91. Which of the following is an example of a positive reinforcer?
92. Leo showed up late for a meeting. His boss ignored it. She was using
93. Stock options granted only to the top performers provide an incentive for the behavior to continue and for
others to aspire to that level. This is an example of
94. Leo showed up late for a meeting. His boss said “10 o’clock means 10 o’clock.” She was using
95. Catching someone being good and then praising them is an example of
96. A manager who provides reinforcement on a periodic basis, regardless of performance, is using a ____
schedule.
97. Monthly pay is an example of
98. Once a quarter Helene tells her employees how they are doing. She uses a ____ schedule of reinforcement.
99. Alberto complimented Daniel on his weekly project update two weeks in a row. Then he waited a month to
compliment him again. This is an example of a(n) ____ schedule.
100. If, as a supervisor, you have no control over the pay raises, promotions, and rewards, what method of
reinforcement are you able to use?
101. Dave Miller tells new employees that so long as they do what they are told, he will pretty much leave them
alone. But if they get out of line, he will not hesitate for one minute to impose the contractual disciplinary
procedure. What kind of reinforcement does Miller’s approach represent?
102. Sexual harassment policies and laws spell out the consequences for violation of the rules. What kind of
reinforcement procedure is this?
103. When a supervisor withholds aversive outcomes so long as her subordinates behave as they should, she is
using
104. If you want to increase the probability that a behavior will recur, which of the following types of
reinforcement will get the desired results?
105. If you want to reduce the likelihood that a behavior will recur, which of the following types of
reinforcement will get the desired results?
106. Which of the following statements describes a problem that managers who use punishment and extinction
may experience?
107. When a manager’s efforts to discipline an employee for poor behavior seem to lead to an increase in that
behavior, one could conclude that the manager is actually using a(n) ____ strategy.
108. Your employees have been appropriately engaging in a particular behavior for several years and have been
positively reinforced for doing so. A change in the law now makes this behavior unacceptable. What should you
do?
109. Therese consistently loses her cell phone or forgets to charge it. Her colleges refuse to help her find it.
What kind of reinforcement are the colleagues using?
110. Which of the following schedules of reinforcement are time-based schedules?
111. A supervisor goes around at 9:00 a.m. every morning inspecting all of the facilities for which she is
responsible. What schedule of reinforcement is she using?
112. A credit-card company hires telemarketers to call customers to try to entice them to sign up for a new
credit card. The telemarketers receive a bonus for every fourth application the company receives. This is an
example of which type of reinforcement schedule?
113. A supervisor is required to inspect plant facilities to determine that they are safe, clean, and functional. She
often goes out on the floor two or three times a day; other days she does not go at all. What reinforcement
schedule is she using?
114. If you want to maintain an employee’s behavior at a high level with minimum fluctuations in the level of
the behavior, which of the following schedules of reinforcement would be most successful? (Disregard the
possible difficulty of using such a schedule in the workplace.)
115. Quality control inspectors often randomly select items from an assembly line for inspection. For example,
they may take the twelfth, seventeenth, forty-fourth, and sixtieth items. What reinforcement schedule are they
using? (Assume that the items are unevenly spaced.)
116. Which of the following reinforcement schedules offers a worker the MOST incentive to do good work?
117. Which of the following programs explicitly applies the concepts of reinforcement theory to motivation?
118. Many high school administrators have been concerned about the attention given athletes and the fact that
students who are high academic achievers have been ignored. As a result, some high schools have instituted a
Renaissance Program. With this program, students are rewarded for good grades with close parking, free tickets
to sporting events, free meals, and coupons from community businesses. Students who were not athletes are
motivated to succeed. Renaissance Programs use
119. One step in behavior modification is to determine what rewards subordinates desire most and to tie those
desired rewards to desired performance. If participants ignore the unwanted behavior, then the behavior
modification is centered around
120. Windmere allows its administrative employees to arrive anytime between 7:00 am and 9:00 am, and leave
any time between 4:00 pm and 6:00 pm, as long as they work for eight consecutive hours. This arrangement is
known as
121. Robyn sells real estate for a large franchised organization. She likes the fact that she is allowed to set her
own work goals, make decisions, and solve problems having to do with the houses that her customers are
buying and selling. The real estate company for which Robyn works uses ____ to enhance employee
motivation.
122. One method commonly used to empower employees is
123. A disadvantage of ____ is the time and effort needed to coordinate between employees.
124. Firefighters work 24 hour shifts eight times a month. This is a form of which type of alternative work
arrangement?
125. Flexible work schedules, the 4/40 workweek, job sharing, and home-based work are all examples of what
the text calls
126. The most basic method of managing employee motivation is
127. Which of the following has NOT been identified as a major characteristic of a well-designed
organizational reward system?
128. Which of the following is a basic characteristic of an effective reward system?
129. Which of the following forms of incentive pay programs would most likely lead to irreversible increases in
employee compensation over the years?
130. When the group exceeds a predetermined level of performance, which of the following incentive pay
systems provides group bonuses?
131. Elena is a sales representative for Verizon. She gets paid a base salary plus a percentage of sales. Her pay
is determined by a
132. Which of the following is NOT an example of a popular incentive system?
133. To stay current in their profession, accountants have to take a minimum number of continuing education
courses annually. Accountants in the firm of Dunkirk and Wood who take additional classes are rewarded with
____.
134. On any given day, an employee may choose to work as hard as possible, work just hard enough to avoid a
reprimand, or do as little as possible. These are examples of ____________________.
135. Employee desire to do the job, employee ability, and the work environment combine to determine
____________________.
136. The ____________________ approach to motivation assumes that the individual’s social needs are the
most important factor for motivation.
137. The ____________________ approach to human motivation guides most contemporary thinking about
human motivation.
138. The perspectives on motivation that focus on what motivates people rather than on the how are known as
____________________ perspectives.
139. Keeping up with the Jones’s is a need for recognition and respect also called ____________________.
140. ____________________ theory has what has been called a frustration-regression element.
141. A criticism of ____________________ theory is that his sample was not representative of the general
population and that subsequent research often failed to uphold the theory.
142. The desire to accomplish a goal or task is the ____________________ need.
143. The desire for human companionship is the ____________________ need.
144. Expectancy theory and equity theory both look at motivation from the ____________________
perspective.
145. ____________________ expectancy is the individual’s perception of the probability that effort will lead to
high performance.
146. Equity theory compares your ____________________ with someone else’s ratio.
147. Goal ____________________ is the clarity and precision of the goal.
148. Goal ____________________ is the extent to which someone makes a goal his or her own.
149. When a manager observes an employee doing an especially good job and offers praise, the praise serves to
____________________ the behavior.
150. When an employee tells an off-color joke and the boss simply ignores this behavior, the boss is using
____________________.
151. Both positive reinforcement and avoidance ____________________ the likelihood that a behavior will be
repeated.
152. Interval schedules of reinforcement are all based on ____________________.
153. Behavior modification is an applied form of ____________________ theory.
154. ____________________ is the process of enabling workers to set their own work goals, make decisions,
and solve problems within their sphere of responsibility and authority.
155. Krishna works four, ten hour days. She works a(n) ____________________.
156. Diane has to be at work during core time, but other than that she can choose her hours. She has a(n)
____________________.
157. Gregory works two days a week from his computer at home. He is ____________________.
158. An organization’s ____________________ is its most basic tool for managing employee motivation.
159. ____________________ reward systems are one of the most fundamental forms of performance-based
rewards.
160. A(n) ____________________ rewards individual performance on a real-time basis.
161. ____________________ are designed to share the cost savings from productivity improvements with
employees.
162. Match the following. You may use a response once, more than once, or not at all.
1. Tim repeatedly comments on the timeliness of
and he can barely lift the drill he uses.
2
2. William is miserable at work because the place is hot
improving herself.
4
4. Tiara wants to feel respect from others.
5
3. Crystal wants to feel she is making a difference and
worried at work.
6
5. Allena is in serious debt. She is distracted and
Belongingness
6. The company softball team has great camaraderie.
3
Self-actualization
163. Match the following. You may use a response once, more than once, or not at all.
2
Goal
Goal
acceptance
3
4
Goal
1
164. Match the following. You may use a response once, more than once, or not at all.
outcomes will be repeated
5
1. Deals with the idea that behavior followed by desired
likelihood of events
4
2. Deals with valence and subjective estimates of the
perspectives on motivation
2
3. Could serve as a framework for integrating other
4. Deals with perceived ratios of inputs and outcomes
1
Reinforcement
5. Contains the idea of a frustration-regression cycle
3
Goal-setting
from the same stimulus
6
6. Says that satisfaction and dissatisfaction do not result
reports. He wants to influence subordinates’ sense of
urgency.
1
165. Special Exercises
The following matching questions have to do with the use of motivation by the management of a fast-food
restaurant.
Match the following. You may use a response once, more than once, or not at all.
1. The employee who arrives on the day shift last has to
clean the fryer. Molly always makes sure she is early
2. Every month an employee is selected to be Employee
of the Month, and his or her name is engraved on a
plaque that hangs in the restaurant. Teenagers usually
3. The manager makes more money than the counter
4. The night shift manager is fired when it is discovered
5. Many people take jobs at the fast-food restaurant to
6. When there are no customers, management allows
employees to interact and build on their friendships with
Maslow’s
7. The counter worker is promoted based on speed with
8. The management wants to motivate Bobo. The
166. Describe your performance on a recent assignment in terms of motivation, ability, and work environment.
What enhanced your performance?
167. Compare and contrast the three historical perspectives on motivation: the traditional (classical) approach,
the human relations approach, and the human resources approach.
168. Define motivation. Why is it important?
169. Smart people sometimes do dumb things that lead to public disgrace or prison time, for example, cheating
on their taxes. Use Maslow’s hierarchy of needs theory to explain that type of behavior.
170. Bernard Madoff is a psychopath who stole money from friends, family, and acquaintances in the largest
Ponzi scheme to date. Describe his behavior in terms of expectancy theory.
171. Some people get addicted to gambling after the first “rush” they feel from a win. Use expectancy theory to
explain the errors in their thinking.
172. Describe a situation where you felt unjustly treated. Use equity theory to analyze your feelings and
actions.
173. Use expanded goal-setting theory to describe how you will go about getting employment after graduation.
174. Briefly describe the fundamental premise of reinforcement theory and the four methods for influencing
behavior using reinforcement theory.
175. Professors use reinforcement theory in class. Describe an example of professors attempting each type of
modification.
176. Describe a change in one of your behaviors. Did any of the reinforcement contingencies affect your
change?
177. Popular motivation strategies apply various theories to organizations. Describe empowerment,
participation and alternative forms of work.
178. How do you feel about executive compensation? Will that change if you become an executive?
179. What rewards motivate you? Do you think your subordinates will have the same motivation? Why or why
not?