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Organizational Behavior, 14e (Robbins/Judge) Chapter 7 Basic Motivation Concepts Jim is a student who cannot work at writing a paper for more than 30 minutes, yet he can spend many hours writing comments on blogs. What accounts for the change in motivation in this case? A) his ability B) the situati...

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Organizational Behavior, 14e (Robbins/Judge) Chapter 7 Basic Motivation Concepts 1) Jim is a student who cannot work at writing a paper for more than 30 minutes, yet he can spend many hours writing comments on blogs. What accounts for the change in motivation in this case? A) his ability B) the situation C) his personality D) the congruence E) the structure of the task Answer: B Explanation: But the same student who finds it difficult to read a textbook for more than 20 minutes may devour a Harry Potter book in a day. For this student, the difference in motivation is the situation. Diff: 2 Page Ref: 204 Topic: Defining Motivation Skill: AACSB: Analytic Skills Objective: Motivation Quest. Category: Concept/Definitional LO: 1 2) Motivation is best defined as a process that ________. A) results in a level of effort B) intensifies an individual's efforts C) accounts for an individual's efforts toward attaining a goal D) meets an individual's needs E) stabilizes over time Answer: C Explanation: Motivation is defined as the processes that account for an individual's intensity, direction, and persistence of effort toward attaining a goal. Diff: 2 Page Ref: 204 Topic: Defining Motivation Skill: AACSB: Analytic Skills Objective: Motivation Quest. Category: Concept/Definitional LO: 1

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3) What are the three key elements of motivation? A) reactance, congruence, and circumstance B) interest, activity, and reward C) awareness, effort, and outcome D) stimulation, progress, and achievement E) intensity, direction, and persistence Answer: E Explanation: The three key elements of motivation are intensity, direction, and persistence. Intensity describes how hard a person tries. Effort directed toward, and consistent with, the organization's goals is the direction of the motivation. The persistence element measures how long a person can maintain effort. Diff: 2 Page Ref: 204 Topic: Defining Motivation Skill: AACSB: Analytic Skills Objective: Elements of Motivation Quest. Category: Concept/Definitional LO: 1 4) Which level of Maslow's hierarchy of needs deals with satisfying one's hunger, thirst, and need for sex? A) safety B) physiological C) social D) esteem E) psychological Answer: B Explanation: Maslow hypothesized that within every human being there exists a hierarchy of five needs. The lowest, most basic needs are physiological. They include hunger, thirst, shelter, sex, and other bodily needs. Diff: 2 Page Ref: 205 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Physiological Needs Quest. Category: Concept/Definitional LO: 2

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5) According to Maslow, when does a need stop motivating? A) when it is substantially satisfied B) it never stops motivating C) when one returns to a lower level need D) when one chooses to move to a higher level need E) only when it is completely satisfied Answer: A Explanation: According to Maslow, although no need is ever fully gratified, a substantially satisfied need no longer motivates. Thus, as each of these needs becomes substantially satisfied the next one becomes dominant. Diff: 2 Page Ref: 205 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Hierarchy of Needs Quest. Category: Concept/Definitional LO: 2 6) What is the major problem with Maslow's hierarchy of needs in organizational behavior? A) It is difficult to apply to the workplace. B) It is vague as to how a workplace can satisfy higher-order needs. C) Its terminology tends to alienate those to whom it is applied. D) It is almost impossible to assess how well an individual has a particular need filled. E) There is little evidence that needs are structured or operate in the way it describes. Answer: E Explanation: Research does not validate Maslow's theory. Maslow provided no empirical substantiation, and several studies that sought to validate the theory found no support for it. There is little evidence that need structures are organized along the dimensions proposed by Maslow, that unsatisfied needs motivate, or that a satisfied need activates movement to a new need level. Diff: 2 Page Ref: 206 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Hierarchy of Needs Quest. Category: Concept/Definitional LO: 2

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7) How would a Theory X manager view employees? A) seeking responsibility B) needing to be coerced to achieve goals C) viewing work as a normal daily activity D) exercising self control E) not motivated by rewards Answer: B Explanation: Maslow believed that under Theory X, managers believe employees inherently dislike work and must therefore be directed or even coerced into performing it. Diff: 2 Page Ref: 207 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Theory X Quest. Category: Concept/Definitional LO: 2 8) A Theory Y manager would assume that employees would ________. A) dislike work B) need to be controlled C) avoid responsibility D) exercise self direction E) attempt to avoid work Answer: D Explanation: According to Maslow's theory, under Theory Y managers assume employees can view work as being as natural as rest or play, and therefore the average person can learn to accept, and even seek, responsibility. Diff: 2 Page Ref: 207 Topic: Early Theories of Motivation Skill: AACSB: Reflective Thinking Objective: Theory Y Quest. Category: Concept/Definitional LO: 2

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9) Which of the following is a behavior that would most likely be exhibited by a Theory X manager? A) She lets her employees choose their own goals. B) She trusts her employees to use discretion in most matters. C) She strictly controls the details of any project she is managing. D) She delegates authority extensively to junior managers. E) She honestly informs her employees of the likelihood that they will lose their jobs. Answer: C Explanation: Maslow believed that under Theory X, managers believe employees inherently dislike work and must therefore be directed or even coerced into performing it. A manager would not trust her employees and would feel inclined to control all aspects of their work. Diff: 2 Page Ref: 207 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Theory X Quest. Category: Application LO: 2 10) Two-factor theory suggests that dissatisfaction is caused by extrinsic factors. Which of the following is an example of such a factor? A) advancement B) working conditions C) achievement D) recognition E) nature of the work itself Answer: B Explanation: Two-factor theory relates intrinsic factors to job satisfaction and associates extrinsic factors with dissatisfaction. Also called motivation hygiene theory. Conditions such as quality of supervision, pay, company policies, physical working conditions, relationships with others, and job security are considered hygiene factors or extrinsic factors. Diff: 2 Page Ref: 208 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Extrinsic Factors Quest. Category: Concept/Definitional LO: 2

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11) Which of the following is not true about the two-factor theory? A) Working conditions are characterized as hygiene factors. B) Intrinsic factors are motivators. C) A job becomes satisfying when the dissatisfying characteristics are removed. D) Responsibility is a satisfier. E) Hygiene factors are demotivators. Answer: C Explanation: Herzberg proposed that his findings indicated the existence of a dual continuum: The opposite of "satisfaction" is "no satisfaction," and the opposite of "dissatisfaction" is "no dissatisfaction." Diff: 2 Page Ref: 208 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Two-Factor Theory Quest. Category: Concept/Definitional LO: 2 12) What continuum in the two-factor theory is made up of the hygiene factors? A) no dissatisfaction to dissatisfaction B) no dissatisfaction to satisfaction C) satisfaction to no satisfaction D) satisfaction to dissatisfaction E) dissatisfaction to exit behavior Answer: A Explanation: Herzberg proposed that his findings indicated the existence of a dual continuum: The opposite of "satisfaction" is "no satisfaction," and the opposite of "dissatisfaction" is "no dissatisfaction." Diff: 3 Page Ref: 208 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Hygiene Factors Quest. Category: Concept/Definitional LO: 2

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13) McClelland's theory of needs concentrates on which three needs? A) achievement, realization, and acceptance B) achievement, power, and affiliation C) power, acceptance, and confirmation D) affiliation, control, and realization E) control, status, and relationships Answer: B Explanation: McClelland's theory of needs states that achievement (need for achievement, nAch), power (need for power, nPow), and affiliation (need for affiliation, nAff) are three important needs that help explain motivation. Diff: 2 Page Ref: 209-210 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: McClelland's Theory of Needs Quest. Category: Concept/Definitional LO: 2 14) Jasmine is trying to gain control of her department. Although she will be greatly compensated if she achieves this aim and will gain control over many subordinates, the main reason she is pursuing this position is that she thinks she can do the job better than her predecessors and wants people to know that this is so. What need would McClelland say primarily drives Jasmine in this case? A) the need for control B) the need for achievement C) the need for attainment D) the need for influence E) the need for power Answer: B Explanation: Need for achievement (nAch) is the drive to excel, to achieve in relation to a set of standards, to strive to succeed. Jasmine is demonstrating the need to achieve. Diff: 3 Page Ref: 209-210 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Achievement Needs Quest. Category: Application LO: 2

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15) Individuals with a high need to achieve prefer all of the following except ________. A) job situations with personal responsibility B) a high degree of risk C) overcoming obstacles D) feedback E) personal empowerment Answer: B Explanation: High achievers perform best when they perceive their probability of success. They dislike gambling with high odds because they get no achievement satisfaction from success that comes by pure chance. They would not like a high degree of risk. Diff: 2 Page Ref: 209-210 Topic: Early Theories of Motivation Skill: AACSB: Analytic Skills Objective: Achievement Needs Quest. Category: Concept/Definitional LO: 2 16) Which of the following best defines self-determination theory? A) Intrinsic factors when rewarded increase productivity. B) Extrinsic factors, such as pay, can actually decrease motivation. C) Intrinsic factors are related to the desire for interpersonal relationships. D) Extrinsic factors determine a person's need to control a situation. E) Extrinsic factors, such as pay, can actually increase motivation. Answer: B Explanation: Self-determination theory is a theory that states that allocating extrinsic rewards for behavior that had been previously intrinsically rewarding tends to decrease the overall level of motivation if the rewards are seen as controlling. Diff: 2 Page Ref: 211 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Concept/Definitional LO: 3

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17) Self-determination theory proposes that not only do people seek autonomy, but also ________. A) high rewards B) social recognition C) power D) dependence E) connections to others Answer: E Explanation: Self-determination theory also proposes that in addition to being driven by a need for autonomy, people seek ways to achieve competence and positive connections to others. People want to feel that they have a positive input in the work environment. Diff: 2 Page Ref: 211-212 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Concept/Definitional LO: 3 18) Brian was a star short-stop player in high school. He was drafted to a minor league and didn't go to college. Since playing professionally his performance has declined, and he is considering leaving baseball and applying to college. Brian's lack of motivation can be attributed to which theory? A) hierarchy of needs theory B) theory X C) reinforcement theory D) self-determination theory E) two factor theory Answer: D Explanation: Self-determination theory also proposes that in addition to being driven by a need for autonomy, people seek ways to achieve competence and positive connections to others. People want to feel that they have a positive input in the work environment. Diff: 3 Page Ref: 211-212 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Application LO: 3

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19) Ana's parents paid her an allowance every week to feed the cats and a few other chores around the house. When Ana's mom lost her job her parents were no longer able to pay her an allowance. Although Ana quit making her bed every morning, she still fed the cats as soon as she woke up. Which of the following best explains Ana's behavior? A) Without the extrinsic reward the task itself is eliminated. B) With the extrinsic reward the task relies on an internal motivation. C) Without the intrinsic reward the task relies on an external motivation. D) Without the extrinsic reward the task relies on an internal motivation. E) With the intrinsic reward the task relies on an external motivation. Answer: D Explanation: By eliminating the extrinsic rewards (Ana's allowance) the explanation for Ana's behavior (continuing to feed the cats) shifts from an external to an internal explanation why she does the task. Ana must enjoy or feel some other internal desire to continue working, since she is receiving nothing external to explain her behavior. Diff: 3 Page Ref: 212 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Application LO: 3 20) According to self-determination theory, if rewards and deadlines are to motivate a person, the person must ________. A) believe they control their behavior B) determine the goals and deadlines C) believe that the goals are achievable D) believe that the goals are for the greater good E) be unaware of the goals and deadlines Answer: A Explanation: Extrinsic rewards such as verbal praise and feedback about competence can improve even intrinsic motivation, and deadlines and specific work standards can too, if people believe they are in control of their behavior. This is consistent with the central theme of selfdetermination theory: rewards and deadlines diminish motivation if people see them as coercive. The rewards cannot be viewed as bribes, and the deadlines cannot be perceived as coercive. Diff: 3 Page Ref: 212 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Concept/Definitional LO: 3

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21) Phil loves sales. He has been a stellar sales person since he was 12. Recently he was awarded a full paid trip for two to Puerto Rico for breaking a company sales record. Phil is so motivated to work, he has set a new goal to break his old record in the coming year. Taking into account self-determination theory, why did the company recognition and award, an extrinsic reward, motivate Phil? A) The reward was seen as a coercive method of increasing sales and motivated Phil to prove himself intrinsically. B) The reward increased Phil's sense of competence by providing feedback that improved his intrinsic motivation. C) The reward was imposed to work toward a standard that Phil could not believe in and his intrinsic motivation suffered. D) The reward increased Phil's sense of competence by providing feedback that diminished his intrinsic motivation. E) The reward decreased Phil's sense of competence by providing feedback that improved his intrinsic motivation.be unaware of the goals and deadlines Answer: B Explanation: Extrinsic rewards such as verbal praise and feedback about competence can improve even intrinsic motivation. Phil viewed the reward as an indication that he's been doing a good job at this valued task. The reward increased his sense of competence by providing feedback that could improve intrinsic motivation. Diff: 3 Page Ref: 212-213 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Application LO: 3

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22) Tony loves programming. He was on the ground level of the computer revolution. This year his boss has set personal goals for each of the programmers, one of which includes a presentation from each programmer about a project. Tony is very annoyed because he has a tremendous amount of work to do and he'll have to spend the weekend, his personal time, preparing the presentation. Taking into account self-determination theory, why did his boss' goals and the presentation reduce Tony's motivation? A) The externally imposed goal feels coercive, causing Tony's intrinsic motivation to increase. B) The internally imposed goal feels coercive, causing Tony's intrinsic motivation to suffer. C) The self-imposed goal increases his sense of competence, causing the intrinsic motivation to suffer. D) The externally imposed goal is an external reward, causing Tony's intrinsic motivation to increase. E) The externally imposed goal feels coercive, causing Tony's intrinsic motivation to suffer. Answer: E Explanation: Working to an externally imposed goal feels coercive, and Tony's intrinsic motivation suffers. He is less interested in the task and might reduce his effort. Diff: 3 Page Ref: 212-213 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Application LO: 3 23) ________ is the degree to which a person's reasons for pursuing a goal is consistent with the person's interests and core values. A) Self-imposition of goals B) The nAch C) Self-determination D) Extrinsic motivation E) Self-concordance Answer: E Explanation: An outgrowth of self-determination theory is self-concordance, which considers how strongly peoples' reasons for pursuing goals are consistent with their interests and core values. If individuals pursue goals because of an intrinsic interest, they are more likely to attain their goals and are happy even if they do not. Diff: 2 Page Ref: 213 Topic: Contemporary Theories of Motivation Skill: AACSB: Analytic Skills Objective: Self-determination Theory Quest. Category: Concept/Definitional LO: 3

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24) Glendon has a degree in business and worked for two years at an international firm in Spain. When the firm suffered cutbacks and Glendon returned home, he took a job at a non-profit agency mentoring at-risk Spanish-speaking children. Glendon earns a third of what he earned in the business world, but has decided that his new goal is to acquire a larger case load and continue to use his Spanish to help people. Which theory explains why Glendon is happy with a much smaller external reward for his work? A) self-imposition of goals B) nAch C) self-determination D) extrinsic motivation E) self-concordance Answer: E Explanation: An outgrowth of self-determination theory is self-concordance, which considers how strongly peoples' reasons for pursuing goals are consistent with their interests and core values. If individuals pursue goals because of an intrinsic interest, they are more likely to attain their goals and are happy even if they do not. Glendon is...