1.

What term refers to the amount of resources that an organization is willing to commit to
achieve a goal?

 B) Input

2. Which term refers to whether, when faced with roadblocks and obstacles, people keep trying
or give up?

 C) Persistence

3. What term is used for behavior that is performed for its own sake?

 B) Intrinsic motivation

4. What concept explains what drives or will drive people to achieve organizational goals and is
therefore central to effective management?

 D) Expectancy

5. What term refers to the psychological forces that determine the direction of a person's
behavior in an organization, a person's level of effort, and a person's level of persistence in
the face of obstacles?

 A) Motivation

6. Despite being faced with several obstacles, Fiona achieved every goal set by her manager and
was pleasantly surprised to receive the Employee of the Year award. Fiona demonstrated

 A) High prosocial behavior.

7. Max, a top-rated manager, is intrinsically motivated. He is likely motivated by

 C) Regularly having one of his subordinates recognized as manager of the month.

8. A teacher who excels because he or she enjoys the process of shaping young minds is
demonstrating

 D) Intrinsically motivated behavior.

9. Dell works hard and always meets his sales quotas so that he never misses a volume bonus
and is consistently recognized as a top salesperson. Dell is ________ motivated.

 A) Extrinsically

10. If a person is extrinsically motivated, he or she would be driven to

 A) Perform at a high level to avoid being impacted by a layoff.

11. As someone driven by intrinsic motivation, Luca works hard because

 A) He appreciates the feeling of accomplishment his work provides him.

12. Julianna loves being a lawyer and feels a great sense of reward just doing her job each day. As
someone prosocially motivated, Julianna also volunteers free legal advice at a local
community center because

 E) She enjoys using her skills in another setting to benefit other people.

13. Prosocially motivated behavior

  E) Seeks to improve the well-being of other people.

14. To help his company achieve its sales goals, Jason puts in a lot of extra time at the office. This
effort is considered a(n)

 B) Input

15. ________ explains why employees are highly motivated if they believe that working hard will
lead to high performance and ultimately desired outcomes.

 E) Expectancy theory

16. According to the expectancy theory, motivation is high when people

 A) Believe that high levels of effort lead to high performance and, ultimately, to the
attainment of the desired goals.

17. Diego is a hard worker. However, in his current organization, he feels that no matter how
much effort he puts in, the environment limits his level of performance. In the context of
expectancy theory, Diego is exhibiting

 A) Low expectancy.

18. How could a manager use expectancy theory to boost employees' motivation?

 B) By expressing confidence in their competence and ability to successfully reach

the goal

19. Liv is very dedicated and believes that if she puts in the effort to perform at a high level, her
organization will provide financial rewards and growth opportunities. According to
expectancy theory, this belief demonstrates the concept of

 A) Instrumentality.

20. According to the expectancy theory, a manager wanting to motivate using instrumentality
should

 A) Define an incentive plan that links greater outcomes to higher performance.

21. According to the expectancy theory, the term ________ refers to how desirable each of the
outcomes available from an organization is to a person.

 C) Valence

22. A manager provides outcomes to his subordinates for good performance in the form of
rewards that they value. According to expectancy theory, the manager is motivating through

 A) Valence

23. ________ proposes that all people seek to satisfy five basic kinds of needs: physiological
needs, safety needs, belongingness needs, esteem needs, and self-actualization needs.

 C) Abraham Maslow's hierarchy of needs theory

32. In the context of Maslow's hierarchy, managers should
B) understand what needs are satisfied for each employee as those will no longer be
effective motivators.

33. According to Maslow's hierarchy, a company is addressing the need for

D) belongingness when it organizes a yearly picnic for employees and their families.

34. In the context of Maslow's hierarchy, managers should

B) understand what needs are satisfied for each employee as those will no longer be
effective motivators.

35. Providing adequate medical benefits and safe working conditions addresses an employee's
need for
B) safety in the context of Maslow's hierarchy.

36. As countries become wealthier and have higher standards of living, Maslow's hierarchy
contends that
C) self-actualization needs are likely to become the primary motivators of behavior.

37. By giving employees the opportunity to realize their full potential, a manager satisfies the
employees'
C) self-actualization needs according to Maslow's hierarchy.

38. ________ identified three universal categories of need: existence, relatedness, and growth.
B) Clayton Alderfer's ERG theory.

39. According to Alderfer's ERG theory, what behavior might an employee exhibit relative to
needs fulfillment?
A) If frustrated with needs fulfillment at one level, an employee will focus on a lower-level
need.

40. In what way do the theories of Maslow and Alderfer resemble each other?
C) As lower-level needs become satisfied, people seek to satisfy higher-level needs.

41. Abhay is frustrated with the lack of growth opportunities available in his organization. While
working with his manager on identifying training options, Abhay decides to also focus on
building his relationships with his peers. Abhay's behavior is consistent with ________ theory.
B) Alderfer's ERG.

42. According to Herzberg's theory, ________ needs refer to the nature and challenge of one's
work.
A) motivator.

43. According to Herzberg's theory, ________ needs are related to the physical and psychological
context in which the work is performed.
D) hygiene.

44. To help satisfy an employee's motivator needs, Herzberg's theory would direct a manager to
provide the employee with
D) a sense of accomplishment.

45. To help satisfy an employee's hygiene needs, Herzberg's theory would direct a manager to
provide the employee with
A) job security.
46. ________ drew attention to the important distinction between intrinsic motivation and
extrinsic motivation.
C) Herzberg's motivator-hygiene theory.

47. According to McClelland, an employee with a strong desire to perform tasks well and meet
personal standards for excellence has the need for
C) achievement.

48. According to McClelland, the need for ________ is the extent to which an individual desires
to control or influence others.
A) power.

49. According to McClelland, the need for affiliation is the extent to which an individual
C) is concerned about maintaining good interpersonal relations.

50. Melissa is driven to take on challenging tasks and perform them to the best of her ability. She
also values her relationships with peers and makes time to build those connections.
According to McClelland's needs theory, Melissa has a
A) high need for affiliation and a high need for achievement.

51. Roland is extremely focused on meeting his personal goals and has a strong desire to succeed
at challenging projects. At times, he knowingly takes actions that damage his working
relationships in order to succeed. According to McClelland's needs theory, Roland has a
B) low need for affiliation and a high need for achievement.

52. Carol is a manager who believes that carefully monitoring and maintaining control over
employees is more important than maintaining cordial relationships with them. According to
McClelland's needs theory, Carol has a
A) high need for power and a low need for affiliation.

53. As a manager, Marcus is very conscious of how his subordinates feel about whether their
work outcomes are as expected relative to the effort and contributions they put in. This is an
example of the ________ theory.
A) equity.

54. Chen-Chu performs the same job tasks as her coworkers, but she believes she is being paid
less. This is an example of
D) underpayment inequity.

55. Teri, an employee at MobileComm, perceives that while she contributes the same effort and
skills to the organization as her colleague José, she receives higher pay and added perks. This
is an example of
A) overpayment inequity.

56. Colin believes that he works harder than many of his coworkers and yet knows he is being
paid less. Colin is likely to be motivated to
C) ask for a raise or a promotion.

57. ________ theory considers how managers can ensure that organization members focus their
inputs on achieving high performance and accomplishing organizational targets.
A) Goal-setting.
58. To stimulate high motivation and performance, goal-setting theory suggests setting
C) specific goals that are difficult, but not impossible, to attain.

59. According to ________ theory, employees will be motivated to perform at a high level and
attain their work goals to the extent that high performance and goal attainment allow them
to obtain outcomes they desire.
D) Victor H. Vroom's expectancy

60. Devin's manager constantly messages him the day his monthly report is due, so Devin has
begun working late the night before to deliver the report early and avoid the nagging. The
manager is using ________ reinforcement to drive Devin's performance.
D) negative

61. ________ is the process of removing the expected consequences that are leading to
undesirable behaviors in the workplace.
A) Extinction

62. Arthur's work group receives annual bonuses based on how well the team meets project
schedules. This is an example of ________ reinforcement.
C) positive

63. When Juan violated his company's Internet policy, he was immediately fired. This is an
example of
E) punishment.

64. Organizational behavior modification is sometimes criticized because it

C) is overly controlling and can negatively impact creativity and individuality.

65. ________ theory expands a manager's understanding of motivation to include the effects of a
person's thoughts and beliefs.
E) Social learning

66. Julius is extremely confident and knows he can be a top performer on the team. Julius
exhibits high
B) self-efficacy.

67. As a medical resident, Brooke shadows an experienced surgeon in order to see surgical
techniques first-hand. Brooke is participating in
B) vicarious learning.

68. As a reward for completing his assignment two weeks ahead of schedule, Diego decided to
take a vacation. The reward is an example of
C) self-reinforcement.

69. Employee stock options are most often used

C) to motivate employees to achieve organizational goals.

70. When an organization bases employees' pay on the number of units each employee
produces, it is using a(n) ________ plan.
C) piece-rate

71. The workers in a factory are encouraged to pursue cost-cutting strategies. Each month, the
workers receive bonus checks that share some portion of the cost-cutting benefits with them.
 This approach to merit pay is called
E) the Scanlon plan.

72. Behavior is considered extrinsically motivated if it is driven by the desire for

B) material gain.

73. When Alex sees his company stock rising and referenced in industry magazines as a market
leader, he feels a great sense of accomplishment and achievement. Alex is motivated
C) intrinsically.

74. Yanesh knows he works more hours and has delivered more code than most of his peers and
yet receives less compensation. His sense of inequity is likely to cause him to
E) put forth less effort on the job.

75. Elijah makes sure that all his sales representatives receive the same percentage of
commission pay. This is an example of
D) distributive justice.

76. Although employees are not directly involved in the company's performance evaluation
process, Jasmine believes she will be evaluated fairly. Jasmine perceives a high degree of
________ justice within the company.
A) procedural

77. A manager for a food distribution company wants to stimulate high motivation and
performance in the coming month. Based on the goal-setting theory, what goal would be
most appropriate for the manager to set for each representative?
B) sell 10 percent more than the previous month.

78. Learning theory focuses on

C) the linkage between performance and outcomes in the motivation equation.

A few weeks ago, Jenny started working in a hospital kitchen. Part of her job involves interacting with
patients, but she is uncertain what approach to use. Jenny noticed that her coworker Riley had a
good rapport with the patients, so she began using a similar approach. This is an example of
D) vicarious learning.

79. At a departmental meeting, Stella's manager described an issue and asked for a volunteer to
figure out a solution. Stella had previously encountered similar issues and was confident she
could solve the problem, so she accepted the responsibility. Stella's behavior was influenced
by
D) self-efficacy.

80. Several employees at a product distribution company came up with some efficiency
improvement strategies and brought their ideas to the foreman. After the suggested
strategies were implemented, the company saw a notable decrease in costs, so the foreman
rewarded the employees with a half-day off and a team outing. This example reflects the
________ approach to compensation.
E) Scanlon plan

81. Equity theory is often characterized as a theory of ________ justice.

D) distributive
82. Sam's manager is very respectful and, even when delivering constructive criticism as part of
ongoing feedback, is always encouraging and helpful. Sam perceives a high degree of
________ justice from the manager's behavior.
A) interpersonal

83. While Bill was rather disappointed with his yearly bonus, he still believed that his manager
provided a clear and sufficient explanation about how his performance contributed to the
bonus amount. Bill perceives a high degree of ________ justice from the manager's behavior.
D) informational

84. A company is competing with other companies for skilled employees in an extremely
competitive environment. To ensure top-rated employees will be motivated to stay and not
jump to a competitor, the company should
E) grant employee stock options.