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82) Dimitri likes when his employees retweet his posts, when customers comment on his feeds on
the business Facebook page, and when Yelp reviews state how wonderful the business is doing
since he took over. How would you describe Dimitri's motivation?
A) He desires a need for achievement.
B) He thrives on intrinsic rewards.
C) He has a need for power.
D) He is self-determined.
E) He seeks a need for affiliation.
83) Which theory assumes people are driven to try and grow and attain fulfillment with their
behavior and well-being?
A) Maslow's hierarchy of needs theory
B) McClelland's acquired needs theory
C) Deci and Ryan's self-determination theory
D) Herzberg's two factor theory
E) McGregor's Theory X/Theory Y
84) As the winter holiday season was approaching, Margie decided to give each team a window
display or an indoor display to decorate. She gave minimal instructions about how to do the
displays but was firm on the deadline and also explained that it was not a competition. Margie
really wanted the different teams throughout the store to have fun and get in the spirit. Margie was
trying to instill
A) competence.
B) autonomy.
C) relatedness.
D) relationships.
E) responsibility.
85) Distributive, procedural, and interactional are components of
A) expectancy theory.
B) goal-setting theory.
C) scientific management.
D) job design.
E) organizational justice.
86) Amazon recently announced that they were raising the minimum wage for all employees to
$15 to address the low-wages of its employees. Amazon
A) is giving employees an opportunity to appeal decisions that affect their welfare.
B) understands that employees have a voice in decisions that affect them.
C) knows that employees' perception of equity is what counts.
D) is exhibiting strong leadership behavior.
E) is paying attention to the climate for justice.
87) When employees at Wells Fargo opened accounts in their members' names, not always with
their consent, the employees blamed it on management, stating that the bank executives had set
________ goals, or goals that seemed unattainable.
A) learning
B) performance
C) SMART
D) general
E) stretch
88) Which type of goal is better for jobs that require creativity and taking a problem-solving
approach?
A) learning goal
B) performance goal
C) SMART goal
D) general goal
E) stretch goal
89) How do employees find out how well they are doing?
A) through task identity
B) through task significance
C) through choices
D) through feedback
E) through skill variety
90) Going Green has begun to offer its employees the option of buying stock in the company as a
benefit because they do not offer a retirement package. What employee behavior will Going Green
most likely see?
A) The employees will draw in more clients to receive an increase.
B) The employees will seek further education to make smarter investment decisions.
C) The employees will perform to get a larger share of the profit.
D) The employees will work hard to make the stock rise, so they can buy more at a cheaper price.
E) The employees will produce more to get paid more.
91) Well-being is the combined impact of all of the following EXCEPT
A) engagement.
B) positive emotions.
C) meaning.
D) attitude.
E) relationships.
92) The essence of self-management is understanding who you are, what you want in life, what
you want to accomplish during your life-long journey, and then making it all happen. This pursuit
of your dreams or goals is what drives the self-motivation employers are looking for. How will you
apply the principles of self-management on a daily basis?
A) Identify a simple, quick goal to get you started.
B) Take your goals and make long-term, sustainable activities.
C) Create a to-do list for accomplishing your goals.
D) Prioritize the tasks and keep only the high priority ones so you stay focused.
E) Work the plan, but only reward yourself when it is finished.
93) This question contains multiple parts; be sure to answer each.
First, what is motivation, and why is it important for managers to understand how motivation
works?
Second, suppose that you are the manager of a Salvation Army store. People make donations to the
store as charitable contributions, and then the store sells the items to raise money for its charitable
projects (mostly designing programs to offer immediate relief, short-term care and long-term
growth in the areas that will best benefit the community). Name at least one extrinsic and one
intrinsic reward you might use to motivate employees at the store.
94) You are the CEO of a company that manufactures low-priced clothing for bargain retailers like
Walmart and Target. Using one of the content perspectives/theories, explain how you would
manage each of the relevant needs for the employees in your factory, where the cloth is cut, and the
clothes are assembled.
48
Copyright 2020 © McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior
written consent of McGraw-Hill Education.
Using Two-Factor Theory to Motivate Employees: There will always be some employees who
dislike their jobs, but the basic lesson of Herzberg's research is that you should first eliminate
dissatisfaction (hygiene factors), making sure that working conditions, pay levels, and company
policies are reasonable. You should then concentrate on spurring motivation by providing
opportunities for achievement, recognition, responsibility, and personal growth (motivating
factors). Positive hygiene factors include allowing pets at work; offering video game arcades,
fitness classes, and intramural sports (volleyball, soccer); and providing a library of free movies,
books, and magazines. If you work at Google, you could also have a college reimbursement plan,
legal aid, and travel assistance—and if you die, the company will pay your family half your salary
for a decade.
Difficulty: 3 Hard
Topic: Motivation
Learning Objective: 12-02 Identify the needs that motivate most employees.
Bloom's: Apply
AACSB: Knowledge Application
Accessibility: Keyboard Navigation
95) Discuss how you would use McClelland's acquired needs theory to motivate employees.
96) This question contains multiple parts; be sure to answer each.
First, explain the difference between motivating factors and hygiene factors in Herzberg's theory
of motivation. Give examples of each, preferably from your own experience.
Next, imagine that you manage the customer-service department of Digital Media, a company that
provides TV, telephone, and Internet service to households in the eastern part of your state. How
would you use Herzberg's theory to motivate your crew of installation experts, who go to people's
homes and set up their TV/phone/Internet service?
97) This question contains two parts; be sure to answer both.
Discuss how managers can use equity theory to help motivate workers.
Second, imagine that you are the CEO of Online Designs, an online marketing agency that
specializes in Web and social media marketing. Your company has 10 employees. You, the CEO,
earn $200,000 per year in salary, plus another $200,000 in bonuses. Your account executive earns
$150,000 per year and has a company car, along with other perks. The other eight staffers are
junior-level programmers and sales reps, each earning $50,000 per year. How might the eight
junior employees perceive the equity of the workplace, and what might they do to reduce their
cognitive dissonance? How might you go about correcting the perceptions of inequity?
98) This question contains two parts; be sure to answer both.
Describe how managers can use the expectancy theory model to help motivate employees.
Second, imagine that you are managing a local real-estate office. Sales of houses, condominiums,
and co-ops have been very slow in the last few months, and your staff is feeling demoralized and
unmotivated. Analyze the situation in terms of expectancy theory and explain how you might go
about improving motivation among the real-estate agents.
99) This question contains several parts; be sure to answer each.
First, define and explain the four types of reinforcement, including their effect on behavior.
Next, imagine that you manage several hundred flight attendants as a flight services manager for a
major airline. You have been receiving too many complaints about flight attendants being rude to
passengers. In what ways might you use positive reinforcement to improve the situation? How
might you use punishment?
100) This question contains two parts; be sure to answer both.
First, explain at least four of the six types of compensation plans, giving an example of each.
Next, imagine that you manage a medium-sized office that is trying to increase its profitability by
cutting its expenses, such as office supplies, electricity, rent, and telephone bill. Which type of
compensation plan would be most motivating to you in this situation? Why?
101) Define the self-determination theory and explain the three innate needs that influence
behavior and well-being.
102) Imagine that you are the front-end manager of a supermarket. You manage all the cashiers,
baggers, and the customer-service desk. Recognizing that each of these jobs is repetitive without
much variety, you want to enrich each job to increase employee engagement and satisfaction. How
might you enrich the jobs you manage?
103) Imagine that you manage a small appliance store where salespeople are paid an hourly wage
with no bonus or additional compensation. Recently, a big-box store has been luring away your
best people by offering them not only a higher hourly wage, but also pay for performance (based
on their sales). List and explain at least three nonmonetary ways to improve your employee
retention.
104) Imagine that you are the manager of a beauty salon that styles men's and women's hair, and
also provides many other personal services, such as manicures, pedicures, and makeovers. What
types of incentives might you give to your hair stylists to reward them for bringing in new
customers? Give at least two specific examples of incentives at the beauty salon that are tied to
realistic goals.
105) Why is self-management an important skill to have? How can you improve your own
self-management skills?
