ch 7 basic motivation concepts

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Organizational Behavior, 16e (Robbins/Judge)

Chapter 7 Motivation Concepts

1) ________ is defined as the processes that account for an individual's intensity, direction, and

persistence of effort toward attaining a goal.

A) LeadershipB) Management

) Learning

!) "motional la#or ") Motivation

Answer$ "

"%planation$ ") Motivation is defined as the processes that account for an individual's intensity,

direction, and persistence of effort toward attaining a goal.

&) he ________ dimension of motivation measures how long a person can maintain effort.

A) direction

B) persistence) intensity

!) (nowledge") e%perience

Answer$ B

"%planation$ B) Motivation has a persistence dimension. his measures how long a person canmaintain effort. Motivated individuals stay with a tas( long enough to achieve their goal.

) he ________ element of motivation descri#es how hard a person tries.

A) intelligenceB) e%perience

) direction!) intensity") persistence

Answer$ !

"%planation$ !) *ntensity descri#es how hard a person tries. his is the element most of us focuson when we tal( a#out motivation.

+) hich level of Maslow's hierarchy of needs deals with satisfying one's hunger, thirst, and

other #odily needs-A) safety

B) physiological

) social!) esteem

") psychological

Answer$ B"%planation$ B) Maslow hypothesied that within every human #eing there e%ists a hierarchy of

five needs. he lowest, most #asic needs are physiological. hey include hunger, thirst, shelter,

se%, and other #odily needs.

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opyright / &01 2earson "ducation, *nc.



he church you go to every 3unday is made up of people who have very different lifestyles and

are at different stages in their life. 4oanna is a &5year5old, single parent who wor(s for minimum

wage and shifts from motel to motel for accommodation. 4osephine is a single, +5year5oldwoman who earns a decent salary and has few interests and friends outside her office. 4onathan is

60 years old, e%tremely wealthy, has a loving family, and en7oys his wor(. 8ou have decided to

apply Maslow's hierarchy of needs to determine what motivates each of these individuals.

) hich of the following needs would most li(ely motivate 4oanna-

A) socialB) esteem

) physiological

!) self5actualiation

") safetyAnswer$

"%planation$ ) 4oanna first needs to satisfy her #asic physiological needs, which include

hunger, thirst, shelter, se%, and other #odily needs.

6) hich of the following needs would most li(ely motivate 4osephine-

A) socialB) esteem

) physiological

!) self5actualiation") safety

Answer$ A

"%planation$ A) According to Maslow, #ecause 4osephine is single and has little social

interaction, she would strive to satisfy her social needs, which include affection, #elongingness,acceptance, and friendship.

9) hich of the following needs would most motivate 4onathan-A) social

B) esteem

) physiological!) self5actualiation

") safety

Answer$ !

"%planation$ !) According to Maslow, #ecause 4onathan has satisfied all the previous needs inMaslow's hierarchy, he would #e see(ing self5actualiation.

:) According to Maslow's hierarchy of needs, which of the following is a lower5order need-A) social

B) safety

) esteem!) self5actualiation

") recognition

Answer$ B

"%planation$ B) Maslow separated the five needs into higher and lower orders. 2hysiologicaland safety needs were lower5order needs, and social, esteem, and self5actualiation were higher5

&




order needs.

;) *f we consider Maslow's hierarchy of needs in the conte%t of 4apan, <reece, and Me%ico,

where uncertainty5avoidance characteristics are strong, then ________ needs would #e on top ofthe hierarchy.

A) self5actualiation

B) security) social

!) esteem

") growthAnswer$ B

"%planation$ B) *f we consider Maslow's needs hierarchy in the conte%t of 4apan, <reece, and

Me%ico, where uncertainty5avoidance characteristics are strong, security needs would #e on top

of the hierarchy.

10) hich of the following needs in Maslow's hierarchy refers to the drive to #ecome what one

is capa#le of #ecoming-

A) socialB) self5actualiation

) physiological!) esteem

") safety

Answer$ B"%planation$ B) 3elf5actualiation refers to the drive to #ecome what we are capa#le of

#ecoming. *t includes growth, achieving our potential, and self5fulfillment.

11) hy is Maslow's theory criticied-A) he concept of self5actualiation was unfounded.

B) here is little evidence that needs are structured or operate in the way it descri#es.

) he esteem need is a more powerful motivator than self5actualiation.!) *ts terminology tends to alienate those to whom it is applied.

") *t does not ade=uately descri#e how an organiation can satisfy higher5order needs.

Answer$ B"%planation$ B) >esearch does not validate Maslow's theory. Maslow provided no empirical

su#stantiation, and several studies that sought to validate it found no support for it. here is little

evidence that need structures are organied as Maslow proposed, that unsatisfied needs motivate,

or that a satisfied need activates movement to a new need level.

1&) According to !ouglas Mc<regor's heory 8, a manager assumes that employees ________.

A) need to #e directedB) prefer to #e controlled

) learn to accept responsi#ility

!) need to #e micromanaged") attempt to avoid wor(

Answer$

"%planation$ ) According to heory 8, managers assume employees can view wor( as #eing as

natural as rest or play, and therefore the average person can learn to accept, and even see(,responsi#ility.




1) *f Al#erta is a categoried as a heory ? manager, which of the following #ehaviors is she

most li(ely to e%hi#it-A) 3he will empower her su#ordinates.

B) 3he will trust her employees to use their discretion in most matters.

) 3he will strictly control all the details of any pro7ect she is managing.!) 3he will delegate authority e%tensively to 7unior managers.

") 3he will let her employees choose their own goals.

Answer$ "%planation$ ) According to heory ?, managers #elieve employees inherently disli(e wor(

and must therefore #e directed or even coerced into performing it. 2er heory ?, a manager

would not trust employees and would feel inclined to control all aspects of their wor(.

1+) he ________ theory is also called motivation5hygiene theory.

A) hierarchy of needs

B) goal5setting

) self5determination!) cognitive evaluation

") two5factor Answer$ "

"%planation$ ") 2sychologist @rederic( er#erg proposed the two5factor theoryalso called

motivation5hygiene theory.

1) hich of the following theories proposes the idea of a dual continuum-

A) Maslow's hierarchy of needs theory

B) self5determination theory) two5factor theory

!) cognitive evaluation theory

") Mclelland's theory of needsAnswer$

"%planation$ ) @rederic( er#erg postulated the two5factor theory and proposed a dual

continuum$ he opposite of CsatisfactionC is Cno satisfaction,C and the opposite ofCdissatisfactionC is Cno dissatisfaction.C

16) According to the two5factor theory, ________.

A) there e%ists a hierarchy of needs within every human #eing, and as each need is satisfied, thene%t one #ecomes dominant

B) most employees inherently disli(e wor( and must therefore #e directed or even coerced into

performing it) employees view wor( as #eing as natural as rest or play, and therefore learn to accept, and

even see(, responsi#ility

!) the aspects that lead to 7o# satisfaction are separate and distinct from those that lead to 7o#dissatisfaction

") achievement, power, and affiliation are three important needs that help e%plain motivation

Answer$ !

"%planation$ !) he two5factor theory proposes that the factors that lead to 7o# satisfaction areseparate and distinct from those that lead to 7o# dissatisfaction.

+




19) hich of the following is a motivational factor according to er#erg's two5factor theory-

A) =uality of supervision

B) recognition) pay

!) relationships with others

") company policies"%planation$ B) er#erg characteried conditions such as =uality of supervision, pay, company

policies, physical wor(ing conditions, relationships with others, and 7o# security as hygiene

factors. hen they're ade=uate, people will not #e dissatisfiedD neither will they #e satisfied. *fwe want to motivate people on their 7o#s, er#erg suggested emphasiing factors associated

with the wor( itself or with outcomes directly derived from it, such as promotional opportunities,

personal growth opportunities, recognition, responsi#ility, and achievement.

1:) According to the two5factor theory proposed #y er#erg, which of the following is

considered a hygiene factor-

A) promotional opportunities

B) =uality of supervision) achievement

!) recognition") responsi#ility

Answer$ B

"%planation$ B) According to the two5factor theory, conditions such as =uality of supervision, pay, company policies, physical wor(ing conditions, relationships with others, and 7o# security

are considered hygiene factors or e%trinsic factors.

1;) According to er#erg, when ________ are ade=uate, people won't #e dissatisfied, #ut theywill also not #e satisfied.

A) achievement needs

B) affiliation needs) motivational factors

!) power needs

") hygiene factorsAnswer$ "

"%planation$ ") er#erg suggested that the opposite of CsatisfactionC is Cno satisfaction,C and

the opposite of CdissatisfactionC is Cno dissatisfaction.C >emoving dissatisfying characteristics

from a 7o# does not necessarily ma(e the 7o# satisfying. hen hygiene factors are ade=uate, people will not #e dissatisfiedD neither will they #e satisfied.

&0) Mclelland's theory is #ased on which of the following needs-A) sta#ility, growth, and security

B) achievement, power, and affiliation

) self5actualiation, sta#ility, and safety!) hygiene, control, and security

") control, status, and self5actualiation

Answer$ B

"%planation$ B) Mclelland's theory of needs states that the need for achievement EnAch), theneed for power En2ow), and the need for affiliation EnAff) help e%plain motivation.




8ou manage a department of five employees. 8ou have identified that 4oe has a high need for

achievement, Mary has a high need for power, and im has a high need for affiliation. 3arahscored high on the need for power and low on the need for affiliation. !oug scored low on #oth

need for power and need for affiliation.

&1) hich of these five employees is most li(ely to #e suita#le for a new assignment that

involves a high degree of personal responsi#ility and feed#ac(-

A) 4oeB) Mary

) im

!) 3arah

") !ougAnswer$ A

"%planation$ A) Feed for achievement EnAch) is the drive to e%cel, to achieve in relation to a set

of standards. As 4oe has a high need for achievement, he would en7oy a challenging assignment

with a high degree of personal responsi#ility and feed#ac(.

&&) hich of these five employees is most suita#le for handling your responsi#ilities when youare on a vacation-

A) 4oe

B) Mary) im

!) 3arah

") !oug

Answer$ !"%planation$ !) he #est managers are high in their need for power and low in their need for

affiliation. 3arah has a high need for power and a low need for affiliation.

&) "ri(a wants to #ecome the head of the > department. Although the role comes with a

generous salary hi(e and will put her in charge of several su#ordinates, she is mainly pursuing

this position #ecause she #elieves she can do the 7o# #etter than anyone else and wants people to(now this. According to Mclelland's theory of needs, which of the following needs is "ri(a

primarily driven #y in this case-

A) the need for sta#ility

B) the need for achievement) the need for security

!) the need for affiliation

") the need for power Answer$ B

"%planation$ B) Feed for achievement EnAch) is the drive to e%cel, to achieve in relation to a set

of standards. "ri(a is demonstrating the need to achieve.

&+) hich of the following statements is true according to Mclelland's theory of needs-

A) 2eople with a high achievement need prefer tas(s that have a high level of ris(.

B) 2eople with a high achievement need are interested in motivating others to do well.) 2eople with a high need for power and affiliation often ma(e good managers in large firms.

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!) 2eople with a high achievement need e%perience great satisfaction from success that comes

#y luc(.

") 2eople with a high need for power and a low need for affiliation often ma(e the #estmanagers.

Answer$ "

"%planation$ ") Feeds for affiliation and power tend to #e closely related to managerial success.he #est managers are high in their need for power and low in their need for affiliation. *n fact, a

high power motive may #e a re=uirement for managerial effectiveness.

&) hich of following needs, as detailed #y Maslow's hierarchy of needs, #est corresponds to

Mclelland's need for affiliation-

A) safety

B) social) esteem


") physiological

Answer$ B"%planation$ B) he need for affiliation is highly similar to the social needs in Maslow's theory.

According to Maslow, social needs include the need for affection, #elongingness, acceptance,and friendship. *n Mclelland's theory, the need for affiliation is the desire for friendly and close

interpersonal relationships.

&6) hich of the following theories proposes that people prefer to feel they have control over

their actions, so anything that ma(es a previously en7oyed tas( feel more li(e an o#ligation than

a freely chosen activity will undermine motivation-

A) self5serving theoryB) motivation5hygiene theory

) two5factor theory

!) self5determination theory") goal setting theory

Answer$ !

"%planation$ !) 3elf5determination theory proposes that people prefer to feel they have controlover their actions, so anything that ma(es a previously en7oyed tas( feel more li(e an o#ligation

than a freely chosen activity will undermine motivation.

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&9) hich of the following statements is true regarding the cognitive evaluation theory-

A) 2eople need e%trinsic rewards in order to #e motivated.

B) "%trinsic rewards tend to reduce intrinsic interest in a tas(.) *ntrinsic rewards are almost as effective as e%trinsic rewards.

!) "%ternally imposed standards of wor( largely improve intrinsic motivation.

") "%trinsic rewards, including ver#al praise, significantly decrease intrinsic motivation.Answer$ B

"%planation$ B) he cognitive evaluation theory hypothesies that e%trinsic rewards will reduce

intrinsic interest in a tas(.

&:) 3elf5determination theory proposes that in addition to #eing driven #y a need for autonomy,

people see( ways to achieve ________.

A) competence and positive connectionsB) high rewards

) recognition and status

!) career growth

") power and controlAnswer$ A

"%planation$ A) 3elf5determination theory proposes that in addition to #eing driven #y a needfor autonomy, people see( ways to achieve competence and positive connections to others.

&;) >achel's parents used to pay her an allowance every wee( to feed the cats and to do a fewother chores around the house. owever, once her mother lost her 7o#, her parents stopped giving

her an allowance. Although >achel =uit ma(ing her #ed every morning, she still continued to

feed the cats. hich of the following #est e%plains why >achel continues to feed the cats-

A) ithout the e%trinsic reward, the tas( itself is eliminated.B) ith the e%trinsic reward, the e%ecution of the tas( relies on internal motivation.

) ithout the intrinsic reward, the e%ecution of the tas( relies on e%ternal motivation.

!) ithout the e%trinsic reward, the e%ecution of the tas( relies on internal motivation.") ith the intrinsic reward, the e%ecution of the tas( relies on e%ternal motivation.

Answer$ !

"%planation$ !) By eliminating the e%trinsic reward Ethe allowance), the e%planation for>achel's #ehavior Econtinuing to feed the cats) shifts from an e%ternal motivation to an internal

motivation. >achel must en7oy or feel some other internal desire to continue feeding the cats.

0) he concept of ________ considers how strongly people's reasons for pursuing goals areconsistent with their interests and core values.

A) self5serving #ias

B) self5fulfilling prophecy) self5concordance


") self5efficacyAnswer$

"%planation$ ) A recent outgrowth of self5determination theory is self5concordance, which

considers how strongly people's reasons for pursuing goals are consistent with their interests and

core values. *f individuals pursue goals #ecause of an intrinsic interest, they are more li(ely toattain their goals and are happy even if they do not.

:




1) he investment of an employee's physical, cognitive, and emotional energies into 7o#

performance is called ________.A) vicarious modeling

B) self5determination

) 7o# engagement!) management #y o#7ectives

") 7o# analysis

Answer$ "%planation$ ) 4o# engagement refers to the investment of an employee's physical, cognitive,

and emotional energies into 7o# performance.

&) hich of the following statements is true regarding goal5setting theory-A) <oal commitment is more li(ely when individuals have an e%ternal locus of control.

B) "%ternally generated feed#ac( is more powerful than self5generated feed#ac(.

) <eneralied goals produce a higher level of output than specific goals.

!) 2eople do #etter when they get feed#ac( on how well they are progressing toward their goals.") Assigned goals generate greater goal commitment in low rather than high power5distance

cultures.Answer$ !

"%planation$ !) 2eople do #etter when they get feed#ac( on how well they are progressing

toward their goals #ecause it helps identify discrepancies #etween what they have done and whatthey want to do. 3elf5generated feed#ac(with which employees are a#le to monitor their own

progressis more powerful than e%ternally generated feed#ac(.

) According to goal5setting theory, goals are more li(ely to have a stronger impact on performance when ________.

A) goals have long time frames for completion

B) tas(s are comple% rather than simple) tas(s are novel rather than well learned

!) goals are easy rather than difficult

") tas(s are independent rather than interdependentAnswer$ "

"%planation$ ") <oal commitment is most li(ely to occur when goals are made pu#lic, when the

individual has an internal locus of control, and when the goals are self5set rather than assigned.

<oals themselves seem to affect performance more strongly when tas(s are simple rather thancomple%, well learned rather than novel, and independent rather than interdependent. Gn

interdependent tas(s, group goals are prefera#le.

9) he ________ theory is also (nown as the social cognitive theory or the social learning

theory.

A) two5factor B) self5determination

) goal5setting

!) self5efficacy

") reinforcementAnswer$ !

;




"%planation$ !) he self5efficacy theory is also (nown as the social cognitive theory or the

social learning theory.

:) ________ refers to an individual's #elief that he or she is capa#le of performing a tas(.

A) "motional contagion

B) Affect intensity) 3elf5efficacy

!) 3elf5determination

") >einforcementAnswer$

"%planation$ ) 3elf5efficacy is an individual's #elief that he or she is capa#le of performing a

tas(. he higher your self5efficacy, the more confidence you have in your a#ility to succeed.

+) hich of the following ways of increasing self5efficacy is generally used #y motivational

spea(ers-

A) arousal

B) enactive mastery) focused training

!) vicarious modeling") ver#al persuasion

Answer$ "

"%planation$ ") Her#al persuasion involves #ecoming more confident #ecause someoneconvinces you that you have the s(ills necessary to #e successful. Motivational spea(ers use this

tactic a lot.

+6) AEn) ________ is any conse=uence immediately following a response that increases the pro#a#ility that the #ehavior will #e repeated.

A) conclusion

B) reinforcer ) goal

!) o#7ective

") referentAnswer$ B

"%planation$ B) Behavior is controlled #y reinforcersany conse=uences that, when

immediately following responses, increase the pro#a#ility that the #ehavior will #e repeated.

+9) he proponents of reinforcement theory view #ehavior as ________.

A) the result of a cognitive process

B) environmentally caused) a reflection of the inner state of the individual

!) a function of one's power need

") a product of heredityAnswer$ B

"%planation$ B) >einforcement theory ta(es a #ehavioristic approach, arguing that

reinforcement conditions #ehavior. >einforcement theorists see #ehavior as environmentally

caused.

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+:) ________ argues that people learn to #ehave to get something they want or to avoid

something they don't want.

A) heory 8B) heory ?

) 3ocial cognitive theory

!) Gperant conditioning theory") Mclelland's theory of needs

Answer$ !

"%planation$ !) Gperant conditioning theory argues that people learn to #ehave to getsomething they want or to avoid something they don't want. Inli(e refle%ive or unlearned

#ehavior, operant #ehavior is influenced #y the reinforcement or lac( of reinforcement #rought

a#out #y its conse=uences.

+;) o get the #est results while using reinforcement theory, rewards should #e ________.

A) small and given only once

B) large and given at irregular intervals

) given prior to the desired #ehavior response!) given immediately following the desired #ehavior

") presented pu#licly with a large num#er of witnessesAnswer$ !

"%planation$ !) 2eople will most li(ely engage in desired #ehaviors if they are positively

reinforced for doing so. >ewards are most effective if they immediately follow the desiredresponseD and that #ehavior that is not rewarded, or is punished, is less li(ely to #e repeated.

0) elen, a high school teacher, wants her students to actively participate more in class. 3he has

decided to use reinforcement theory to get the re=uired results. hich of the following methodsis she most li(ely to use-

A) 3he is going to call on students who never participate.

B) 3he is going to yell at students, telling them that they are not ma(ing good grades.) 3he is going to as( the students that always participate to allow the others to have a chance.

!) 3he is going to model what active participation should loo( li(e at the #eginning of class.

") 3he is going to give students an e%tra mar( each time that they contri#ute.Answer$ "

"%planation$ ") elen is most li(ely going to use operant conditioning in which she gives

participating students additional mar(s. ith this practice she is motivating the students #y

conditioning them to e%pect a reward each time they demonstrate a specific #ehavior Espea(ingup in class).

1) he concept of operant conditioning is a part of the #roader concept of ________, whichargues that #ehavior follows stimuli in a relatively unthin(ing manner.

A) e=uity theory

B) e%pectancy theory) cognitive #ehavioral therapy

!) #ehaviorism

") humanism

Answer$ !"%planation$ !) he concept of operant conditioning was part of B. @. 3(inner's #roader concept

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of #ehaviorism, which argues that #ehavior follows stimuli in a relatively unthin(ing manner.

3(inner's form of radical #ehaviorism re7ects feelings, thoughts, and other states of mind as

causes of #ehavior. *n short, people learn to associate stimulus and response, #ut their consciousawareness of this association is irrelevant.

&) hat is the limitation of reinforcement theory in e%plaining changes in #ehavior-A) *t does not ade=uately descri#e the original #ehavior.

B) *t places too much emphasis on feelings and attitudes.

) Most #ehavior is, in fact, environmentally caused.!) *t ignores the effect of rewards and punishments on #ehavior.

") *t does not recognie the effect of cognitive varia#les.

Answer$ "

"%planation$ ") *n its pure form, reinforcement theory ignores feelings, attitudes, e%pectations,and other cognitive varia#les (nown to affect #ehavior.

) *n e=uity theory, individuals assess the ________.

A) cost5#enefit ratioB) efficiency5effectiveness trade5off

) =uantity5=uality trade5off !) outcome5input ratio

") =uality of outcome

Answer$ !"%planation$ !) "=uity theory states that individuals compare their 7o# inputs and outcomes

with those of others and then respond to eliminate any ine=uities. "mployees perceive what they

get from a 7o# situation Esalary levels, raises, recognition) in relationship to what they put into it

Eeffort, e%perience, education, competence) and then compare their outcome5input ratio with thatof relevant others.

6) Jaren graduated from college four years ago and has #een wor(ing at Betaphy *nc. eversince. 3he has consistently received good performance evaluations for the =uality of her wor(.

3he recently found out that her company hired a fresh college graduate with no e%perience at a

salary higher than hers. hich of the following theories will Jaren most li(ely use to evaluatethis situation-

A) reinforcement

B) goal setting

) e=uity!) e%pectancy

") operant conditioning

Answer$ "%planation$ ) "=uity theory states that individuals ma(e comparisons to referent others

Ecompare their 7o# inputs and outcomes with those of others and then respond to eliminate any

ine=uities.) *n this situation, #ecause Jaren is comparing income, it is li(ely that she will usee=uity theory.

9) According to the e=uity theory, there are four referent comparisons. he referent comparison

(nown as other5inside refers to ________.A) an employee's e%periences in a different position inside the employee's current organiation

1&




B) an employee's e%periences in a different position outside the employee's current organiation

) another individual or group of individuals inside the employee's organiation

!) an employee's e%periences in a similar position outside the employee's current organiation") another individual or group of individuals outside the employee's organiation

Answer$

"%planation$ ) he referent comparison of other5inside refers to another individual or group ofindividuals inside the employee's organiation.

:) 3elf5inside, one of the four referent comparisons in the e=uity theory, refers to ________.A) an employee's e%periences in a different position inside the employee's current organiation

B) an employee's e%periences in a different position outside the employee's current organiation

) another individual or group of individuals inside the employee's organiation

!) an employee's e%periences in a similar position outside the employee's current organiation") another individual or group of individuals outside the employee's organiation

Answer$ A

"%planation$ A) he referent comparison of self5inside refers to an employee's e%periences in a

different position inside the employee's current organiation.

60) 4im is a salaried employee whose 7o# is to develop content for online we# sites. e discoversthat he is paid su#stantially more than his colleagues even though their 7o#s and levels of

performance are very similar. According to the e=uity theory, what impact is this discovery most

li(ely to have on his #ehavior and performance-A) e will reduce the amount of wor( that he does on a daily #asis.

B) e will compare his earnings to those of another group of employees.

) e will increase his productivity andKor the overall =uality of his wor(.

!) e will see( a position within the company commensurate with his pay.") e will #egin to loo( for a position outside of the company.

Answer$

"%planation$ ) hen people see themselves as overrewarded, it creates guilt. According toe=uity theory, in order to reinstate a sense of e=uity, 4im will change his inputs Ee%ert more if

overpaid). e will increase his productivity andKor the overall =uality of his wor(.

Megan graduated from college three years ago and has #een wor(ing at 3ter#a *nc. ever since. A

conscientious employee, she has consistently received good performance evaluations. 3he

recently found out that a younger colleague, who was 7ust recruited to her team, is drawing a

higher salary than she is for doing the same type of wor(.

61) @ollowing this discovery, Megan starts coming to wor( late and her productivity #egins to

suffer. hich of the following is most similar to the scenario mentioned a#ove #ased on thee=uity theory-

A) !awn starts coming to wor( early and stays late once she learns that the mid5term review is

around the corner.B) <reg #elieves he wor(s harder than any of the other mem#ers in his department as they often

leave the office #efore him.

) Lisa starts wor(ing longer hours after learning that her co5wor(ers earn less than she does for

the same wor(.!) Myrtle produces a higher num#er of units to compensate for the lower =uality of her output.

1




") Beth su#mits her resignation after she was passed over for promotion for the second time.

Answer$

"%planation$ ) Based on e=uity theory, employees who perceive ine=uity can change theirinputs, i.e., e%ert less effort if they are underpaid, or e%ert more effort if they are overpaid. *n the

scenario, Megan is underpaid compared to her younger colleague and hence changes her inputs

#y slac(ing off at wor(. his situation is #est mirrored #y Lisa, who wor(s longer hours Echangesinputs) after realiing that she is overpaid compared to her colleagues. !awn's #ehavior does not

relate to the concept of e=uity. <reg's #ehavior represents a distorted perception of self. *n

Myrtle's situation, she is attempting to change outcomes and not her inputs. Beth chooses to dealwith the perceived ine=uity #y leaving the field.

6&) Based on the e=uity theory, which of the following, if true, would strengthen the argument

that Megan is trying to gain a sense of e=uity #y distorting her perception of herself-A) 3he thin(s that her colleague is paid more #ecause she is an *vy League graduate.

B) 3he #elieves that she is less capa#le than her colleague.

) 3he assumes that her colleague received a higher pac(age due to changes in industry

standards.!) 3he #elieves that her salary is not commensurate with her s(ills and e%perience.

") 3he #elieves that she is doing a lot #etter career5wise compared to the people with whom shegraduated.

Answer$ B

"%planation$ B) Based on e=uity theory, employees who perceive ine=uity can distort their perceptions of themselvesC* used to thin( * wor(ed at a moderate pace, #ut now * realie *

wor( a lot harder than everyone else.C *f Megan #elieves that she is less capa#le than her

colleague, then this would imply that she has distorted her perception of herself. *f she thin(s that

her colleague is paid more #ecause she is an *vy League graduate, then she is distorting her perception of her colleague. his would also #e true if she assumes that her colleague received a

higher pac(age due to changes in industry standards. *f Megan #elieves that her salary is not

commensurate with her s(ills and e%perience, then this neither strengthens nor wea(ens theargumentit only implies that she is e%periencing a sense of ine=uity. *f she #elieves that she is

doing a lot #etter career5wise compared to the people with whom she graduated, then this would

mean she is choosing a different referent.

6) Based on the e=uity theory, which of the following, if true, would strengthen the argument

that Megan is trying to gain a sense of e=uity #y changing her inputs-

A) 3he as(s her #oss for a raise, citing her years of e%perience with the company.B) 3he claims that e%trinsic rewards ma(e wor( seem li(e a chore and less en7oya#le.

) 3he accepts additional responsi#ilities #ut fails to carry them out effectively.

!) 3he ta(es long #rea(s from wor( and shir(s her responsi#ilities.") 3he constantly interrupts her colleague, refusing to let her get any wor( done.

Answer$ !

"%planation$ !) Based on e=uity theory, employees who perceive ine=uity can change theirinputs, i.e., e%ert less effort if they are underpaid, or e%ert more effort if they are overpaid. *f

Megan ta(es long #rea(s from wor( and shir(s her responsi#ilities, then this would mean that

she is trying to gain a sense of e=uity #y reducing her inputs. *f she as(s her #oss for a raise #y

citing her years of e%perience with the company, then this would mean that she is trying to gain asense of e=uity #y changing her outcomes. *f she constantly interrupts her colleague and refuses

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to let her get any wor( done, then this would mean that she is trying to reduce her colleague's

inputs. *f she claims that e%trinsic rewards ma(e wor( seem li(e a chore and less en7oya#le, then

this would imply that she is distorting her perception of herself. he argument is neitherstrengthened nor wea(ened #y the fact that she accepts additional responsi#ilities #ut fails to

carry them out effectively.

6+) 4ac(ie thin(s that she is paid a lot less than other employees in her division and feels

e%tremely resentful. 3he starts ta(ing long #rea(s and generally wastes time. er actions resulted

from a perceived lac( of ________ 7ustice.A) interactional

B) interpersonal

) procedural

!) distri#utive") associative

Answer$ !

"%planation$ !) "=uity theory focuses on distri#utive 7ustice, the employee's perceived fairness

of the amount and allocation of rewards among individuals.

6) "dith #elieves that the methods for determining salary hi(es and #onuses in her company aree%tremely unfair. *n this case, "dith perceives a lac( of ________ 7ustice.

A) interpersonal

B) distri#utive) associative

!) procedural

") interactional

Answer$ !"%planation$ !) 2rocedural 7ustice refers to the perceived fairness of the process used to

determine the distri#ution of rewards.

66) hich of the following types of 7ustice relates most strongly to 7o# satisfaction, employee

trust, withdrawal from the organiation, 7o# performance, and citienship #ehaviors-

A) associative 7usticeB) interactional 7ustice

) distri#utive 7ustice

!) procedural 7ustice

") integrative 7usticeAnswer$ !

"%planation$ !) 2rocedural 7ustice relates most strongly to 7o# satisfaction, employee trust,

withdrawal from the organiation, 7o# performance, and citienship #ehaviors.

69) hy do people who perceive themselves as victims of interactional in7ustice often #lame

their immediate supervisor rather than the organiation at large-A) *nterpersonal 7ustice or in7ustice is intimately tied to the conveyer of the information.

B) *nteractional in7ustice usually occurs during face5to5face encounters.

) hen people are not treated with respect, they tend to retaliate against those closest at hand.

!) *nteractional in7ustice is in the eyes of those who perceive they are disrespected.") *nteractional in7ustice is most often the result of the impersonal policies of the organiation.

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Answer$ A

"%planation$ A) *nterpersonal 7ustice descri#es an individual's perception of the degree to which

she is treated with dignity, concern, and respect. hen people are treated in an un7ust manner Eatleast in their own eyes), they retaliate Efor e%ample, #admouthing a supervisor). Because people

intimately connect interactional 7ustice or in7ustice to the conveyer of the information, we would

e%pect perceptions of in7ustice to #e more closely related to the supervisor.

6:) hich of the following theories discusses three relationships$ effort5performance

relationship, performance5reward relationship, and rewards5personal goals relationship-A) goal5setting theory

B) self5efficacy theory

) e=uity theory

!) e%pectancy theory") self5determination theory

Answer$ !

"%planation$ !) he e%pectancy theory discusses three relationships$ effort5performance

relationship, performance5reward relationship, and rewards5personal goals relationship.

6;) Logan is an employee who processes health insurance forms. *nitially he was criticied #yhis supervisor for sloppy wor(, #ut thereafter he improved considera#ly. Fow he consistently

processes his forms without errors and even does more than his fair share of wor(. owever,

Logan's supervisor has not responded to the e%tra effort he has put in, giving him no praise ormonetary #enefits. his leads Logan to #elieve that his supervisor is #iased against him.

According to the e%pectancy theory, in this situation, there is a pro#lem in the ________

relationship.

A) rewards5personal goalsB) performance5awareness

) performance5reward

!) performance5o#7ectives") performance5achievement

Answer$

"%planation$ ) he performance5reward relationship is the degree to which the individual #elieves performing at a particular level will lead to the attainment of a desired outcome.

"mployees sometimes, rightly or wrongly, perceive the #oss doesn't li(e them. As a result, they

e%pect a poor appraisal, regardless of effort.

90) Gscar is loo(ing for a new 7o#. e used to #e the company's top sales representative and was

eagerly e%pecting to #e promoted. owever, one of the regional manager's friends was promoted

to district manager instead. According to the e%pectancy theory, Gscar's dissatisfaction with hiscurrent 7o# stems from a #rea(down in the ________ relationship.

A) performance5reward

B) effort5performance) reward5personal goal

!) satisfaction5effort

") personal goal5self actualiation

Answer$ A"%planation$ A) he performance5reward relationship e%plains the degree to which the

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individual #elieves performing at a particular level will lead to the attainment of a desired

outcome.

91) According to the e%pectancy theory, the performance5reward relationship is the degree to

which ________.

A) the individual #elieves performing at a particular level will lead to desired outcomesB) organiational rewards satisfy an individual's personal goals or needs

) organiational rewards are perceived as attractive #y the individual

!) the individual #elieves that e%erting a given amount of effort will lead to performance") organiation rewards correspond with the individual's level of effort

Answer$ A

"%planation$ A) According to e%pectancy theory, the performance5reward relationship indicates

the degree to which the individual #elieves performing at a particular level will lead to theattainment of a desired outcome.

9&) Mar( is an e%cellent technical writer. e has never missed a deadline and all his pro7ects are

of superior =uality. e now wants to telecommute two days a wee(, so that he can spend moretime with his family. e feels that he has proven his relia#ility. owever, his #oss is una#le to

comply with his re=uest and gives him a su#stantial raise instead. According to the e%pectancytheory, Mar('s disappointment demonstrates a #rea(down in the ________ relationship.

A) performance5reward

B) effort5performance) rewards5personal goals

!) effort5satisfaction

") performance5achievement

Answer$ "%planation$ ) According to e%pectancy theory, the rewards5personal goals relationship

indicates the degree to which organiational rewards satisfy an individual's personal goals or

needs and the attractiveness of those potential rewards for the individual.

9) ith reference to the e%pectancy theory, which of the following e%amples indicates a wea(

rewards5personal goals relationship-A) An employee lac(s the s(ills re=uired to reach the desired performance level.

B) An organiation's appraisal system assesses nonperformance factors such as creativity and

initiative.

) An organiation rewards its employees #ased on factors such as seniority and s(ill level.!) An employee #elieves that his manager does not li(e him and hence e%pects a poor appraisal.

") An employee wor(s hard in order to #e relocated to the 2aris office #ut instead is transferred

to Bei7ing.Answer$ "

"%planation$ ") According to e%pectancy theory, the rewards5personal goals relationship

indicates the degree to which organiational rewards satisfy an individual's personal goals orneeds and the attractiveness of those potential rewards for the individual. *f an employee puts in

e%tra effort to #e relocated to the 2aris office #ut instead is transferred to Bei7ing, then it

indicates a wea( rewards5personal goals relationship.

9+) *f a manager incorrectly assumes that all employees want the same thing, then according to

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the e%pectancy theory, it is most li(ely to result in a wea( ________ relationship.

A) performance5achievement

B) effort5performance) performance5reward

!) rewards5personal goals

") effort5satisfactionAnswer$ !

"%planation$ !) According to the e%pectancy theory, the rewards5personal goals relationship

indicates the degree to which organiational rewards satisfy an individual's personal goals orneeds and the attractiveness of those potential rewards for the individual. 3o if a manager

incorrectly assumes that all employees want the same thing, then according to the e%pectancy

theory, it is most li(ely to result in a wea( rewards5personal goals relationship.

9) Motivation is defined as the processes that account for an individual's intensity, direction,

and persistence of effort toward attaining a goal.

Answer$ >I"

"%planation$ Motivation is defined as the processes that account for an individual's intensity,direction, and persistence of effort toward attaining a goal.

96) According to Maslow, a need that is su#stantially satisfied no longer motivates.

Answer$ >I"

"%planation$ According to Maslow, although no need is ever fully gratified, a su#stantiallysatisfied need no longer motivates.

99) According to Maslow, lower5order needs are satisfied internally while higher5order needs are

satisfied e%ternally.Answer$ @AL3"

"%planation$ According to Maslow, lower5order needs are satisfied e%ternally while higher5order

needs are satisfied internally.

9:) Inder heory 8, managers #elieve that employees inherently disli(e wor( and must

therefore #e directed or even coerced into performing it.Answer$ @AL3"

"%planation$ Inder heory ?, managers #elieve that employees inherently disli(e wor( and

must therefore #e directed or even coerced into performing it. *n contrast, under heory 8,

managers assume employees can view wor( as #eing as natural as rest or play, and therefore theaverage person can learn to accept, and even see(, responsi#ility.

9;) According to er#erg, the opposite of CsatisfactionC is Cdissatisfaction.CAnswer$ @AL3"

"%planation$ According to er#erg, the opposite of CsatisfactionC is Cno satisfaction,C and the

opposite of CdissatisfactionC is Cno dissatisfaction.C

:0) According to the two5factor theory, ade=uate hygiene factors provide 7o# satisfaction.

Answer$ @AL3"

"%planation$ According to er#erg, the factors that lead to 7o# satisfaction are separate anddistinct from those that lead to 7o# dissatisfaction. Ade=uate hygiene factors avoid 7o#

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dissatisfaction #ut they do not provide 7o# satisfaction.

:1) Mclelland's theory of needs proposes that the factors that lead to 7o# satisfaction areseparate and distinct from those that lead to 7o# dissatisfaction.

Answer$ @AL3"

"%planation$ he two5factor theory proposes that the factors that lead to 7o# satisfaction areseparate and distinct from those that lead to 7o# dissatisfaction. Mclelland's theory of needs

proposes that achievement, power, and affiliation are three important needs that help e%plain

motivation.

:&) According to Mclelland's theory of needs, when 7o#s have a high degree of personal

responsi#ility and feed#ac( and an intermediate degree of ris(, high achievers are strongly

motivated.Answer$ >I"

"%planation$ According to Mclelland's theory of needs, when 7o#s have a high degree of

personal responsi#ility and feed#ac( and an intermediate degree of ris(, high achievers are

strongly motivated.

:) 2eople who pursue goals for intrinsic reasons are more li(ely to attain their goals and arehappy even if they do not.

Answer$ >I"

"%planation$ 2eople who pursue goals for intrinsic reasons are more li(ely to attain their goalsand are happy even if they do not.

:+) According to goal5setting theory, a specific goal will produce a higher level of output than a

generalied goal.Answer$ >I"

"%planation$ 3pecific goals produce a higher level of output than the generalied goal Cdo your

#est.C

:) 3elf5generated feed#ac( is a more powerful motivator than e%ternally generated feed#ac(.

Answer$ >I""%planation$ 2eople do #etter when they get feed#ac( on how well they are progressing toward

their goals, #ecause feed#ac( helps to identify discrepancies #etween what they have done and

what they want to do. But all feed#ac( is not e=ually potent. 3elf5generated feed#ac( is a more

powerful motivator than e%ternally generated feed#ac(.

:6) <oal5setting theory strongly advocates participation in decision ma(ing, whereas MBG

demonstrates that managers' assigned goals are usually 7ust as effective.Answer$ @AL3"

"%planation$ he only area of possi#le disagreement #etween MBG and goal5setting theory is

participation$ MBG strongly advocates it, whereas goal5setting theory demonstrates thatmanagers' assigned goals are usually 7ust as effective.

:9) 3elf5efficacy refers to an individual's #elief that he or she is capa#le of performing a tas(.

Answer$ >I""%planation$ 3elf5efficacy Ealso (nown as social cognitive theory or social learning theory)

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refers to an individual's #elief that he or she is capa#le of performing a tas(. he higher your

self5efficacy, the more confidence you have in your a#ility to succeed.

::) he lower your self5efficacy, the more confidence you have in your a#ility to succeed.

Answer$ @AL3"

"%planation$ he higher your self5efficacy, the more confidence you have in your a#ility tosucceed.

:;) *ndividuals low in self5efficacy respond to negative feed#ac( with increased effort andmotivation.

Answer$ @AL3"

"%planation$ *ndividuals high in self5efficacy seem to respond to negative feed#ac( with

increased effort and motivation, whereas those low in self5efficacy are li(ely to lessen their effortwhen given negative feed#ac(.

;0) <oal5setting theory ta(es a #ehavioristic approach, whereas reinforcement theory ta(es a

cognitive approach.Answer$ @AL3"

"%planation$ <oal5setting is a cognitive approach, proposing that an individual's purposes directhis or her action. >einforcement theory, in contrast, ta(es a #ehavioristic view, arguing that

reinforcement conditions #ehavior. he two theories are clearly at odds philosophically.

;1) Inderpayment and overpayment, according to e=uity theory, tend to produce similar

reactions to correct the ine=uities.

Answer$ @AL3"

"%planation$ *f we perceive our ratio to #e e=ual to that of the relevant others with whom wecompare ourselves, a state of e=uity e%ists$ we perceive that our situation is fair and 7ustice

prevails. hen we see the ratio as une=ual and we feel underrewarded, we e%perience e=uity

tension that creates anger. hen we see ourselves as overrewarded, tension creates guilt.

;&) 2rocedural 7ustice refers to the perceived fairness of the method used to determine the

distri#ution of rewards.Answer$ >I"

"%planation$ 2rocedural 7ustice refers to the perceived fairness of the process used to determine

the distri#ution of rewards.

;) *nterpersonal 7ustice refers to an individual's perception of the degree to which he or she is

treated with dignity, concern, and respect.

Answer$ >I""%planation$ *nterpersonal 7ustice refers to an individual's perception of the degree to which he

or she is treated with dignity, concern, and respect.

;+) or(ers around the world prefer rewards #ased on seniority over rewards #ased on

performance and s(ills.

Answer$ @AL3"

"%planation$ or(ers around the world prefer rewards #ased on performance and s(ills overrewards #ased on seniority.

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ch 7 basic motivation concepts

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