Chapter 11 I’m not too dissatisfied with the maintenance factors

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Lussier, Management Fundamentals, 7e

Answers to Questions in the Text

Chapter 11: Motivating For High

Performance

WORK APPLICATION SAMPLE ANSWERS

Most of the answers are actual student answers or based on student answers. You may give these

answers as part of your lecture before, after, or in place of getting student answers.

11–1. Describe how your needs at each of Maslow’s levels are addressed by an organization you work

for now or were addressed by one you worked for in the past.

I worked at a bottling factory last year.

11–2. Recall a present or past job; were you dissatisfied or not dissatisfied with the maintenance

factors? Were you satisfied or not satisfied with the motivators? Identify the specific maintenance

factors and motivators, and explain your response.

I work at the YMCA. I’m not too dissatisfied with the maintenance factors because I realize that as a

11–3. Explain how your need for achievement, power, and/or affiliation has affected your motivation

on the job.

My major need is power. I like to be in charge and enjoy competition, which increases my motivation.

Lussier, Management Fundamentals, 7e

11–4. Give an example of how equity theory has affected your motivation or someone else’s you work

with or have worked with. Be sure to specify if you were under rewarded, over rewarded, or equitably

rewarded.

Equity theory definitely affected my motivation. While working at McDonald’s last year, I usually got

11–5. Give an example of how goal(s) affected your motivation and performance or that of someone

you work with or have worked with.

At Friendly’s Ice Cream, we are supposed to close at 12:00 a.m. on weekend nights, but we stay open if

11–6. Give an example of how expectancy theory has affected your motivation or someone else’s you

work with or have worked with. Be sure to specify the expectancy and the valence.

At my internship, I do a variety of projects. I noticed that my motivation is stronger when I know I can do

11–7. Give a few examples of the types of reinforcement, and the schedules used, at a present or past

job.

My boss uses positive reinforcement by giving me words of praise each time I meet my sales goal for the

11–8. Select an organization that you work for or have worked for and briefly describe its rewards and

recognition.

I work at the Walmart in my hometown. As far as reward programs, they offer bonuses and stock

REVIEW QUESTION ANSWERS

11–1. How is the performance formula used by managers?

Lussier, Management Fundamentals, 7e

11–2. What are the three major classes of motivation theories?

11–3. What are the four content motivation theories?

11–4. What do the E, R, and G stand for in ERG Theory?

E stands for existence, R for relatedness, and G for growth.

11–5. What are the two factors in Herzberg’s two-factor theory?

11–6. What is the role of perception in equity theory?

Equity theory proposes that employees are motivated when their perceived inputs equal outputs.

11–7. Does the goal-setting theory really motivate employees?

11–8. What are the two variables of the expectancy theory?

The two variables of expectancy theory are expectancy and valence.

11–9. What are the two schedules of reinforcement?

11–10. Is there a relationship among the three major classifications of motivation theories?

COMMUNICATION SKILLS ANSWERS

11–1. Do people really have diverse needs?

Lussier, Management Fundamentals, 7e

11–2. What is motivation, and why is it important to know how to motivate employees?

Motivation is the willingness to achieve organizational objectives or to go above and beyond the call of

11–3. Do you agree that managers’ attitudes and expectations affect employee motivation and

performance? Explain your answer.

11–4. Do you agree with the performance formula? Will you use it on the job?

Answers will vary.

11–5. Which of the four content motivation theories makes the most sense to you? Why?

11–6. Which of the three process motivation theories makes the most sense to you? Why?

11–7. What reinforcement methods have been used to get you to go to work and to be on time?

Answers will vary.

11–8. Reinforcement theory is unethical because it is used to manipulate employees. Do you agree

with this statement? Explain your answer.

11–9. Which motivation theory makes the most sense to you? Explain why.

11–10. What are the major methods and techniques you plan to use on the job as a manager to

increase motivation and performance?

11–11. Do you believe that reward and recognition programs really do motivate employees?

Answers will vary.

11–12. Do you agree with Deming’s statement that U.S. companies need to change to a group

approach to compete in a global economy?

Lussier, Management Fundamentals, 7e

APPLYING THE CONCEPT ANSWERS

Applying the Concept 11–1: Performance Formula

Identify the factor contributing to low performance in the following five situations.

A. ability

B. motivation

C. resources

1. I don’t get it. Tony has been with us for a month now and is trying hard, but he still isn’t meeting

2. John has a lot of talent. Too bad he does not seem to like his job and just meets the minimum

requirements of the job.

3. Latoya makes more sales calls than the other three reps, but she has the lowest rate of actual sales.

A. Ability. The others seem to have greater ability.

4. I know Malik is bright and could get all As, but he doesn’t seem to realize that grades are important

to getting a good job.

5. The book is now behind schedule because the printing press was down for repairs for the past two

days.

6. Usain went on a sales call, but when he went online our company website was down. Trying to

explain the products without being able to show them to the customer resulted in a lost sale.

C. Resources. The display book is a resource.

Applying the Concept 11–2: Content Motivation Theories

Identify the theory behind each of the following statements on how to motivate employees.

A. hierarchy of needs theory

B. ERG theory

C. two-factor theory

D. acquired needs theory

7. “At Edwardo CPA Services, we offer good salaries and benefits. Our HR staff is recommending that

we have more social events so employees can get to know each other better.”

Lussier, Management Fundamentals, 7e

8. “Here at Stanley Animal Clinic, we focus on hiring people who love animals and want to come to

work to take care of them.”

9. “I know I like to micromanage, but I’m working at giving some of my employees more autonomy in

their jobs.”

D. Acquired needs theory. The manager has a high need for power, but will empower employees.

10. “A five–step sequence of needs is complex. I like this other one with three needs.”

B. ERG theory. The ERG theory simplifies Maslow’s hierarchy of five types of needs into three needs.

Applying the Concept 11–3: Individual versus Collective Motivation

Techniques

Identify the theory behind each of the following statements on how to motivate employees.

A. equity theory

B. goal-setting theory

C. expectancy theory

11. “I talked to all of my employees so I would know what is important to them. Now I can offer

rewards that will motivate them when they perform a task well.”

12. “I delegate tough tasks that my employees can do, and I tell them exactly what I want them to do,

with a tough deadline.”

13. “I realize you don’t think my decision is fair to you, but you have to realize that everyone can’t

have the weekend off.”

A. Equity theory. Making sure everyone perceives fair treatment is equity.

Applying the Concept 11–4: Types of Reinforcement

Identify the theory behind each of the following statements on how to motivate employees.

A. positive/reward

B. avoidance/negative

C. punishment

D. extinction

Lussier, Management Fundamentals, 7e

14. “Avi, I know we can make more money for ourselves, but it’s illegal to fix prices and you can face

criminal charges, so I’m not going to do it.”

15. “I really appreciate your staying late tonight to finish this project.”

A. Positive. Praise of thanks is a reward.

16. “Don’t act surprised, Heidi, or give me any excuses. You know we dock your pay if you come in

late.”

17. “I was hoping that Sharron would stop being mean to Jamal, but it has been going on for a week

now, so I guess I’m going to have to talk to her about it.”

Applying the Concept 11–5: Schedules of Reinforcement

Identify the theory behind each of the following statements on how to motivate employees.

A. continuous incremental schedule

B. fixed-interval

C. variable-interval

D. fixed-ratio

E. variable-ratio

18. “Anita, you really hustled to finish that report by today. Thanks.”

E. Variable-ratio Reinforcement. This is an occasional giving of praise based on an output.

19. “I just closed another good sale, so I’m making another $500 this week.”

20. “If we meet our quarterly sales goal, we will get a share of the profits.”

21. “I look forward to getting out of working on Friday mornings to attend our weekly department

meeting.”

22. “I don’t mind being paid monthly, and I like February better than the months with 31 days.”

C. Variable-interval. The number of days varies by month, and months are based on time.

Lussier, Management Fundamentals, 7e

JOIN THE DISCUSSION

Join the Discussion 11–1: Academic Standards

The academic credit-hour system was set up many years ago to ensure that there would be some

standardization across colleges throughout the country and that academics and employers had the same

understanding of the workload that a college student had carried to earn a degree. The credit-hour

system was based on the assumption that a student would spend 2 hours of preparation for each hour

of in-class time. So, a student taking five classes should spend 15 hours per week in classes and about 30

hours preparing for classes, or a total of about 45 hours a week—which is a full-time schedule.

1. How many hours outside of class, on average, do you and other students you know spend preparing

for class each week?

2. Are college professors today assigning students 2 hours of preparation for every hour in class? If

not, why do you think they have dropped this standard?

Answers vary

3. Are students who are essentially doing part-time work (that is, attending classes but doing little

academic work outside of class) during college being prepared for a career after graduation (with a 40-

to 60-hour workweek)?

4. Is it ethical and socially responsible for professors to drop standards and for colleges to award

degrees for doing less work than students did 5, 10, or 20 years ago?

Join the Discussion 11–2: Using Reinforcement Theory

Reinforcement theory has been used successfully to maintain and increase performance by many

companies globally. However, its use does have critics who claim that it manipulates employees and that

it is the carrot-and-stick approach to motivation.

1. Does reinforcement motivate you?

2. Is reinforcement effective (does it serve to motivate) in today’s global economy?

3. Is the use of reinforcement theory ethical and socially responsible or manipulative?

Lussier, Management Fundamentals, 7e

Answers vary