Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
d) task
39. Research shows that goal-setting has downsides when:
a) managers and leaders set unrealistically high goals.
b) managers reward every goal accomplishment.
c) individuals are given feedback with respect to goal accomplishment.
d) individuals are expected to meet realistic goals over and over again.
40. Thorndike’s __________ states that behavior followed by pleasant consequences is likely to
be repeated, while behavior followed by unpleasant consequences is not.
a) law of effect
b) law of equity
c) goal-setting theory
d) expectancy theory
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
41. B.F. Skinner’s concept of __________ is the control of behavior by manipulating its
consequences.
a) expectancy
b) equity
c) acquired needs
d) operant conditioning
42. According to Skinner, __________ strengthens a behavior by making a desirable
consequence contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
43. According to Skinner, __________ strengthens a behavior by making the avoidance of an
undesirable consequence contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
44. According to Skinner, __________ discourages a behavior by making an unpleasant
consequence contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
45. According to Skinner, __________ discourages a behavior by making the removal of a
desirable consequence contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
46. People with a high need for power tend to:
a) behave in ways that have a clear impact on other people and events.
b) enjoy satisfying interpersonal relationships.
c) suffer when they are in control.
d) prefer jobs offering companionship.
47. To have _____________, people must perceive that their performance accomplishments will
be followed by desired work outcomes.
a) low instrumentalities
b) high instrumentalities
c) positive valences
d) low valences
48. To have _______, people must believe in their abilities and believe that if they try hard to do
something, they can perform it well.
a) high expectancies
b) high instrumentalities
c) positive valences
d) high valences
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
49. _______________ decreases the frequency of or eliminates an undesirable behavior by
making the removal of a pleasant consequence contingent on its occurrence.
a) Punishment
b) Reinforcement
c) Conditioning
d) Extinction
50. The ____________ delivers the reward only when desired behavior occurs.
a) law of immediate reinforcement
b) law of contingent reinforcement
c) law of positive reinforcement
d) law of negative reinforcement
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
True/False
51. Alderfer’s growth needs correspond to the lower-order needs in Maslow’s hierarchy.
52. The hygiene factors in the Herzberg model seem most associated with Maslow’s lower-order
needs and Alderfer’s existence and relatedness needs.
53. According to Herzberg’s two-factor theory, salary is a satisfier factor.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
54. The core characteristics model approaches job design with a focus on eight “core” job
characteristics.
55. McClelland identified acquired needs as the need for power, achievement, and self-
actualization.
56. Job design increases job content by adding work planning and evaluating duties normally
performed by a supervisor.
57. Vroom’s expectancy theory offers an approach to understand motivation with an equation:
Motivation = Expectancy Instrumentality Valence.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
58. To maximize valence, managers need to understand individual needs and try to tie work
outcomes to important sources of need satisfaction.
59. Skinner’s operant conditioning is based on manipulating the consequences of individual
behavior.
60. Negative reinforcement eliminates an undesirable behavior by making the removal of a
pleasant consequence contingent on its occurrence.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
61. The law of effect states that people will repeat behaviors that have pleasant outcomes and
will avoid behaviors that have unpleasant outcomes.
Fill-in
62. __________ accounts for the direction, level, and persistence of effort expended at work.
63. Unfulfilled desires that stimulate people to behave in ways that will satisfy them are called
__________.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
64. Alderfer’s ERG theory collapses __________ five needs into three.
65. The need for __________, as described by McClelland, is the desire to control, influence, or
be responsible for other people.
66. Herzberg suggests that one way to improve job content is to build more opportunities for
higher-order need satisfaction into jobs. This process is known as __________.
67. The degree to which a job requires a variety of different activities to carry out the work and
involves the use of a number of different skills and talents of the individual is referred to as
__________.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
68. According to the equity theory of motivation, it is the perceived __________ that motivate
our behaviors.
69. According to the expectancy theory of motivation, the value that an individual assigns to
work-related outcomes or possible rewards is called __________.
70. Locke’s basic premise in goal-setting theory is that __________ goals are motivational only
if the right goals are set in the right ways.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
71. In order for workers to accept and commit to accomplishing goals, Locke recommends
worker __________ in setting the goals.
72. According to Skinner’s reinforcement theory, the control of behavior by manipulating its
consequences is called __________.
73. __________ is positive reinforcement of successive approximations to the desired behavior.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
Essay
74. How might the tactics of operant conditioning be considered unethical?
75. Explain Alderfer’s ERG theory.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
76. Explain the core characteristics model.
77. What is Vroom’s expectancy equation? Explain the importance of the multiplication signs in
the equation.
Schermerhorn & Bachrach / Exploring Management, 5th Edition Test Bank
78. Distinguish between perceived negative inequity and perceived positive inequity.