Fundamentals of Management, 10e (Robbins)
Chapter 11 Motivating and Rewarding Employees
1) Motivation is NOT ________.
A) a permanent personal trait
B) a process that leads to a goal
C) something that varies from situation to situation
D) something that requires a direction
2) Which element of motivation is a measure of intensity or drive?
A) direction
B) energy
C) persistence
D) achievement
3) The direction of an individual’s motivation can be channeled to benefit ________.
A) only an organization
B) both individuals and/or organizations
C) only an individual
D) an individual’s family only
4) Motivation is a process that leads to a goal.
5) Motivation is a drive that some people have and others don’t have.
6) The three key elements in the definition of motivation are energy, direction, and achievement.
7) Persistence is the amount of drive and intensity a person applies to a task.
8) A single individual can have high motivation in one situation and low motivation in another.
9) Most U.S. employees are excited about their jobs.
10) About ________ of managers surveyed feel they do a good job of motivating their
employees.
A) one-quarter
B) one-half
C) a little over half
D) three-quarters
11) Maslow’s theory is a hierarchy because ________.
A) all needs are equal
B) all needs are important
C) needs are satisfied sequentially
D) needs are never truly satisfied
12) Maslow sees food as being on the same level of need as which of the following?
A) sex
B) companionship
C) self-esteem
D) personal safety
13) According to Maslow, a person stranded on a desert island would ________ before he or she
worried about making weapons.
A) look for other people
B) build a house
C) start a family
D) establish his or her status on the island
14) An individual who wants to buy a home in a neighborhood with a low crime rate is satisfying
which need?
A) esteem
B) safety
C) physiological
D) self-actualization
15) Maslow argued that once a need is substantially satisfied, ________.
A) the next need becomes dominant
B) individuals no longer require that need
C) that need continues to be the primary motivation of an individual
D) it becomes a higher-order need
16) Maslow believes that higher-order needs ________.
A) are satisfied externally
B) are satisfied first
C) are satisfied internally
D) are satisfied most often
17) The key to motivation, according to Maslow, is to identify ________.
A) higher-order needs first
B) a person’s level in the needs hierarchy
C) lower-order needs last
D) a person’s most important level in the needs hierarchy
18) Maslow’s hierarchical model ________.
A) has been validated by a number of studies
B) has never been validated by studies
C) has been validated by empirical studies
D) has been invalidated by intuitive means
19) The highest order need in Maslow’s hierarchy is ________.
A) social esteem
B) social needs
C) self-monitoring
D) self-actualization
20) Which of the following is a lower-order need in Maslow’s hierarchy?
A) love
B) self-worth
C) independence
D) personal safety
21) ________ assumes that employees have little ambition, dislike work, and avoid
responsibility.
A) Theory Y
B) Theory X
C) Self-actualization Need Theory
D) Belongingness Need Theory
22) Theory Y assumes that people inherently ________.
A) are driven by fear
B) are unhappy
C) want to control their own destiny
D) don’t trust one another
23) Theory X assumes that people work hard when they ________.
A) are closely controlled
B) enjoy a sense of accomplishment
C) are not compensated
D) experience a sense of fairness
24) A manager with a Theory X view of human nature would ________.
A) be unlikely to allow workers to work independently
B) be likely to let workers coordinate their work
C) allow workers to monitor themselves
D) trust his or her workers
25) A manager with a Theory Y view of human nature would be likely ________.
A) not to try to inspire his or her workers
B) to try to challenge his or her workers
C) to try to intimidate his or her workers
D) to monitor his or her workers closely
26) Workers with a Theory X point of view would be most likely to respond to ________.
A) kindness
B) a hands-off approach
C) fear of losing their job
D) freedom to modify their job
27) Workers with a Theory Y point of view would be likely to ________.
A) just want to collect a paycheck
B) love their job more than the money they make
C) avoid work unless rewards were high
D) avoid responsibility for their actions
28) According to Herzberg, which kinds of characteristics are most closely associated with job
dissatisfaction?
A) intrinsic things that come from within themselves
B) extrinsic things that come from the outside
C) lack of advancement
D) the goals of the job
29) According to Herzberg’s Motivation-Hygiene theory, ________ are associated with job
satisfaction.
A) rewards
B) punishments
C) hygiene factors
D) motivators
30) According to Herzberg, which of the following is considered a motivator?
A) pay
B) working conditions
C) hygiene factors
D) responsibility
31) According to Herzberg, favorable hygiene factors can cause an employee to feel ________.
A) satisfied
B) not dissatisfied
C) dissatisfied
D) indifferent
32) According to Herzberg, the opposite of the state of being satisfied is ________.
A) the opposite of dissatisfied
B) not satisfied
C) an extrinsic factor
D) the opposite of intrinsic
33) According to Herzberg, when an extremely dissatisfied employee gets an improved salary
and working conditions, he or she ________.
A) becomes more motivated and more satisfied
B) becomes less motivated and less satisfied
C) becomes more dissatisfied, and his or her motivation increases
D) becomes less dissatisfied, and his or her motivation is unaffected
34) According to Herzberg, what controls satisfaction and motivation?
A) intrinsic factors
B) extrinsic factors
C) both intrinsic and extrinsic factors
D) extrinsic and security factors
35) According to Herzberg, hygiene factors ________.
A) help people avoid infections
B) control motivation but not satisfaction
C) control dissatisfaction but not satisfaction
D) control motivation and satisfaction
36) According to Herzberg, in order to provide employees with job satisfaction, managers should
concentrate on ________.
A) salary and status
B) working conditions
C) achievement and recognition
D) security
37) Which of the following holds that intrinsic factors are related to job satisfaction and extrinsic
factors are related to job dissatisfaction?
A) Maslow’s hierarchy of needs
B) McGregor’s Theory X and Theory Y
C) Vroom’s expectancy theory
D) Herzberg’s motivation-hygiene theory
38) Herzberg has had the greatest influence on which of the following?
A) employee pay scales
B) work conditions
C) how managers design jobs
D) labor-management relations
39) Which of the following is true of the three early theories of motivation?
A) Maslow focuses on job satisfaction.
B) McGregor focuses on the basic needs of the individual.
C) Both McGregor and Herzberg focus on human nature.
D) McGregor focuses on positive and negative assumptions about human nature.
40) Which of the following is true of the three early theories of motivation?
A) Herzberg focuses on job satisfaction.
B) McGregor does not address motivation.
C) Maslow focuses on job satisfaction.
D) Herzberg focuses on needs.
41) Which of the following was directly influenced by Herzberg’s two-factor theory?
A) Maslow’s hierarchy of needs
B) the job characteristics model
C) McClelland’s three-needs theory
D) expectancy theory
42) Which three needs are recognized in McClelland’s three-needs theory?
A) achievement, power, security
B) achievement, power, affiliation
C) power, comfort, stimulation
D) security, self-interest, affiliation
43) Which of the following suggests that humans have an innate desire for friendly and close
interpersonal relationships?
A) need for achievement
B) need for power
C) need for fulfillment
D) need for affiliation
44) You would expect a successful inventor of a new type of heart valve to have a high
________.
A) nAff
B) nPow
C) nAch
D) nFun
45) Why are individuals with a high nAch not the most successful managers?
A) They are concerned more about effectiveness than efficiency.
B) They are more focused on organizational goals than their own desires for promotion.
C) They focus too much on their own goals than the goals of others.
D) They can easily be distracted by trying to build a better mousetrap.
46) Successful managers tend to have this more than any other trait.
A) low nPow
B) high nPow
C) high nAch
D) high nAff
47) Successful managers tend to be better at ________.
A) doing their own work than helping others
B) identifying their own goals than identifying goals of subordinates
C) helping others achieve goals than achieving their own goals
D) accomplishing goals than identifying goals
48) McClelland’s need that has received the most attention and research is the ________.
A) need for achievement
B) need for power
C) need for recognition
D) need for affiliation
Application of Early Theories of Motivation (Scenario)
Three managers work at the Pabco Company. Aaron really “cracks the whip” on his employees
and firmly believes in strict controls and punishment for those employees who do not perform to
company expectations.
Zach has very few controls and believes that as long as people know what their objectives are,
they will exercise self-control and self-direction.
Susan has been trying to improve working conditions and manager-employee relations to
increase the level of productivity in her department.
49) Zach is what type of manager?
A) Theory X-oriented
B) Theory Y-oriented
C) dictatorial
D) autocratic
50) Susan was trying to use what type of Herzberg factors to increase productivity?
A) motivators
B) hygiene
C) social
D) esteem
51) Zach was using which type of Herzberg factors to increase productivity levels?
A) motivators
B) hygiene
C) social
D) esteem
52) Maslow’s hierarchy of needs proposes that all needs are sought after to an equal degree at all
times.
53) Maslow argued that each level in the needs hierarchy must be substantially satisfied before
the next becomes dominant.
54) Maslow contends that lower-order needs are satisfied internally and higher-order needs are
satisfied externally.
55) In Maslow’s system, a person takes care of social needs before worrying about personal
safety.
56) In Maslow’s view, the key to understanding motivation is to understand where in the
hierarchy of needs a person is located.
57) Maslow states that people can no longer be motivated by a given need if it is largely taken
care of.
58) Maslow’s empirical studies provided substantial proof of the validity of his hierarchical
model.
59) According to McGregor, managers should employ a Theory X style of management.
60) In McGregor’s theory of motivation, managers with a Theory Y view of life think people
need to be given the freedom to make their own choices.
61) McGregor holds the opinion that managers are less successful when they adopt a Theory Y
view of human nature.
62) Using fear as a motivator is a Theory X management style.
63) In Herzberg’s view, removing a factor of dissatisfaction makes a person more satisfied with
his or her job.