52. How many of the four types of reinforcement encourage desirable behavior?
a.
One
b.
Two
c.
Three
d.
Four
53. When training employees, which form of reinforcement generally works better than
punishment?
a.
Positive
b.
Avoidance
c.
Negative
d.
Extinction
54. 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
55. Avoidance reinforcement can also be called?
a.
Nonrepetitive reinforcement
b.
Coercive reinforcement
c.
Negative reinforcement
d.
Positive reinforcement
56. 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
57. The two schedules of reinforcement are __________.
a.
continuous and discontinuous
b.
steady and intermittent
c.
steady and discontinuous
d.
continuous and intermittent
58. 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
59. When the reinforcement is based on the passage of time, it is called _____________.
a.
chronological
b.
ratio
c.
interval
d.
intermittent
60. When reinforcement is based on output, it is called _______________.
a.
interval
b.
intermittent
c.
quantitative
d.
ratio
61. 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
62. 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
63. 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?
64. 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?
65. 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?
66. 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
67. Each of the following is a pay for performance approach, except __________.
a.
flexible spending accounts
b.
bonuses
c.
profit sharing
d.
stock options
68. 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.
69. 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
70. 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
71. In which country is McClelland’s need for achievement more predominant than elsewhere?
a.
Norway
b.
Sweden
c.
United States
d.
Greece
72. All the following are individualistic societies, except ____________.
a.
Singapore
b.
Great Britain
c.
Canada
d.
Australia
73. __________ intelligence includes cognitive, motivational, and behavioral dimensions of
multicultural competence.
a.
Worldly
b.
Global
c.
Cultural
d.
Societal
74. 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
75. __________ are generally more interested in working for socially responsible companies and
are even willing to take lower salaries with companies with good corporate social responsibility
(CSR) reputations.
a.
Generation X
b.
Millennials
c.
Baby Boomers
d.
Traditionalists
TRUE/FALSE
76. 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.
77. Motivation is the need to achieve organizational objectives.
78. The motivation process is a feedback loop.
79. There is no single universally accepted theory of how to motivate people.
80. Content motivation theories focus on understanding how employees choose behaviors to fulfill
their needs.
81. According to Maslow, needs are arranged in a hierarchical order.
82. The equity theory proposes that achievable but difficult goals motivate employees.
83. Process motivation theories focus on understanding how employees choose behaviors to fulfill
their needs.
84. Expectancy theory is based on the following formula: motivation = expectancy x
instrumentality x valence.
85. Imposing a monetary fine on an employee is never a proper course of action.
86. Setting clear and effective objectives is one of the guidelines for motivating employees using
reinforcements.
87. With two-factor theory, maintenance needs are primarily met nonfinancially and motivators are
met financially.
88. 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.
89. Collective societies include Japan, Mexico, Singapore, and Venezuela.
90. The content, process, and reinforcement motivation theories were developed largely in Europe.
ESSAY
91. Explain the performance formula and how to use it.
92. State the major differences among content, process, and reinforcement theories.
93. Discuss the major similarities and differences among the four content motivation theories.
94. Explain how to go about motivating employees using acquired needs theory.
95. Discuss the major similarities and differences among the three process motivation theories.
96. What are the four keys to motivating employees with expectancy theory successfully?
97. Explain the four types of reinforcement.
98. List and explain the four possible intermittent reinforcement schedules.
99. Discuss how each of the content motivation theories uses reward and recognition.
100. 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.