Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
Chapter 11: Motivating for High Performance
1. The first step in the motivation process is ______.
a. need
b. behavior
c. dissatisfaction
d. satisfaction
2. What are the three parts of effort?
a. initiation of effort, motivation of effort, and direction of effort
b. motivation of effort, direction of effort, and process of effort
c. initiation of effort, direction of effort, and persistence of effort
d. initiation of effort, persistence of effort, and correction of effort
3. From a business perspective, motivation is ______.
a. the need to achieve organization objectives
b. the willingness to achieve organization objectives
c. the process of achieving organization objectives
d. the consequence of achieving organization objectives
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
4. What does initiation of effort refer to?
a. how much effort to exert
b. where to put the effort
c. how long effort will persist
d. what type of effort to engage in
5. Managers’ expectations of employees can impact the employees’ motivation. This is
called ______.
a. motivation process
b. Pygmalion effect
c. performance formula
d. leadership
6. Saad has been a manager at Revel Consulting for the past five years. As the
business has grown, Saad has taken on more and more responsibilities and is now at
the point where he is working on more than 10 projects every quarter. Saad’s
supervisor, Vance, wants Saad to hire two assistant managers to aid Saad in managing
projects; however, while Saad agrees that he is becoming overwhelmed, he fears that
additional employees will make completing the projects more difficult, which makes him
hesitant to agree with Vance’s plan. Saad appears to be stuck at which step of the
motivational process?
a. need
b. motive
c. satisfaction or dissatisfaction
d. feedback
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
7. Saad has been a manager at Revel Consulting for the past five years. As the
business has grown, Saad has taken on more and more responsibilities and is now at
the point where he is working on over 10 projects every quarter. Saad has asked his
supervisor, Vance, to hire two assistant managers to aid in completing the projects, but
Vance doesn’t agree that extra help is necessary at this point. Vance appears to be
stuck at which step of the motivational process?
a. need
b. motive
c. satisfaction or dissatisfaction
d. feedback
8. There is a special project division at Empire Consulting in which teams select which
projects the teams wants to pursue rather than simply being assigned a project by the
manager. At their monthly meeting, a team is trying to decide whether to take on a
project regarding infrastructure budgeting or one in which they focus on employee
performance levels companywide. Which part of motivational effort is primarily being
assessed in the meeting?
a. initiation of effort
b. direction of effort
c. persistence of effort
d. intensity of effort
9. The performance formula is ______.
a. performance = motivation + ability + resources
b. performance = effort x ability x resources
c. performance = motivation x ability x resources
d. performance = motivation x effort x talent
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
10. Your ability is ______.
a. what you are good at doing
b. what you like to do
c. what you decide to do
d. what you use to get things done
11. Which of the following is NOT a major class of motivation theory?
a. content motivation theories
b. internal motivation theories
c. process motivation theories
d. reinforcement theories
12. ______ focus on understanding how employees choose behaviors to fulfill their
needs.
a. Process motivation theories
b. Content motivation theories
c. Reinforcement theories
d. Internal motivation theories
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
5
13. ______ propose that the consequences of their behavior will motivate employees to
behave in predetermined ways.
a. Process motivation theories
b. Content motivation theories
c. Reinforcement theories
d. Internal motivation theories
14. Gerson has all the skills to be a great manager but he lacks the desire to be
anything more than a regular employee. Which factor contributes the most to Gerson’s
low performance?
a. motivation
b. ability
c. resources
d. skills
15. Hierarchy of needs theory is one of the ______.
a. process motivation theories
b. content motivation theories
c. reinforcement theories
d. internal motivation theories
16. Arshdeep is studying for his Principles of Management final when he asks himself,
“Why am I even doing this?” This is a problem with which component of performance?
a. motivation
b. ability
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
c. resources
d. skills
17. Sarah always spends two hours a day for a week preparing for an exam. Her friend,
Dinesh, only prepares for three hours the night before the exam and always has a grade
at least 8 points higher. In which component of performance might Dinesh be
considered stronger than Sarah?
a. motivation
b. ability
c. need
d. skills
18. Which of the following is NOT one of the five needs in the hierarchy of needs theory
of motivation?
a. social needs
b. safety needs
c. intrinsic needs
d. esteem needs
19. Clayton Alderfer agreed with Maslow that ______.
a. unsatisfied needs motivate individuals
b. people have five levels of needs
c. people’s needs are arranged in order of importance from basic to complex
d. people will not be motivated to satisfy a higher-level need unless the lower-level
needs have been satisfied
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
20. Jackson has a high need for achievement, as that need is described by acquired
needs theory. Which of the following actions by his boss is most likely to motivate
Jackson?
a. grant Jackson’s request to work from home when the weather is bad
b. give Jackson a significant raise to compensate for an increased cost of living
c. allow Jackson to work with a group of co-workers rather than working by himself
d. offer to help pay for Jackson’s continuing education to obtain a graduate degree
21. Jade has a high need for relatedness, as that need is described by ERG theory.
Which of the following actions by her boss is most likely to motivate Jade?
a. provide free lunch once a week
b. grant Jade’s request to stay with her current team rather than be transferred
c. give Jade an award and cash bonus for achieving the highest sales this quarter
d. promote Jade to a management position in Europe
22. Gina has a high need for existence, as that need is described by ERG theory. Which
of the following actions by her boss is most likely to motivate Gina?
a. invite Gina to the annual company picnic, even though she just started the job
b. praise Gina for the fantastic job she did handling a customer complaint
c. allow Gina to join the company’s medical insurance plan
d. assign Gina to a challenging assignment with lots of autonomy
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
23. The idea that employees are motivated by motivators rather than by maintenance
factors belongs to which motivational theory?
a. hierarchy of needs theory
b. ERG theory
c. two-factor theory
d. acquired needs theory
24. The maintenance factors of two-factor theory are also called ______.
a. basic motivators
b. low motivators
c. extrinsic motivators
d. intrinsic motivators
25. The motivators of two-factor theory are also called ______.
a. extrinsic motivators
b. intrinsic motivators
c. advanced motivators
d. high-level motivators
26. According to two-factor theory, which of the following would be considered a
maintenance factor?
a. human relations
b. recognition
c. growth
d. advancement
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Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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27. Boris has a high need for achievement, as that need is described by acquired needs
theory. Which of the following actions by his boss is most likely to motivate Boris?
a. ask him to take on several more customers in addition to those he already has
b. discuss strategies for him to increase his sales by 10% next month
c. request that he help Vivian complete her monthly report before next week
d. assign him a task that several other employees have failed to complete
28. Quinn has a high need for affiliation, as that need is described by acquired needs
theory. Which of the following actions by her boss is most likely to motivate Quinn?
a. promote her to manager over her co-workers
b. challenge her to bring in five new clients by the end of the week
c. request that she help mentor the new employees that were just hired
d. give her a project that will require her to work off-site for 1 month
29. Conrad has a high need for power, as that need is described by acquired needs
theory. Which of the following actions by his boss is most likely to motivate Conrad?
a. put him in charge of developing new office policies for all employees
b. ask him to join the social events committee that works together to plan parties
c. tell him, along with the rest of the staff, that they’ve done a good job this week
d. request that he attend a refresher training course at the local university
30. Job enrichment as a motivator is most closely related to which motivational theory?
a. hierarchy of needs
b. acquired needs theory
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
c. two-factor theory
d. reinforcement theory
31. Jamal wants to hire employees who have a strong desire to achieve high levels of
performance. He isn’t interested in employees with a high need for power over others or
relationships with others. Which of the following theories does Jamal’s worldview most
closely match?
a. hierarchy of needs theory
b. ERG theory
c. two-factor theory
d. acquired needs theory
32. The acquired needs theory is also known as the ______ needs theory.
a. learned
b. assumed
c. delegated
d. developed
33. Which theory proposes that motivating employees comes from their needs for
achievement, power, and affiliation?
a. hierarchy of needs theory
b. ERG theory
c. two-factor theory
d. acquired needs theory
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
11
34. Which theory holds that needs are based on personality and are developed and
learned as people interact with the environment?
a. acquired needs theory
b. hierarchy of needs theory
c. ERG theory
d. two-factor theory
35. In terms of acquired needs theory, managers tend to have ______.
a. high n Pow, high n Ach, high n Aff
b. high n Pow, high n Ach, low n Aff
c. high n Pow, low n Ach, high n Aff
d. high n Pow, low n Ach, low n Aff
36. Maslow’s physiological and safety needs fall under which needs category of the
ERG theory of motivation?
a. existence
b. relatedness
c. growth
d. ERG theory does not include physiological and safety needs.
37. Maslow’s physiological and safety needs fall under which needs category of the
acquired needs theory of motivation?
a. achievement
b. power
c. affiliation
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
d. Acquired needs theory does not include physiological and safety needs.
38. Each of the following needs from Maslow’s hierarchy of needs is considered to be a
maintenance factor under two-factor theory, EXCEPT ______.
a. safety
b. physiological
c. esteem
d. social
39. Which of the following is a way organizations satisfy safety needs, according to the
hierarchy of needs theory?
a. food
b. shelter
c. love
d. insurance
40. Lance started a new position last year but is having trouble fitting in. Though he
likes his job and is doing well at it, he has yet to really get to know his coworkers and is
starting to exhibit withdrawal behaviors. He finds himself missing his last job, where he
had developed many close relationships with his coworkers. For Lance, which element
of the hierarchy of needs is proving problematic?
a. esteem
b. social
c. self-actualization
d. safety
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
41. Due to increased competition, Yvonne’s company, Caramel Industries, has
announced that they will be making a workforce reduction. Yvonne recently bought a
house and is worried that she will be part of the reduction. For Yvonne, which element
of the hierarchy of needs is not being met?
a. social
b. esteem
c. self-actualization
d. safety
42. After working at Caramel Industries for 10 years, Blair has decided to return to
college to earn a master of science in management degree, which is something she’s
felt she was meant to do for some time now. For Blair, which element of the hierarchy of
needs explains her decision?
a. esteem
b. social
c. self-actualization
d. safety
43. ______ is a theory that proposes that employees are motivated when their
perceived inputs equal outputs.
a. Equity theory
b. Reinforcement theory
c. Goal-setting theory
d. Expectancy theory
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
44. Under equity theory, all of the following would be considered a possible input,
EXCEPT ______.
a. status
b. seniority
c. pay
d. intelligence
45. Under equity theory, all of the following would be considered a possible output,
EXCEPT ______.
a. effort
b. praise
c. recognition
d. benefits
46. In equity theory, the people we compare ourselves to are called ______.
a. referent individuals
b. relevant others
c. realistic comparators
d. reward contrasts
47. When motivating using equity theory, managers should be aware that it is based on
______.
a. values
b. beliefs
c. attitudes
d. perceptions
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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48. Instrumentality is part of the ______.
a. equity theory
b. reinforcement theory
c. goal-setting theory
d. expectancy theory
49. Roger wants to motivate his employees by offering each the reward they most value
for the accomplishment of a task they are confident they can complete. Which theory is
Roger applying?
a. equity theory
b. reinforcement theory
c. ERG theory
d. expectancy theory
50. Who created the formula for the expectancy theory?
a. B. F. Skinner
b. David McClelland
c. Victor Vroom
d. J. Stacy Adams
51. ______ refers to the perception of the relationship between performance and the
outcome.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
a. Expectancy
b. Equity
c. Instrumentality
d. Valence
52. ______ refers to the value a person places on the outcome of a situation.
a. Expectancy
b. Equity
c. Instrumentality
d. Valence
53. ______ refers to the person’s perception of his or her ability to accomplish an
objective.
a. Expectancy
b. Equity
c. Instrumentality
d. Valence
54. Process motivation theories focus on ______.
a. identifying and understanding employees’ needs
b. understanding how employees choose behaviors to fulfill their needs
c. understanding how consequences of employee behavior will motivate them to behave
in predetermined ways
d. understanding how employees learn their needs over time
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
AACSB Standard: Group and individual behaviors
55. The idea that achievable but difficult goals motivate employees is central to ______.
a. expectancy theory
b. goal-setting theory
c. ERG theory
d. equity theory
56. The most researched approach to work motivation is ______.
a. acquired needs theory
b. equity theory
c. goal-setting theory
d. reinforcement theory
57. Goal-setting theory was developed and validated by ______.
a. Adams and Skinner
b. Herzberg and Maslow
c. Vroom and McClelland
d. Locke and Latham
58. The ______ proposes that the consequences of employees’ behavior will motivate
employees to behave in predetermined ways.
a. equity theory
b. reinforcement theory
c. goal-setting theory
d. expectancy theory