39) Research shows that goal-setting has downsides when _______.
a) managers and leaders set unrealistically high goals
b) managers reward every goal accomplishment
c) individuals are given feedback with respect to goal accomplishment
d) individuals are expected to meet realistic goals over and over again
40) Thorndike’s ________ states that behavior followed by pleasant consequences is likely to be
repeated, while behavior followed by unpleasant consequences is not.
a) law of effect
b) law of equity
c) goal-setting theory
d) expectancy theory
41) B.F. Skinner’s concept of ________ is the control of behavior by manipulating its
consequences.
a) expectancy
b) equity
c) acquired needs
d) operant conditioning
42) According to Skinner, ________ strengthens a behavior by making a desirable consequence
contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
43) According to Skinner, ________ strengthens a behavior by making the avoidance of an
undesirable consequence contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
44) According to Skinner, ________ discourages a behavior by making an unpleasant
consequence contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
45) According to Skinner, ________ discourages a behavior by making the removal of a
desirable consequence contingent on its occurrence.
a) negative reinforcement
b) punishment
c) positive reinforcement
d) extinction
46) People with a high need for power tend to ________.
a) behave in ways that have a clear impact on other people and events
b) enjoy satisfying interpersonal relationships
c) suffer when they are in control
d) prefer jobs offering companionship
47) To have ________, people must perceive that their performance accomplishments will be
followed by desired work outcomes.
a) low instrumentalities
b) high instrumentalities
c) positive valences
d) low valences
48) To have ________, people must believe in their abilities and believe that if they try hard to
do something, they can perform it well.
a) high expectancies
b) high instrumentalities
c) positive valences
d) high valences
49) ________ decreases the frequency of or eliminates an undesirable behavior by making the
removal of a pleasant consequence contingent on its occurrence.
a) Punishment
b) Reinforcement
c) Conditioning
d) Extinction
50) The ________ delivers the reward only when desired behavior occurs.
a) law of immediate reinforcement
b) law of contingent reinforcement
c) law of positive reinforcement
d) law of negative reinforcement
51) Alderfer’s growth needs correspond to the lower-order needs in Maslow’s hierarchy.
52) The hygiene factors in the Herzberg model seem most associated with Maslow’s lower-order
needs and Alderfer’s existence and relatedness needs.
53) According to Herzberg’s two-factor theory, salary is a satisfier factor.
54) The core characteristics model approaches job design with a focus on eight “core” job
characteristics.
55) McClelland identified acquired needs as the need for power, achievement, and self-
actualization.
56) Job design increases job content by adding work planning and evaluating duties normally
performed by a supervisor.
57) Vroom’s expectancy theory offers an approach to understand motivation with an equation:
Motivation = Expectancy Instrumentality Valence.
58) To maximize valence, managers need to understand individual needs and try to tie work
outcomes to important sources of need satisfaction.
59) Skinner’s operant conditioning is based on manipulating the consequences of individual
behavior.
60) Negative reinforcement eliminates an undesirable behavior by making the removal of a
pleasant consequence contingent on its occurrence.
61) The law of effect states that people will repeat behaviors that have pleasant outcomes and
will avoid behaviors that have unpleasant outcomes.
62) ___ accounts for the direction, level, and persistence of effort expended at work.
63) Unfulfilled desires that stimulate people to behave in ways that will satisfy them are called
___.
64) Alderfer’s ERG theory collapses ___ five needs into three.
65) The need for ___, as described by McClelland, is the desire to control, influence, or be
responsible for other people.
66) Herzberg suggests that one way to improve job content is to build more opportunities for
higher-order need satisfaction into jobs. This process is known as ___.
67) The degree to which a job requires a variety of different activities to carry out the work and
involves the use of a number of different skills and talents of the individual is referred to as ___.
68) According to the equity theory of motivation, it is the perceived ___ that motivate our
behaviors.
69) According to the expectancy theory of motivation, the value that an individual assigns to
work-related outcomes or possible rewards is called ___.
70) Locke’s basic premise in goal-setting theory is that ___ goals are motivational only if the
right goals are set in the right ways.
71) In order for workers to accept and commit to accomplishing goals, Locke recommends
worker ___ in setting the goals.
72) According to Skinner’s reinforcement theory, the control of behavior by manipulating its
consequences is called ___.
73) ___ is positive reinforcement of successive approximations to the desired behavior.
74) How might the tactics of operant conditioning be considered unethical?
75) Explain Alderfer’s ERG theory.
76) Explain the core characteristics model.
77) What is Vroom’s expectancy equation? Explain the importance of the multiplication signs in
the equation.
Answer:
78) Distinguish between perceived negative inequity and perceived positive inequity.
Answer:
