Business 107: Organizational Behavior Ch 8. Employee Motivation

Classical leadership

sole interest in high production and efficiency

Behavioral Management Theory

mangers will better understand the human aspect to workers and treat employees as important assets

Behavior

the way a person conducts themselves towards others

Motivation

the internal process that directs enduring behavior; our drive or willingness to do something

Which of the following is a factor that can help increase employee motivation?

1. Positive feedback and appraisals.

2. Individual processes.

3. Working towards the goals of the management.

4. Having no involvement with decision-making.

Positive feedback and appraisals.

A manager is trying to motivate his employees because company productivity is declining. He decreases their benefits by 10%, and awards them tasks he knows they will find boring. Employees are told that their position is safe, and they can advance if they start working harder. He declares the only goal is increasing company revenue, and that common values are not important to the company. Which of these was a good move based on the behavioral management theory?

1. Decreasing worker benefits by 10% in order to motivate them.

2. Giving work-groups tasks they are not interested in.

3. Emphasizing the company has no common values so that nobody feels alienated.

4. Ensuring workers that their position is safe.

Ensuring workers that their position is safe.

Why was Mayo's Hawthorne experiment relevant to behavioral management theory?

1. Because it managed to remove one of the most influential hypotheses of the classical management theory that all leaders must behave in an autocratic manner.

2. Because it supported Maslow's theory of hierarchical needs.

3. Because it proved that there was increased productivity if the workers felt the management was interested in their well-being.

4. Because it proved that only workers that are paid well enough will be productive workers.

Because it proved that there was increased productivity if the workers felt the management was interested in their well-being.

How does the theory of classical leadership management differ from the behavioral management theory?

1. Classical leadership cared a lot more about the wages of the employees, while behavioral management theory views them all just as parts of the process.

2. Classical leadership focused only on high production and efficiency, while behavioral management theory focuses on worker satisfaction.

3. Classical leadership management is still implemented today, while behavioral management theory is outdated.

4. Classical leadership emphasized that a leader must have authority over his employees, while behavioral management theory supports a bottom-up approach.

Classical leadership focused only on high production and efficiency, while behavioral management theory focuses on worker satisfaction.

Which of the following is NOT an intrinsic motive for working?

1. Self-fulfillment

2. Social status

3. Salary

4. Autonomy and empowerment

Salary

Needs theories

attempt to identify internal factors that motivate an individual’s behavior and are based on the premise that people are motivated by unfulfilled needs

Needs

psychological or physiological insufficiencies that provoke some type of behavioral response

Abraham Maslow’s hierarchy of needs theory:

Physiological needs

needs required for human survival such as air, food, water, shelter, clothing, and sleep

Safety

needs that provide a person with a sense of security and well-being

• personal security

• financial security

• good health

• protection

Social (love and belonging)

need to feel a sense of belonging and acceptance

• friendships

• family

• intimacy

Esteem

need for self-esteem and respect

Self-Actualization

need to reach his or her full potential

Progression Principle

lower-level needs must be met before higher-leveled needs

Deficit Principle

once a need is satisfied, it is no longer a motivator because an individual will take action only to satisfy unmet needs

You are working for a large international company. One of your project proposals raised the revenue of your department by 5%. Your boss said, You are an exemplary employee and your work ethic and efficiency is at such a level that the entire company should strive towards it. Which of Maslow's five needs would your boss's comment satisfy?

1. Esteem needs

2. Physiological needs

3. Sociological needs

4. Social needs

Esteem needs

Each of the following answer choices represents the fulfillment of one of Maslow's needs. Identify the answer choice that represents achieving the HIGHEST need on Maslow's Hierarchy pyramid.

1. Tom should have started working at 8:00, but the elevator broke down and Tom was very scared because the elevator was very old and has not been serviced in the past 5 years.

2. Tom started working at 8:00. He was very sad that he didn't have a lot of friends and he didn't really get along well with his co-workers. Tom chose to go to the coffee break at 10:15 that he usually skips to try and improve relations with the other workers.

3. Tom started working at 8:00. At 12:00 he felt very hungry and wanted to eat something, but his lunch-break was not due until 13:00.

4. Tom started working at 8:00. At 8:15, his team-leader told him that the work he had recently done was excellent and he said if Tom kept up with the good work he would surely be promoted very soon.

Tom started working at 8:00. At 8:15, his team-leader told him that the work he had recently done was excellent and he said if Tom kept up with the good work he would surely be promoted very soon.

Which of the following is necessary in order to satisfy Maslow's safety needs?

1. Receiving praise from your superiors

2. Having reasonable working hours

3. Having a lot of friends in your environment

4. Having job security and receiving a salary

Having job security and receiving a salary

What does a manager need to provide in order to satisfy his employees' physiological needs?

1. Access to a gym, a parking place that is close to work, and at least 4 weeks of vacation in a year.

2. A suitable working team and a team leader that will be able to recognize the problems in the company environment and positively act to solve these problems.

3. Comfortable working conditions, reasonable work hours, and the necessary breaks to use the bathroom and eat and/or drink.

4. A high enough salary, motivating and stimulating bonuses, and the possibility to advance higher in the company hierarchy based on performance.

Comfortable working conditions, reasonable work hours, and the necessary breaks to use the bathroom and eat and/or drink.

Which of Maslow's five needs can a manager fulfill by providing challenging work, inviting employees to participate in decision-making, and giving them flexibility and autonomy in their jobs?

1. Leadership needs

2. Physiological needs

3. Social needs

4. Self-actualization needs

Self-actualization needs

Needs-based theory of motivation

Employee have needs and will perform when their primary and secondary needs are met

Primary Needs

Physiological in nature, like food, water, shelter, and sleep

Secondary Needs

Internal states, like desire for power, achievement, and belongingness

Behavior-based theory of motivation

By manipulating certain behaviors in employees, they are more or less likely

How can employers use the behavior-based theory of motivation to increase worker output?

1. Set clear goals with the employee and assign clearly defined tasks.

2. Rely on the employee to figure the job out without guidance from management.

3. Increase workload in order to encourage an employee to work harder and receive a raise.

4. Create competition between employees to increase work output.

5. Increase working hours to give them more experience and allow employees to feel comfortable in their duties.

Set clear goals with the employee and assign clearly defined tasks.

According to the needs-based theory of motivation, employees are more likely to be productive if their _____ needs are met.

1. Primary and required

2. Required and important

3. Primary and secondary

4. Important and secondary

Primary and secondary

Behavior-based motivation says employees can be driven by _____.

1. undefined expectations

2. menial tasks unrelated to the actual projects

3. opportunities to do meaningful work

4. the amount of members in their team

5. refusal to recognize efforts

opportunities to do meaningful work

An employee's primary needs include _____.

1. safe working conditions

2. improved social status

3. opportunities for achievement

4. increased power

5. chances for meaningful work

safe working conditions

Which of the following is an example of a situation that would satisfy a secondary need?

1. Getting an assignment where you supervise 10 employees.

2. Having an accident-free workplace.

3. Getting a raise.

4. Receiving health benefits.

Getting an assignment where you supervise 10 employees.

Alderfer’s ERG Theory

three basic needs an employee seeks to fulfill and as each need is fulfilled, it served as motivation to fulfill a different need

Frustration-regression

the tendency to seek to satisfy lower order needs when higher orders are not met

All of the following are true of Alderfer's ERG theory EXCEPT:

1. It suggests that fulfilling one need lowers the motivation to fulfill another.

2. It suggests that in order to satisfy needs, a person must act.

3. It is a simplified version of Maslow's hierarchy of needs.

4. It suggests that multiple needs can be satisfied at the same time.

It suggests that fulfilling one need lowers the motivation to fulfill another.

If Dennis, top producer at a financial firm, breaks his leg, what need from Alderfer's ERG theory would he likely try to satisfy?

1. Relatedness need

2. Self-actualization need

3. Status need

4. Existence need

Existence need

Ginger just got the promotion she has been after for a very long time. She will be in charge of the entire creative division of her company. What need, according to Alderfer's ERG theory, will be satisfied?

1. Growth need

2. Existence need

3. Physiological need

4. Belongingness need

Growth need

Frustration-regression involves:

1. attempting to satisfy a higher-order need too soon

2. taking on too much by working on all needs simultaneously

3. getting burned out and giving up on fulfilling needs

4. a tendency to pursue lower-order needs when higher-order needs are no longer satisfied

a tendency to pursue lower-order needs when higher-order needs are no longer satisfied

The 'ERG' in Alderfer's ERG Theory stands for:

1. eager, ready and growing

2. existence, relatedness and growth

3. eager, relatedness and growth

4. existence, ready and great

existence, relatedness and growth

Need for achievement

Strong desire to excel; prefer work that has moderate chance for success

Medium Risk

Avoid situations that are low-risk and those that are high-risk

High need for power

Agreement and compliance

Personal power

Control others

Institutional or social power

Mobilize efforts aimed at organizational goals

Need for affliation

Interested in approval

Phil is a leader within a political campaign. He has recently been named campaign manager because of his ability to coordinate and motivate his team of people. What type of need does Phil likely have?

1. Need for personal power

2. Need for personal achievement

3. Need for institutional power

4. Need for group affiliation

Need for institutional power

An individual with the _____ will desire agreement and compliance.

1. need for affiliation

2. need for achievement

3. need for power

4. need for control

need for power

Which of these theories is based on the premise that one's needs are acquired over time as a result of their experiences and includes the needs of achievement, power, and affiliation?

1. McClelland's Acquired Needs Theory

2. Alderfer's ERG Theory

3. Maslow's Hierarchy of Needs Theory

4. McClelland's Attributed Needs Theory

McClelland's Acquired Needs Theory

Rachel is applying to business school programs. She has been avoiding schools that do not require an entrance exam, because she thinks the program might not be rigorous enough if they accept too many people. At the same time, she is also avoiding the most elite schools in her area because she is worried those programs will be too challenging. Based on the acquired needs theory, what type of need is strongest for Rachel?

1. Status

2. Achievement

3. Power

4. Affiliation

Achievement

Tom is the manager of a sales team. Becky is one of his employees with a need for affiliation. What type of work environment would be most beneficial to Becky?

1. A cooperative team environment

2. A competitive team environment

3. A leadership environment

4. A self-directed environment

A cooperative team environment

John Stacey Adams

A workplace and behavioral psychologist

Equity Theory

Employees will put forth a particular level of effort that they feel compares to the reward potential

Inputs

• Effort and enthusiasm

• Skills and abilities

• Flexibility and adaptability

• Loyalty and commitment to the organization

Outputs

• Financial compensation

• Praise and recognition

• Additional responsibility and autonomy

• Job security

• A sense of career advancement or personal growth

Inequalities in rewards

• Lower levels of job satisfaction

• Deviant workplace behavior

• Low employee morale

• Performace problems which negatively impact the entire organization

Why does the equity theory believe that the number of inputs must be equal to the number of outputs?

1. Because shareholders will receive more money from the company if this balance occurs.

2. Because employees will be more productive if this balance occurs.

3. Because employee creativity will increase if this balance occurs.

4. Because managers will develop more authority if this balance occurs.

Because employees will be more productive if this balance occurs.

Who developed the equity theory in 1963?

1. Victor Vroom

2. John Stacey Adams

3. John Smith

4. E.L. Thorndike

John Stacey Adams

Who developed the equity theory in 1963?

1. Victor Vroom

2. John Stacey Adams

3. John Smith

4. E.L. Thorndike

John Stacey Adams

One of your employees feels like he is not being treated equally in comparison to other workers. He has not voiced that opinion but is constantly trying to make his work seem better in comparison to others. However, you feel that his work is not as good because he isn't trying hard enough. He just requested a transfer from marketing to PR. Which of the following is a usual behavior that this employee did NOT do when he felt that he was not being treated equally?

1. Trying to make his efforts look greater by comparison.

2. Asking for more equitable treatment.

3. Requesting for a transfer to another department.

4. Not trying as hard.

Asking for more equitable treatment.

A team designing their company's new marketing strategy has shown loyalty by refusing to accept a job offer from a competing firm. They have shown great knowledge, skill and enthusiasm because they have a belief that they are growing as people within their current job. Which of the following from the above scenario is NOT an input?

1. The loyalty to the company.

2. The feeling of personal growth.

3. The enthusiasm they have for their work.

4. The skills and abilities that the team has.

The feeling of personal growth.

Based on the equity theory, which of the following is NOT an example of an output?

1. Employees getting a regular monthly salary for doing their job.

2. Employees having a feeling that their job position is secure.

3. Employees having the sense that they have additional autonomy and authority in their work environment.

4. Employees being flexible and adaptable about their work environment.

Employees being flexible and adaptable about their work environment.

Expectancy Theory

A person will be motivated to put forth a higher level of effort if they believe their efforts will result in higher performance and thus better rewards

Expectancy

The level of effort an employee is willing to exert in hopes that the increased effort will result in better performance

Performance

the strength of the relationship between an employee’s rewards they can receive from those actions

Making Sense of the Equation

Expectancy theory can help managers create motivational programs in the workplace

Relationship

An employee who has a high level of expectancy for a valuable reward, also tends to have the high to motivation to increase performance

Effort → Performance → Reward → Employee Satisfaction

Identify the three components of expectancy theory.

1. Effort, praise, return

2. Expectancy, performance, result

3. Expectancy, praise, return

4. Effort, performance, reward

5. Expectancy, performance, reward

Expectancy, performance, reward

Which person developed expectancy theory?

1. David McClelland

2. Victor Vroom

3. Clayton Alderfer

4. Abraham Maslow

5. E.L. Thorndike

Victor Vroom

How can Vroom's expectancy theory be used to explain employee motivation?

1. Employees organized in teams with minimal supervision will put forth greater effort.

2. More praise from supervisors will lead to a more motivated workforce.

3. Higher pay levels for everyone will lead to better effort from employees.

4. Once the hygiene factors are satisfied, workers will put forth more effort.

5. Once the relationship between effort and reward is linked in the employee's mind, he will work harder.

Once the relationship between effort and reward is linked in the employee's mind, he will work harder.

Which component of Vroom's expectancy theory refers to the level of effort an employee is willing to exert in hopes that the increased effort will result in better performance.

1. Result

2. Assessment

3. Expectancy

4. Exertion

5. Reward

Expectancy

How would XYZ Corporation implement Vroom's expectancy theory regarding promotions in the company?

1. By giving poor performers a chance for promotions

2. By only promoting candidates with the highest level of education for management openings

3. By promoting the most senior candidates for managerial openings

4. By informing employees that promotions are tied to their performance and only promoting the best workers

5. By hiring outsiders for open positions to bring in new ideas and perspectives

By informing employees that promotions are tied to their performance and only promoting the best workers

Law of Effect

• behavioral responses to stimuli that are followed by a satisfactory response will be strengthened

• responses that are followed by discomfort will be weakened

Reinforcement Theory

looks at the relationship between behavior and its consequences

Positive Reinforcement

uses favorable consequences that reinforce the desired behavior as the correct behavior; rewardable desirable behavior with the intent of increasing the likelihood that the pleasing behavior will be repeated

• pay raises

• bonuses

• promotions

• awards

• public recognition

Negative Reinforcement (Avoidance)

rewards a behavior by removing negative or undesirable consequences, which strengthens the probability of the behavior being repeated

• consequence of unacceptable behavior

• avoid the unacceptable behavior

Punishment

decrease the probability of an appropriate behavior being repeated

• docking pay

• demotions

• threats

• suspensions

• loss of employee perks

Extinction

• ignores unacceptable behavior

• decrease the probability of unwanted behavior

Why would a manager incorporate reinforcement theory in dealing with his or her employees?

1. In order to increase employee knowledge

2. In order to increase employee satisfaction

3. In order to influence employee motivation

4. In order to facilitate employee training

5. In order to encourage employee appreciation

In order to influence employee motivation

All of the workers at Ted's Emporium have been shown the cold warehouse where employees who break any of the company rules are sent to work. Just thinking about the possibility of being sent into such a bleak work setting keeps most new employees from even considering breaking a rule. In this situation, management is successfully using the technique of _____ in order to encourage good behavior.

1. extinction

2. positive reinforcement

3. neutral reinforcement

4. avoidance or negative reinforcement

avoidance or negative reinforcement

One week, shortly after her mother's death, Sarah arrives at work an hour late on two different occasions. Considering Sarah's personal circumstances, her manager decides to ignore the behavior in the hopes that it will disappear over time. Sarah's manager is using the _____ technique.

1. positive reinforcement

2. negative reinforcement

3. punishment

4. extinction

5. avoidance

extinction

Jim's manager catches Jim breaking one of the company rules. He decides that the best course of action will be to take away one of Jim's company privileges as a response. In terms of Thorndike's theory, how is Jim's manager responding to the incident?

1. He is using negative reinforcement in order to decrease the probability of repeated inappropriate behavior on Jim's part.

2. He is using positive reinforcement in order to decrease the probability of repeated inappropriate behavior on Jim's part.

3. He is using avoidance in order to show Jim what sort of things to expect whenever he breaks a rule.

4. He is using punishment in order to decrease the probability of repeated inappropriate behavior on Jim's part.

5. He is using extinction in order to completely stop Jim's inappropriate behavior so that it will never happen again.

He is using punishment in order to decrease the probability of repeated inappropriate behavior on Jim's part.

Which of these techniques is used to reward desirable behavior with the intent of increasing the likelihood that the pleasing behavior will be repeated?

1. Avoidance

2. Extinction

3. Positive reinforcement

4. Punishment

5. Negative reinforcement

Positive reinforcement

Employee Motivation

• Set clear goals

• Provide appropriate feedback

Locke’s Theory

there is a relationship between how difficult and specific a goal is and the performance needed to complete the task

Which of the following does NOT occur with goal commitment?

1. Goals are communicated to others

2. Goals are important to the employee

3. Goals are made by employees

4. Goals are kept secret

Goals are kept secret

When task complexity is high, an employee will be:

1. Likely to delegate some of the work

2. More motivated

3. Likely to hope for less complex work in the future

4. Less motivated

More motivated

Directing a contractor to lay floor tile in a Versailles pattern with a half-inch grout joint is an example of:

1. Ensuring employee satisfaction

2. Providing positive feedback

3. Providing a specific goal

4. Gaining employee commitment

Providing a specific goal

Identify the positive feedback message that provides the most specific feedback that could be used by a manager who follows Locke's Goal-Setting Theory.

1. The cream filling in the cake you just now made is so smooth and delicious!

2. Good job! I love it all!

3. Wow! Look at that!

4. You did a fantastic job!

5. You are becoming quite the baker!

The cream filling in the cake you just now made is so smooth and delicious!

Locke's goal setting theory states that goals should have all of the following elements, EXCEPT:

1. Feedback

2. Clarity

3. Ease of attainment

4. Challenge

5. Employee commitment

Ease of attainment

Theory X

Based on a pessimistic view of employee motivation and behavior

Theory Y

Based on an optimistic view of employee motivation and behavior

According to Douglas McGregor, Theory X and Theory Y are _____________.

1. two theories of employee motivation based on two different sets of assumptions

2. two theories about how managers can improve their productivity

3. two equally valid theories of employee motivation

4. two theories that no longer hold any validity

two theories of employee motivation based on two different sets of assumptions

Managers who hold McGregor's Theory X assumptions _____________.

1. generally do not give pay raises or promotions

2. usually give their employees a lot of freedom

3. don't get along with Theory Y managers

4. are likely to use a command and control approach

are likely to use a command and control approach

Managers who hold Theory Y assumptions are likely to ______________.

1. consult employees when making decisions

2. all of the above

3. closely supervise their employees

4. focus mainly on providing a good salary

consult employees when making decisions

Which of the following statements about McGregor's theories of motivation is true?

Theory X is considered a more successful, positive approach to management compared with Theory Y

Theory Y is considered a more successful, positive approach to management compared to Theory X

Theory X and Theory Y are believed to be equally effective

No answer is correct

Theory Y is considered a more successful, positive approach to management compared to Theory X

In management, McGregor's Theory Y includes all of the following assumptions EXCEPT ___________.

employees can be self-directed

most employees are not very creative

employees enjoy meaningful work

employees are willing to take on responsibility

most employees are not very creative

Intrinsic forces

forces that are inside oneself

Extrinsic forces

forces that are outside oneself

Self-determination Theory

innate and universal; these three needs explain why people do things

• Competence

• Relatedness

• Autonomy