productivity. Antonio believes that most people are motivated by the satisfaction they
receive from doing their jobs. He thinks that workers have a personal need to do well on the job. Another manager,
Dexter, argues that while Antonio may be right, it is important to offer financial incentives. Dexter believes that workers
don’t really want to come to work and that managers therefore have to provide a “carrot” to ensure quality and
productivity. Part of his evidence is that employees keep complaining about pay, working conditions, and benefits even
though the company pays well above average for the industry and the area. Several days after this conversation, both
Dexter and Antonio attend a workshop on employee motivation that explains Herzberg’s motivation-maintenance theory.
41. Refer to Case 7.1. Antonio’s personal theory of motivation is
a. based on theory X thinking.
b. built on external motivations.
c. focused on intrinsic rewards.
d. most closely related to a “hierarchy of needs approach.”
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42. Joshua can barely make it out of bed in the morning. His job is terrible and makes the day seem very long. He feels
anonymous and irrelevant at work. Research shows that he is probably justified in blaming
a. himself for not quitting and looking for another job.
b. the lack of maintenance factors.
c. intrapreneurship.
d. his direct manager.
43. Individuals who are strongly self-motivated usually
a. stick with endeavors that feel comfortable.
b. neglect to nurture their personal lives.
c. take on challenges that require hard work and persistence.
d. patiently let dilemmas naturally resolve themselves.
44. The Small Company offers excellent pay, provides lunch for employees, and organizes many social events to
encourage group interaction. According to Maslow’s Hierarchy of Needs, which level has to be addressed next?
a. Safety and security
b. Social or belongingness
c. Esteem
d. Self-actualization
45. Understanding what motivates anyone is not easy because each individual has different
a. values, attitudes, and needs.
b. career paths.
c. employers.
d. obligations.
Enter the appropriate word(s) to complete the statement.
46. The more meaningful and fulfilling individuals find their work to be, the less likely they are to require
____________________ motivation.
47. An individual who works hard and exhibits determination demonstrates the quality of ____________________.
48. Organizations that trust their customer service personnel to do what it takes, within the reasonable scope of policies, to
make and keep happy, loyal customers utilize the motivational strategy of ____________________.
49. Jim’s company gives individual employees as much responsibility and autonomy on the job as possible. As people
move “up the ladder,” the size of their offices increases and the quality of their office furniture improves. Pay levels are
status symbols. Jim’s company is focusing on the ____________________ level of Maslow’s hierarchy of needs.
50. Critics of ___________ theory say he doesn’t recognize the fact that some people may prefer routine jobs and a
regular pay check to recognition and increased responsibility.
51. Donna was once only responsible for grant research; now, she has more responsibilities, including writing and
reporting on grants. This type of job design is an example of ____________________.
52. The specific premise within the expectancy theory that connects your expectations of yourself and your resulting
behavior is called a(n) ____________________.
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53. ____________________ is the set of influences that account for the initiation, direction, intensity, and persistence of
behavior. It is the reason people do what they do.
54. Many people do not achieve their full potential because they are afraid to venture outside their
____________________.
55. According to Frederick Herzberg, ____________________ represent the basic things people consider essential to any
job, such as salaries, supervision, and working conditions.
56. Imagine that you manage Generation X and Y workers. Compare the motivational factors that are meaningful to them
and suggest how you will motivate them.
57. Explain the difference between “theory X” and “theory Y” views of human behavior. Then, evaluate: Do you believe
one management theory is always more effective than the other? Why or why not?
58. Identify the five levels in Maslow’s hierarchy of needs and briefly explain the ways to satisfy these needs in the
workplace.
59. Identify a person you know who demonstrates grit. Analyze the person’s characteristics and behaviors that make you
confident that he or she is truly “gritty.”
60. Compare Maslow’s hierarchy of needs theory with Herzberg’s motivation-maintenance theory. Include examples.
61. How would you define motivation, and what are its characteristics?
62. Identify the four ways in which goals tend to motivate people and illustrate them using a real-life example of or
hypothetical story about a person achieving a goal.
63. Create an action plan for reaching one of your goals that addresses all principles of the goal-setting theory.
64. Imagine that you are starting your own business and will be hiring three employees. State the nature of your business
and specifically describe how you will motivate your employees through all six contemporary motivational strategies.
65. Identify the five most influential theories of motivation outlined in the text. Compare and contrast their strengths
and/or weaknesses.
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Answer Key
1. False
2. True
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52. Easy
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64. Answers should include 1) job design, 2) incentives. 3) solicitation of employee’s ideas and solutions, 4) learning
opportunities, 5) empowerment, and 6) others’ expectations.