Chapter 4

Question 1

Motivation

Answer 1

The set of forces that leads people to behave in particular ways

Question 2

Need

Answer 2

Anything an individual requires or wants

Question 3

Scientific Management Approach

Answer 3

This approach to motivation assumes that employees are motivated by money

Question 4

Human Relations Approach

Answer 4

This approach to motivation suggests that favorable employee attitudes result in motivation to work hard

Question 5

Human Resource Approach

Answer 5

This approach to motivation assumes that people want to contribute and are able to make genuine contributions

Question 6

Need-Based Theories of Motivation

Answer 6

These theories assume that need deficiencies cause behavior

Question 7

Maslow’s Hierarchy of Needs Theory

Answer 7

This theory assumes that human needs are arranged in a hierarchy of importance

Question 8

ERG Theory

Answer 8

This theory describes existence, relatedness, and growth needs

Question 9

Dual-Structure Theory

Answer 9

This theory identifies motivation factors, which affect satisfaction, and hygiene factors, which determine dissatisfaction

Question 10

Motivation Factors

Answer 10

Factors that are intrinsic to the work itself and include factors such as achievement and recognitions

Question 11

Hygiene Factors

Answer 11

Factors that are extrinsic to the work itself and include factors such as pay and job security

Question 12

Need for Achievement

Answer 12

The desire to accomplish a task or goal more effectively than was done in the past

Question 13

Need for Affiliation

Answer 13

The need for human companionship

Question 14

Need for Power

Answer 14

The desire to control the resources in one’s environment

Question 15

Process-Based Perspectives on Motivation

Answer 15

Focuses on how people behave in their efforts to satisfy their needs

Question 16

Equity Theory

Answer 16

Focuses on people’s desire to be treated with what they perceive as equity and to avoid perceived inequity

Question 17

Equity

Answer 17

The belief that we are being treated fairly in relation to others; inequity is the belief that we are being treated unfairly in relation to others

Question 18

Expectancy Theory

Answer 18

Suggests that people are motivated by how much they want something and the likelihood they perceive of getting it

Question 19

Effort-to-Performance Expectancy

Answer 19

A person’s perception of the probability that effort will lead to performance

Question 20

Performance-to-Outcome Expectancy

Answer 20

The individual’s perception of the probability that performance will lead to certain outcomes

Question 21

Outcome

Answer 21

Anything that results from performing a particular behavior

Question 22

Valence

Answer 22

The degree of attractiveness or unattractiveness a particular outcome has for a person

Question 23

Learning

Answer 23

A relatively permanent change in behavior or behavioral potential resulting from direct or indirect experience

Question 24

Classical Conditioning

Answer 24

A simple form of learning that links a conditioned response with an unconditioned stimulus

Question 25

Reinforcement Theory

Answer 25

Based on the idea that behavior is a function of its consequences

Question 26

Reinforcements

Answer 26

The consequences of behavior

Question 27

Positive Reinforcement

Answer 27

A reward or other desirable consequence that a person receives after exhibiting behavior

Question 28

Avodiance

Answer 28

Also called Negative Reinforcement.

The opportunity to avoid or escape from an unpleasant circumstance after exhibiting behavior

Question 29

Extinction

Answer 29

Decreases the frequency of behavior by eliminating a reward or desirable consequence that follows that behavior

Question 30

Punishment

Answer 30

An unpleasant, or aversive, consequence that results from behavior

Question 31

Schedules of Reinforcement

Answer 31

Indicate when or how often managers should reinforce certain behaviors

Question 32

Continuous Reinforcement

Answer 32

With this type of reinforcement, behavior is rewarded every time it occurs

Question 33

Fixed-Interval Reinforcement

Answer 33

Provides reinforcement on a fixed time schedule

Question 34

Variable-Interval Reinforcement

Answer 34

Varies the amount of time between reinforcements

Question 35

Fixed-Ratio Reinforcement

Answer 35

Provides reinforcement after a fixed number of behaviors

Question 36

Variable-Ratio Reinforcement

Answer 36

Varies the number of behaviors between reinforcements

Question 37

Social Learning

Answer 37

Occurs when people observe the behaviors of others, recognize their consequences, and alter their own behavior as a result

Question 38

Organizational Behavior Modification (OB mod)

Answer 38

The application of reinforcement theory to people in organizational settings