Chapter 13: Motivation
TRUE/FALSE
1. Motivation is the set of forces that initiates, directs, and makes people persist in their efforts to
accomplish a goal.
2. According to some industrial psychologists, Job Performance = Motivation Ability.
3. According to industrial psychology, job performance is an additive function of motivation, ability, and
situational constraints.
4. Needs are defined in the text as the physical requirements that must be met to ensure survival.
5. The use of need-satisfaction theories to determine what motivates employees is not a straightforward
task because different theories have identified different needs categories.
6. According to McClelland’s Learned Needs Theory, people are motivated by a need for power,
achievement, and affiliation.
7. For a recent college graduate without a job the basic needs of finding a job and a cheap place to live
(food, shelter) would be more important. A year later once this person has found a job and a stable
living situation, needs such as meeting new friends and taking on challenging work assignments
(belongingness, self-actualization). This would be an example of how needs can change over time.
8. In July 2007, the New York Times moved into a new $600 million, 52-story building, leaving a
building that the company had hailed as exceptionally smart and environmentally friendly. All its
employees want to do now is complain about the mice that infest the new building, its leaks, and its
screwy elevators. The staff at the Times desires intrinsic rewards.
9. An intrinsic reward is a reward associated with performing a task or activity for its own sake.
10. Once lower-order needs are satisfied, it is difficult to predict which higher-order needs will motivate
behavior.
11. In general, extrinsic rewards are more important to workers than intrinsic rewards.
12. The attractive power of pay and benefits as a reward to motivate workers is strong from recruitment to
retirement, declines over time, and is typically only strong during the early phases of a career.
13. According to equity theory, it is objective reality, rather than employee perceptions, that determines
employee motivation.
14. The basic components of equity theory are outcomes, instrumentality, and valence.
15. Apple gave each of its 18,000 employees a free iPhone before making them available to customers.
According to the equity theory, the company-wide gift was an example of an outcome.
16. The two kinds of inequity are under-reward and over-reward.
17. Over-reward frequently causes inequity.
18. Rationalizing or distorting outcomes may be used when other ways to restore equity aren’t available.
19. Distributive justice refers to the perceived fairness of the process used to make reward allocation
decisions.
20. If employees perceive that their outcomes are unfair, but that the decisions and procedures leading to
those outcomes were fair, then they are much more likely to seek constructive ways of restoring
equity.
21. Expectancy theory describes motivation as primarily an unconscious process.
22. In June 2007, United Auto Workers (UAW) union members approved a deal that gave Delphi Corp.
concessions on wages, benefits, and plant closings that the auto parts maker said it must have to exit
bankruptcy. In terms of the expectancy theory, UAW members more than likely saw that the deal had
a high valence.
23. In 2007, Northwest Airlines had to cancel about one out of eight flights due to lack of flight crews as
the pilots union stepped up its attempts to improve working conditions. In terms of expectancy
theory, the fact the union is also openly discussing a strike indicates that its members perceive a high
instrumentality for the work stoppages.
24. According to expectancy theory, instrumentality is strong when employees believe that improved
performance will lead to better and more rewards.
25. The four kinds of reinforcement contingencies are positive reinforcement, negative reinforcement,
punishment, and extinction.
26. Both negative reinforcement and punishment weaken behavior (i.e., decrease its frequency).
27. Punishment is also called avoidance learning.
28. For punishment to work, the punishment must be strong enough to stop the undesired behavior, and
must be administered objectively, impersonally, consistently and contingently, and quickly.
29. According to the What Really Works, “Financial, Nonfinancial, and Social Rewards,” the most
effective way to motivate employees in manufacturing organizations is to reinforce their behavior with
a combination of money or prizes, performance feedback, and recognition and attention.
30. Employees at the Seattle office of the U.S. Government Accountability Office know that they have to
put in 80 hours of work every two weeks. But they can configure those hours pretty much how they’d
like, with the exception of the one day a week their managers require all employees to be at the office
at the same time. The reason that goal-setting theory could not be used to motivate these employees is
that there would be no goal specificity.
31. According to the goal-setting theory, people will be motivated to the extent to which they understand
what is expected of them.
32. Goal specificity is the extent to which a goal is hard or challenging to accomplish.
33. One of the simplest, most effective ways to motivate workers is to give them specific, challenging
goals that they accept.
34. For goal-setting theory to motivate employees, managers must provide frequent, specific,
performance-related feedback.
MULTIPLE CHOICE
1. According to the text, ____ is the set of forces that initiates, directs, and makes people persist in their
efforts to accomplish a goal.
a.
attitude
b.
self-management
c.
persistence
d.
motivation
e.
compliance
2. The three components of ____ are initiation of effort, direction of effort, and persistence of effort.
a.
compliance
b.
self-management
c.
motivation
d.
performance
e.
efficiency
3. According to some industrial psychologists, ____ is a function of motivation times ability times
situational constraints.
a.
leadership skill
b.
creativity
c.
job performance
d.
performance valence
e.
compliance
4. According to some industrial psychologists, job performance is a(n) ____ function of motivation,
ability, and situational constraints.
a.
circular
b.
multiplicative
c.
nonlinear
d.
additive
e.
corollary
5. A sales manager has carefully selected the members of two sales teams so that they have as nearly as
possible identical skills and abilities. Both are assigned potential customers in the same industry. Both
groups are offered the same rewards. One team makes the sale, and the other does not. This
information tells you that:
a.
performance and motivation are unrelated
b.
the concept of synergy is faulty
c.
one of the components that leads to job performance was weak
d.
nothing motivates some people
e.
all of these are true
6. Asa and Ruby both sell insurance. Asa is married, has three children, and a new house. Ruby is single
and has recently purchased a new Lexus. According to some industrial psychologists:
a.
they will be motivated by the same needs
b.
Asa can be motivated through need, and Ruby cannot
c.
Ruby has no needs
d.
how well their employer motivates them relates directly to their individual needs
e.
none of these is true
7. McClellend’s Learned Needs Theory identifies three needs. They are the needs for:
a.
achievement, relatedness, and growth
b.
existence, relatedness, and growth
c.
affiliation, growth, and power
d.
power, self-actualization, and growth
e.
power, achievement, and affiliation
8. David Dworkin is the founder of a small Atlanta-based chain of retail stores called Swoozie’s. The
stores target affluent women and carry eclectic lines of wrapping paper, stationery, invitations, and
gifts. Dworkin has expressed a strong need to expand Swoozie’s nationwide. According to
McClelland’s Learned Needs Theory, Dworkin has a need for:
a.
achievement
b.
esteem
c.
growth
d.
self-actualization
e.
affiliation
9. According to Alderfer’s ERG theory, the lowest-order need is:
a.
existence
b.
relatedness
c.
physiological needs
d.
ego-related
e.
empathy
10. According to the model of need satisfaction, an unsatisfied need produces:
a.
tension
b.
high levels of creativity
c.
sacrificing acquisition
d.
problem-solving efficiency
e.
selective perception
11. Marketers often appeal to consumers’ needs as defined by Maslow’s hierarchy. Schlage, a lock
manufacturer, shows how much protection its locks provide. Clorox developed several types of wipes
to eliminate concerns about infectious germs. Both marketers are appealing to which need as defined
by Maslow?
a.
achievement
b.
belongingness
c.
safety
d.
physiological needs
e.
achievement
12. Which of the following statements about needs is true?
a.
In all situations, higher-order needs can be used to motivate.
b.
The importance of lower-order needs is identified by all needs theories.
c.
The relative importance of the various needs may change over time in a predictable
pattern.
d.
Higher-order needs are concerned with survival and security.
e.
Higher-order needs will generally not motivate people as long as lower-order needs
remain unsatisfied.
13. A glass of water and shelter from a snowstorm would be examples of ____, and a gold necklace and
tickets to see professional wrestling would not be.
a.
intangible motivators
b.
perceptional drives
c.
motivational cues
d.
performance modifiers
e.
lower-order needs
14. On the basis of research evidence, the two basic needs categories are:
a.
tangible and intangible needs
b.
physiological and psychological needs
c.
higher-order and lower-order needs
d.
extrinsic and intrinsic needs
e.
realized and unrealized needs
15. A group of actors gather to read the critical reviews of the new play they presented to audiences last
night. The actors are looking for ____ rewards.
a.
extrinsic
b.
psychological
c.
assigned
d.
intangible
e.
intrinsic
16. Extrinsic rewards are:
a.
intangible
b.
exemplified by bonuses, trophies, and plaques
c.
exemplified by a sense of accomplishment at the conclusion of a difficult assignment
d.
rewards associated with performing a task for its own sake
e.
much more effective motivators than intrinsic rewards
17. The first survey conducted since 1949 on what motivates troops to fight found that many soldiers were
motivated by patriotic ideals. In other words, soldiers are motivated by _____ rewards to serve in the
military.
a.
extrinsic
b.
physiological
c.
tangible
d.
assigned
e.
intrinsic
18. Which of the following is an example of an extrinsic reward?
a.
a sense of achievement
b.
a feeling of responsibility
c.
a salary increase
d.
pride from accomplishing a difficult task
e.
all of these
19. A concert pianist had always wanted to play jazz when he got the opportunity to play with a group of
New Orleans jazz musicians who were displaced after Hurricane Katrina. He was elated after the
experience of playing with the talented jazz musicians. He experienced a(n) ____ reward.
a.
extrinsic
b.
physiological
c.
assigned
d.
tangible
e.
intrinsic
20. ____ are the rewards associated with performing a task or activity for its own sake.
a.
Extrinsic rewards
b.
Intrinsic rewards
c.
Motivational cues
d.
Performance valences
e.
Physiological rewards
21. Which of the following is an example of an intrinsic reward?
a.
a bonus
b.
a contest prize
c.
a sense of achievement
d.
a trophy
e.
all of these
22. Managers can motivate employees to increase their efforts by:
a.
relying on the innate value of extrinsic rewards
b.
satisfying higher-order needs first
c.
asking employees what their needs are then matching rewards to those needs
d.
expecting employees’ needs to remain stable
e.
doing all of these
23. What practical steps can a manager take to motivate employees to increase their effort?
a.
determine how other companies within the industry are satisfying employees’ needs
b.
satisfy employees’ lower-order needs before attempting to satisfy higher-order needs
c.
expect employees’ needs to be stable
d.
gradually replace extrinsic rewards with intrinsic rewards that are less expensive
e.
do all of these
24. According to ____, people will be motivated when they perceive they are being treated fairly.
a.
expectancy theory
b.
Maslow’s Hierarchy of Needs
c.
equity theory
d.
Alderfer’s ERG Theory
e.
reinforcement theory
25. Although both Title IX of the 1972 Education Amendments and the advent of professional women’s
sporting leagues have led to dramatic increases in opportunities for women in sports at high school,
collegiate, and professional levels, significant discrepancies still exist between men’s and women’s
sport. For example, women receive less media coverage, promotion, and institutional support.
According to ____, the motivation for women athletes to perform at the top of their ability is less than
that for men.
a.
equity theory
b.
reinforcement theory
c.
goal-setting theory
d.
theory of procedural justice
e.
expectancy theory
26. Although both Title IX of the 1972 Education Amendments and the advent of professional women’s
sporting leagues have led to dramatic increases in opportunities for women in sports at high school,
collegiate, and professional levels, significant discrepancies still exist between men’s and women’s
sport. For example, women receive less media coverage, promotion, and institutional support.
According to equity theory, media coverage, access, promotion, and institutional support are all
examples of undesirable ____ for female athletes.
a.
referents
b.
valences
c.
expectancies
d.
outcomes
e.
certainties
27. Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal,
$15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled
athletes has been a part of the Olympic Games, yet the USOC pays disabled athletes only 10 percent of
what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in opening
ceremonies. Paralympic athletes are angry at being treated unfairly. These athletes view Olympic
athletes as:
a.
valence bearers
b.
instrumental participants
c.
referents
d.
mentors
e.
reinforcers
28. Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal,
$15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled
athletes has been a part of the Olympic Games, yet the USOC pays disabled athletes only 10 percent of
what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in opening
ceremonies. Paralympic athletes are angry at being treated unfairly. What kind of inequity are the
Paralympic athletes experiencing?
a.
adverse valence
b.
negative instrumentality
c.
under-reward
d.
negative outcome
e.
over-reward
29. Although both Title IX of the 1972 Education Amendments and the advent of professional women’s
sporting leagues have led to dramatic increases in opportunities for women in sports at high school,
collegiate, and professional levels, significant discrepancies still exist between men’s and women’s
sport. For example, women receive less media coverage, promotion, and institutional support.
According to equity theory, female athletes should feel that male athletes are being:
a.
over-rewarded
b.
synergized
c.
under-rewarded
d.
extrinsically rewarded
e.
goal reinforced
30. Which of the following is a basic component of equity theory?
a.
valences
b.
reinforcement
c.
referents
d.
instrumentality
e.
expectancy
31. In equity theory, ____ are others with whom people compare themselves to determine if they have
been treated fairly.
a.
liaisons
b.
valence bearers
c.
mentors
d.
reinforcers
e.
referents
32. The two basic kinds of inequity are:
a.
performance and situational inequities
b.
under-reward and over-reward
c.
balanced and unbalanced rewards
d.
intrinsic and extrinsic inequities
e.
higher-order and lower-order inequities
33. In equity theory, after a(n) ____ comparison in which they compare their outcomes to their inputs,
employees then make a(n) ____ comparison in which they compare their O/I ratio with the O/I ratio of
a referent.
a.
tangible; intangible
b.
lower level; higher level
c.
predictable; unpredictable
d.
internal; external
e.
extrinsic; intrinsic
34. According to the equity theory, when employees perceive ____, they tend to experience anger or
frustration.
a.
over-reward
b.
under-reward
c.
adverse instrumentality
d.
negative motivational cues
e.
negative reinforcement
35. Which type of inequity occurs more frequently in theory than in practice?
a.
over-reward
b.
under-reward
c.
negative expectancy
d.
negative valence
e.
instrumentality
36. According the motivational model presented in the text, perceived inequity directly affects:
a.
cultural synergy
b.
autonomy
c.
satisfaction
d.
rewards
e.
motivational direction
37. How do employees try to restore equity when they perceive that they have been treated unfairly?
a.
by rationalizing inputs or outcomes
b.
by changing the referent
c.
by simply quitting their jobs
d.
by reducing the level of energy and time they input into a project
e.
by doing any of these
38. For workers who feel underpaid, creating a union at their place of employment to attain higher wages
can be a mechanism for restoring equity by:
a.
reducing inputs
b.
increasing outcomes
c.
changing the referent
d.
rationalizing inputs or outcomes
e.
reducing employee turnover
39. Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal,
$15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled
athletes has been a part of the Olympic Games, yet the USOC pays disabled athletes only 10 percent of
what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in opening
ceremonies. Paralympic athletes are angry at being treated unfairly. To achieve perceived equity, the
Paralympic athletes are suing the USOC for larger rewards. Paralympic athletes have decided to deal
with the inequity by:
a.
rationalizing inputs
b.
changing the referent
c.
changing instrumentality
d.
reducing the level of energy and time they input into a project
e.
increasing outcomes
40. When an employee uses leaving as a mechanism for restoring equity, he or she may:
a.
quit
b.
ask for a transfer
c.
increase the number of monthly absences
d.
apply for job at another company
e.
do all of these
41. Ford Kinzi is a truck driver for a furniture manufacturer. He has tried every technique he can think of
to convince his boss that he deserves a raise. His boss has not responded to changes in inputs and
outcomes. Kinzi has also tried to find a different referent and has tried rationalization. What should
Kinzi do if he feels the company will never pay him what he deserves?
a.
use job enrichment
b.
increase the job valence
c.
leave the job
d.
create intermittent outcome changes
e.
find a new mentor within the company
42. Often the first and only strategy that companies are willing to use to restore equity is:
a.
increasing outcomes
b.
reducing inputs
c.
changing the referent
d.
encouraging rationalization
e.
creating new referents
43. In equity theory, ____ refers to the fairness of the process used to make reward allocation decisions.
a.
process objectivity
b.
procedural justice
c.
conventional wisdom
d.
altruism
e.
distributive justice
44. ____ is the perceived degree to which outcomes and rewards are fairly distributed or allocated.
a.
Procedural justice
b.
Distributive justice
c.
Equity
d.
Postconventional perception
e.
Process objectivity
45. A 2005 survey by Penn State researchers says that even when they have similar training and
experience, women in information technology are paid an average of $15,000 less than men in similar
positions. According to ____, the process used to make reward allocation decisions is unfair.
a.
process objectivity
b.
procedural justice
c.
conventional wisdom
d.
altruism
e.
distributive justice
46. The ____ states that people will be motivated to the extent to which they believe that their efforts will
lead to good performance, that good performance will be rewarded, and that they are offered attractive
rewards.
a.
reinforcement theory
b.
equity theory
c.
expectancy theory
d.
goal-setting theory
e.
theory of motivational instrumentality
47. Physical fitness is one of the basic military skills required for soldiers to perform their tasks
effectively. Regular physical training is therefore included in soldiers’ obligatory educational programs
around the world. According to the _____, the soldiers involved in international peacekeeping
missions could be highly motivated by the attractiveness or the desirability of the rewards for staying
physically fit.
a.
theory of need satisfaction
b.
goal-setting theory
c.
expectancy theory
d.
equity theory
e.
reinforcement theory
48. Currently the U.S. Olympic Committee (USOC) pays Olympic athletes $25,000 for each gold medal,
$15,000 for a silver medal, and $10,000 for a bronze medal. Since 1960, the Paralympics for disabled
athletes has been an integral part of the Olympic Games, yet the USOC pays disabled athletes only 10
percent of what the Olympic athletes are paid, and Paralympic athletes are not allowed to participate in
opening ceremonies. For disabled athletes who believe their efforts will not be fairly rewarded, the
motivation to win a Paralympics medal would have a(n):
a.
low valence
b.
strong expectancy
c.
low performance value
d.
high valence
e.
strong instrumentality
49. According to a survey done on teaching evaluations, engineering students consider the improvement of
teaching to be the most important outcome of the evaluation process. For engineering students who
believe their efforts will lead to better teaching, the motivation to fill out a teaching evaluation would
have a:
a.
low valence
b.
weak expectancy
c.
low performance value
d.
high valence
e.
strong instrumentality
50. The city of Cairo has the world’s greatest collection of Islamic buildings and statues. It would seem an
ideal location for Muslim tourists, but unfortunately preservation activities have been inadequate and
often more destructive than constructive. Imagine the Egyptian government is instituting a marketing
campaign to motivate tourists to spend their vacation dollars in Cairo. The buildings and statues in the
city would have a(n) ____ to Muslim tourists who wanted to learn more about their heritage.
a.
low valence
b.
strong expectancy
c.
low performance value
d.
high valence
e.
strong instrumentality
51. According to the expectancy theory, ____ affect the conscious choices that people make about their
motivation.
a.
equity, value-added, and instrumentality
b.
valence, expectancy, and instrumentality
c.
expectancy, reinforcement, and instrumentality
d.
instrumentality, equity, and expectancy
e.
expectancy, equity, and reinforcement
52. According to expectancy theory, in order for people to be highly motivated, ____ must be high.
a.
value added
b.
reinforcement usage
c.
instrumentality
d.
equity
e.
referent power
53. According to a survey done on teaching evaluations, students’ motivation to participate in teaching
evaluations is impacted significantly by their expectation that they will be able to provide meaningful
feedback. In other words, if they are going to expend the thought and effort to fill out evaluation
forms, (1) Is the form designed to gather meaningful information? and (2) Do the students have
enough information to form a meaningful opinion about the instruction? In terms of expectancy theory,
students are concerned with ____, or whether it is worth their efforts.
a.
valence
b.
reciprocity
c.
expectancy
d.
instrumentality
e.
synergy
54. According to a survey done on teaching evaluations, engineering students consider the improvement of
teaching to be the most important outcome of the evaluation process. In terms of the expectancy
theory, the likelihood that students feel their inputs on the evaluations will lead directly to improved
instruction is called:
a.
valence
b.
reciprocity
c.
expectancy
d.
instrumentality
e.
synergy
55. On the television series Lost, a group of survivors sincerely believed that if they built a raft, they could
float on it out into a shipping lane and be rescued. In terms of expectancy theory, the raft builders had
a:
a.
low degree of instrumentality
b.
low valence
c.
potential for over-reward
d.
high level of expectancy
e.
high valence
56. In expectancy theory, ____ is the perceived relationship between effort and performance.
a.
valence
b.
equity
c.
expectancy
d.
synergy
e.
instrumentality
57. In expectancy theory, ____ is the perceived relationship between performance and rewards.
a.
valence
b.
reciprocity
c.
expectancy
d.
instrumentality
e.
synergy
58. To use expectancy theory to motivate employees, managers can
a.
assign specific, challenging goals
b.
make all rewards equal in value
c.
avoid over-reward and under-reward
d.
avoid the use of empowerment
e.
systematically gather information to find out what employees want from their jobs
59. In June 2007, a Comcast cable repairman on a service call fell asleep on the couch of customer Brian
Finkelstein. Finkelstein’s video of the napper quickly became an Internet hit. How should the
employee’s supervisor respond if the company motivates using the expectancy theory?
a.
Fire him immediately.
b.
Make sure that the employee is earning the same amount as other employees of the
company in similar positions.
c.
Take specific steps to link rewards to individual performance in a way that is clear and
understandable to prevent such behavior reoccurring.
d.
Create a bonus system for Comcast employees that receive praise for their customers.
e.
Set a time limit goal for performing a routine service call.
60. Reinforcement theory says behavior is a function of:
a.
perception
b.
environment
c.
its consequences
d.
conscious choices
e.
the situations in which it occurs