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59. Operant conditioning is another name for ______.
a. equity theory
b. expectancy theory
c. goal-setting theory
d. reinforcement theory
60. The four types of reinforcement are ______.
a. valence, coercive, neutral, and inconsistent
b. reward, negative, absolute, and indirect
c. positive, avoidance, punishment, and extinction
d. direct, negative, punishment, and indirect
61. How many of the four types of reinforcement encourage desirable behavior?
a. one
b. two
c. three
d. four
62. When training employees, which form of reinforcement generally works better than
punishment?
a. positive
b. avoidance
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c. negative
d. extinction
63. How does positive reinforcement become extinction?
a. positive reinforcement cannot become extinction
b. when a desirable action is not rewarded
c. when the reward loses its value
d. when a third party receives an unforeseen negative consequence
64. Avoidance reinforcement can also be called ______.
a. non-repetitive reinforcement
b. coercive reinforcement
c. negative reinforcement
d. positive reinforcement
65. Sally always drives with her seat belt on. She knows that if she does not wear it, she
will be pulled over. This is an example of ______.
a. positive reinforcement
b. avoidance reinforcement
c. punishment reinforcement
d. extinction reinforcement
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66. The two schedules of reinforcement are ______.
a. continuous and discontinuous
b. steady and intermittent
c. steady and discontinuous
d. continuous and intermittent
67. What are the two types of schedules that one can have with intermittent
reinforcement?
a. interval and output
b. interval and ratio
c. chronological and output
d. chronological and ratio
68. When the reinforcement is based on the passage of time, it is ______.
a. chronological
b. ratio
c. interval
d. intermittent
69. When reinforcement is based on output, it is ______.
a. interval
b. intermittent
c. quantitative
d. ratio
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70. Jim is a manager at a local retail store. Currently, his employees receive pay checks
weekly. Jim is thinking about changing this to biweekly pay checks and incorporating
quarterly bonuses based on individual employee sales totals. If he proceeds, Jim would
be making what kind of changes?
a. continuing fixed interval schedule and starting fixed ratio schedule
b. stopping fixed interval schedule and starting fixed ratio schedule
c. continuing fixed interval schedule and starting variable ratio schedule
d. stopping variable interval schedule and starting fixed ratio schedule
71. Julietta has recently started a new position as an attorney at a busy immigration law
firm. During her first few weeks, Julietta’s senior partner sent her an e-mail
congratulating her on each person she helped to achieve citizenship. Which type of
reinforcement would best describe the e-mail?
a. positive
b. negative
c. avoidance
d. extinction
72. Content motivation theories answer which question?
a. How do employees choose behavior to fulfill their needs?
b. What needs do employees have that should be met on the job?
c. What can managers do to get employees to behave in ways that meet the
organizational objectives?
d. What can employees do to improve the company?
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73. Process motivation theories answer which question?
a. How do employees choose behavior to fulfill their needs?
b. What needs do employees have that should be met on the job?
c. What can managers do to get employees to behave in ways that meet the
organizational objectives?
d. What can employees do to improve the company?
74. Reinforcement theory answers which question?
a. How do employees choose behavior to fulfill their needs?
b. What needs do employees have that should be met on the job?
c. What can managers do to get employees to behave in ways that meet the
organizational objectives?
d. What can employees do to improve the company?
75. Which of the motivation theories splits the fifth step of the motivation process into
two separate continuums?
a. ERG theory
b. two-factor theory
c. equity theory
d. acquired needs theory
76. Each of the following is a pay for performance approach, EXCEPT ______.
a. flexible spending accounts
b. bonuses
c. profit sharing
d. stock options
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77. Characterizing a person as a certain type of person in order to encourage them to
behave in a desired manner is called ______.
a. multicasting
b. typecasting
c. altercasting
d. simucasting
78. Gaining influence over a person by paying them a compliment is called ______.
a. inception
b. ingratiation
c. integration
d. implication
79. When giving an employee praise, where should you start?
a. Encourage repeat performance.
b. Tell the employee how the organization benefits from their behavior.
c. Stop for a moment of silence.
d. Tell the employee what they did correctly.
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80. During which step of the giving praise process should you stop for a moment of
silence?
a. step 1
b. step 2
c. step 3
d. step 4
81. During which step of the giving praise process should you tell the employee why the
behavior is important?
a. step 1
b. step 2
c. step 3
d. step 4
82. In which country is McClelland’s need for achievement more predominant than
elsewhere?
a. Norway
b. Sweden
c. United States
d. Greece
83. All the following are individualistic societies, EXCEPT ______.
a. Singapore
b. Great Britain
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c. Canada
d. Australia
84. ______ intelligence includes cognitive, motivational, and behavioral dimensions of
multicultural competence.
a. Worldly
b. Global
c. Cultural
d. Societal
85. Compared to other motivation theories, ______ holds up fairly well cross-culturally
because it is flexible.
a. expectancy theory
b. ERG theory
c. two-factor theory
d. acquired needs theory
True/False
1. Henry Ford once said, “If you believe you can or believe you can’t, you are right.”
This quote is an illustration of the self-fulfilling prophecy.
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2. Motivation is the need to achieve organizational objectives.
3. The motivation process is a feedback loop.
4. There is no single universally accepted theory of how to motivate people.
5. Content motivation theories focus on understanding how employees choose
behaviors to fulfill their needs.
6. According to Maslow, needs are arranged in a hierarchical order.
7. Equity theory proposes that achievable but difficult goals motivate employees.
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8. Process motivation theories focus on understanding how employees choose
behaviors to fulfill their needs.
9. When motivating teams, it is important to focus on motivating the team as a whole,
rather than trying to motivate individual team members.
10. When motivating with goal-setting theory, simply tell employees to do their best.
11. When motivating with goal-setting theory, goals must be difficult, but achievable.
12. Expectancy theory is based on the following formula: motivation = expectancy x
instrumentality x valence.
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AACSB Standard: Group and individual behaviors
13. A shady individual on the street offers you a million dollars if you can tell him what
day of the week it is. You know the answer, and would certainly have use for a million
dollars, yet your motivation to respond is still low. According to expectancy theory, this
suggests a problem with instrumentality.
14. Failing to reward desirable behavior can result in social loafing in teams.
15. Imposing a monetary fine on an employee is never a proper course of action.
16. Setting clear and effective objectives is one of the guidelines for motivating
employees using reinforcements.
17. To be self-motivated, you need to have a positive attitude about yourself and your
job.
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18. With two-factor theory, maintenance needs are primarily met non-financially and
motivators are met financially.
19. Both praise and criticism work equally well in motivating employees.
20. The giving praise model is a five-step process that begins with telling the employee
what they did correctly and ends with encouraging repeat performance.
21. Collective societies include Japan, Mexico, Singapore, and Venezuela.
Essay
1. Explain the performance formula and how to use it.
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2. Imagine you are studying for an exam. Give an example, using the performance
formula, of a situation in which your final score on the exam (your performance) is low
due to a problem with resources. Be sure to address all three factors of the performance
formula in your answer.
3. State the major differences among content, process, and reinforcement theories.
4. Discuss the major similarities and differences among the four content motivation
theories.
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5. Explain how to go about motivating employees using acquired needs theory.
6. Discuss the major similarities and differences among the three process motivation
theories.
7. Imagine you are a runner and have been challenged to run a race in which the winner
is awarded a cash prize. Give an example, using the concepts of expectancy theory, of
a situation in which your motivation would be lower due to problems with valence.
Instructor Resource
Lussier, Management Fundamentals 8e
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8. Imagine that you are a runner and have been challenged to run a race in which the
winner is awarded a cash prize. Give an example, using the concepts of expectancy
theory, of a situation in which your motivation would be lower due to problems with
expectancy.
9. What are the four keys to motivating employees with expectancy theory successfully?
10. Explain the four types of reinforcement.
11. List and explain the four possible intermittent reinforcement schedules.
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12. Discuss how each of the content motivation theories uses reward and recognition.
13. Sandro is one of your newer salespeople. This morning, you observed him patiently
explaining to a customer that the product she came in to purchase was not her best
option and that she would actually be better off with one of your company’s other
products, which was less expensive. List the steps of the giving praise model and,
where appropriate, include exactly what you would say to Sandro as you praise him.