Management, 9e (Kinicki)
Chapter 12 Motivating Employees: Achieving Superior Performance in the Workplace
1) General Electric paid employees who were smokers up to $750 to quit and stay off cigarettes.
This program was three times as successful as a different GE “quit smoking” program in which
employees received no paid incentives. The $750 in the first program is an example of an intrinsic
reward.
2) To motivate employees, employers need to primarily focus on fulfilling the top level of
Maslow’s hierarchy of needs, self-actualization.
3) Those with a high need for achievement may be the least efficient managers because they may
resist making decisions that make others resent them.
4) Grant’s manager just told his team about this year’s contest, the winner of which will receive an
all-expense paid trip to Taiwan. Grant does not like to travel to places where he can’t speak the
language, so he is not very enthusiastic. This reward has a high valence for Grant.
5) To be most motivating, goals should be specific and challenging but achievable.
6) Simplified, repetitive jobs lead to job dissatisfaction, poor mental health, and a low sense of
accomplishment and personal growth.
7) To use positive reinforcement, give praise to employees not for showing up for work on time (an
expected part of any job) but for showing up early.
8) Most workers rate monetary benefits higher than a caring boss.
9) Goal-setting theory suggests that behavior tends to be repeated if it has positive consequences
and tends not to be repeated if it has negative consequences.
10) Intrinsic motivation is not as long lasting as extrinsic motivation, and intrinsic motivation has a
less positive impact on task performance.
11) ________ is the set of psychological processes that arouse and direct goal-directed behavior.
A) Self-actualization
B) Productivity
C) Self-determination
D) Reinforcement
E) Motivation
12) Which of the following is NOT part of a simple model of motivation?
A) unfulfilled need
B) feedback
C) behaviors
D) rewards
E) punishment
13) Della, the sales manager, just informed her sales team that all sales in March will earn an extra
5 percent commission. The team gets right to work, being motivated by a(n)
A) extrinsic reward.
B) physiological need.
C) high need for power.
D) intrinsic reward.
E) hygiene factor.
14) Peyton’s management professor just told her class that the final exam is optional for students
like Peyton who currently have an A. Peyton decides to take the exam anyway because she likes
the subject and wants to master the material. Peyton is motivated to take the exam by a(n)
A) hygiene factor.
B) physiological need.
C) high need for power.
D) extrinsic reward.
E) intrinsic reward.
15) Content perspectives, also known as need-based perspectives, include all EXCEPT which one
of the following theories?
A) Deci and Ryan’s self-determination theory
B) Herzberg’s two-factor theory
C) McClelland’s acquired needs theory
D) Equity theory
E) Maslow’s hierarchy of needs theory
16) Maslow’s levels of needs, in order from lowest (most basic) to highest level, are
A) self-actualization, esteem, love, safety, and physiological.
B) safety, love, esteem, self-actualization, and physiological.
C) physiological, safety, self-actualization, esteem, and love.
D) safety, physiological, esteem, love, and self-actualization.
E) physiological, safety, love, esteem, and self-actualization.
17) According to Maslow, the need for status, reputation, and recognition is part of a person’s
________ needs.
A) self-actualization
B) love
C) esteem
D) safety
E) physiological
18) After three shuttle accidents in three months, one of which resulted in a critical injury to a
driver, Get Around Shuttle drivers received additional training, and the company retrofitted all
shuttles with new braking systems. Which of Maslow’s needs are addressed by Get Around
Shuttle’s actions?
A) self-actualization
B) safety
C) love
D) esteem
E) physiological
19) An accounting firm reimburses employees for tuition and fees if they complete job-related
coursework with a B or better. The accounting firm’s tuition-reimbursement policy helps its
employees meet their ________ needs.
A) love
B) esteem
C) self-actualization
D) safety
E) physiological
20) For managers, the importance of Maslow’s contribution is that he showed that workers
A) are interested only in compensation that helps them fulfill physiological needs.
B) are as complex as their organization.
C) have needs beyond that of just earning a paycheck.
D) expect an employer to fulfill every level in their hierarchy of needs.
E) have needs that cannot be understood by their employer.
21) To achieve psychological growth, according to the self-determination theory, people need to
satisfy the three innate needs: ________, autonomy, and competence.
A) affiliation
B) power
C) relatedness
D) pay
E) safety
22) Using self-determination theory to motivate employees at Cloud Space, a data storage
company, the vice chair makes 10–20 phone calls a day to thank special employees “caught doing
something right.” The vice chair is fulfilling her employees’ ________ needs.
A) competence
B) autonomy
C) relatedness
D) equity
E) love
23) According to the acquired needs theory, the desire to influence others is part of the need for
A) power.
B) affiliation.
C) self-actualization.
D) relatedness.
E) achievement.
24) Ursula has excelled as an auditor for a large financial consulting firm. She loves building
mutually beneficial relationships and is extremely well liked by her clients. Ursula likely has a
A) low need for affiliation.
B) low need for power.
C) low need for achievement.
D) high need for achievement.
E) high need for affiliation.
25) Even when he started his first job, Dewayne was not content to be just one of the employees.
His boss noticed that he often coached his coworkers about ways to improve their work, even
when it wasn’t his job. Dewayne probably has a
A) high need for achievement.
B) high need for affiliation.
C) high need for atten tion.
D) low need for achievement.
E) high need for power.
26) Monique is very aggressive at her job, and her coworkers complain that she often manipulates
them and her boss in order to get ahead. She attempts to direct everything and everyone, regardless
of the consequences to others or even the organization itself. Monique is expressing what type of
need for power?
A) legitimate
B) autonomous
C) personal
D) organizational
E) institutional
27) McClelland’s need for achievement corresponds most closely to
A) Maslow’s self-actualization needs.
B) Herzberg’s hygiene factors.
C) equity theory.
D) Deci and Ryan’s self-determination theory.
E) expectancy theory.
28) According to Herzberg, which of the following is an example of a motivating factor?
A) the work itself
B) pay
C) working conditions
D) company policy
E) supervisors
29) According to Herzberg, which of the following is an example of a hygiene factor?
A) responsibility
B) advancement
C) the work itself
D) recognition
E) interpersonal relationships
30) According to Herzberg’s two-factor theory, in the zone between the motivating factors and the
hygiene factors, employees are
A) dissatisfied.
B) satisfied.
C) unmotivated.
D) neither satisfied nor dissatisfied.
E) stagnant.
31) According to Herzberg’s two-factor theory, only ________ factors can make employees
satisfied with their jobs.
A) growth
B) affiliation
C) motivating
D) hygiene
E) security
32) ________ theory is a model of motivation that explains how people strive for fairness and
justice in social exchanges or give-and-take relationships.
A) Esteem
B) Equity
C) Hygiene
D) Expectancy
E) Goal-setting
33) Colin is a branch manager for a large freight company. He has noticed low morale lately,
perhaps because of the cramped quarters, stricter policies, and lack of raises this year. According
to Herzberg, Colin should first concentrate on
A) hygiene factors.
B) needs for achievement.
C) esteem needs.
D) motivating factors.
E) growth needs.
34) According to Herzberg’s theory, if employees dislike their jobs, managers should
A) provide opportunities for achievement.
B) publicly recognize good performance.
C) create opportunities for personal growth and advancement.
D) allow employees to bring their pets to work.
E) increase employees’ responsibility and opportunity for leadership.
35) ________ perspectives are theories that try to understand the thought processes by which
people decide how to act.
A) Needs-based
B) Reinforcement
C) Job design
D) Process
E) Cognitive
36) Which of the following is a process perspective on motivation?
A) self-determination theory
B) job characteristics model
C) two-factor theory
D) goal-setting theory
E) acquired needs theory
37) In equity theory, employees are motivated to
A) resolve feelings of injustice and see fairness in the rewards they expect for task performance.
B) work harder when they have more freedom.
C) correct themselves when they aren’t working hard enough.
D) blame others when they miss work or fail at tasks.
E) work just hard enough to get what they want.
38) When workers perceive they are being treated fairly on the job, they are most likely to
A) pass up promotional opportunities.
B) support organizational change.
C) be a whistle-blower.
D) show improved safety practices.
E) seek additional education.
39) Clay met with his supervisor, Suri, to discuss that he was being given the same bonus as
everyone else on his team at the end of each year, even though he had a Master’s degree, took on
extra and more difficult projects, and finished well ahead of given deadlines. Because Suri is not
able to change the bonus, she can expect Clay to respond in all of the following ways EXCEPT
A) ignoring his feeling of resentment.
B) transferring.
C) quitting.
D) reducing his production.
E) reducing his hours.
40) The theory under which people make the choice that promises them the greatest reward if they
think they can get it is ________ theory.
A) goal-setting
B) equity
C) reinforcement
D) expectancy
E) two-factor
41) After struggling with the accounting training, Aaron is unsure whether he can complete the
end-of-year financial reporting with no errors in the time allotted. In this case, Aaron is low on the
________ element of expectancy theory.
A) valence
B) outcomes
C) expectancy
D) instrumentality
E) performance
42) ________ is the expectation that successful performance of the task will lead to the desired
outcome.
A) Expectancy
B) Reinforcement
C) Valence
D) Effort
E) Instrumentality
43) At his review last year, Lucas was promised a 20 percent raise if he met his production goals.
Raises were included in today’s paychecks, and although Lucas has met all of his goals, he
received only a cost-of-living raise. In the future, Lucas’s ________ will probably be ________.
A) instrumentality; high
B) valence; low
C) expectancy; low
D) instrumentality; low
E) expectancy; high