Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
Instructor Manual
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
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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
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
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
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.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
At my internship, I do a variety of projects. I noticed that my motivation is stronger when I know
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
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?
11-2. What are the three major classes of motivation theories?
The three major classes of motivation theories are content motivation theories, process motivation
11-3. What are the four content motivation theories?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
11-4. What do the E, R, and G stand for in ERG theory?
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?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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
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?
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.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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?
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?
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. Usain, it’s not my fault the machine broke and now we are behind schedule.
2. Betty Lou went on a sales call, but when she went online our company website was down;
resulting in no sale.
3. Butch, I know you are trying hard, but you aren’t meeting your sales quotas We have to
let you go.
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
4. Too bad Latoya does not seem to like doing her work and just does the minimum to keep
her job.
5. John boy makes more sales calls than the other five reps, but he has the lowest sales.
6. I know Mark is bright and could get all As, but he doesn’t seem to realize that grades are
important to getting a good job.
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. “Carl, at Google, we created a culture where we work hard, but it’s a fun place to work.
8. “Stanley, already offering good salaries and benefits, our HR staff is recommending that
we have more social events so employees can get to know each other better to promote
more motivated teamwork.” ”
9. “Harry, here at Pet’s R Us Animal Clinic, we focus on hiring people who love animals
and want to care of them.”
10. “Edwina, I know I like to micromanage, but I’m working at giving some of my
employees more autonomy in their jobs.”
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
11. “Mookie, a five-step sequence of needs is too complex. That’s why I like this other one
with three needs better.”
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
12. “Tony, I do agree that you do exceptional work. So, I will request the raise you want
with HR.”
13. “Shelby, 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.”
14. “Tyson, my style is to delegate tough tasks that my employees can do, and I tell them
exactly what I want them to do, with a tough deadline.”
15. “Lolo, you have to realize that we are over booked and everyone else is working
tomorrow, so you have to work.”
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
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
C. Punishment
D. Extinction
16. “Helen, for being late again, next time we have overtime I’m not going to give you extra
hours.
17. “Chet, I know we can make more money by fixing prices, but it’s illegal, so I’m not
going to do it.”
18. “Avi, I really appreciate your staying late tonight to finish this project.”
A. Positive. Praise of thanks is a reward.
19. “Sharron, you know the rule is that we dock your pay if you come in late. No excuses.
20. “I was hoping that Heidi would stop being mean to Jake, 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
21. “Anita, congratulations. You made the most computer chips again this week, making
you the high income earner for the fourth month in a row since we started this new piece
rate system.”
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
22. “Thanks Anton. You really hustled to get that shipment out on time today.
23. “Tom, I just closed another sale. I’m looking forward to a nice commission check this
week.”
24. “Katie, you need to work fast so we can meet our quarterly sales goal, and get a share of
the profits.”
25. “Hillary, I look forward to getting out of working on Monday mornings to attend our
weekly department meeting.”
26. “Kyle, I want to continue being paid monthly, and I like February better than the
months with 31 days.”
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?
Instructor Resource
Lussier, Management Fundamentals 8e
SAGE Publishing, 2019
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?
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?