Exam 15: Managing Employee Motivation and Performance

Smart people sometimes do dumb things that lead to public disgrace or prison time, for example, cheating on their taxes. Use Maslow's hierarchy of needs theory to explain that type of behavior.

Raj sells office-management software to people in the medical profession. His sales manager has advised Raj that one of his goals this year should be to increase the time he spends on after-the-sale service. Once Raj has sold the software, the customer buys upgrades from the manufacturer and will never again buy from Raj. Raj sees after-the-sale service as time that could better spent selling to other customers. In terms of the goal-setting theory, the likelihood that Raj will achieve his sales manager's goal is low due to a lack of goal

____________________ perspectives on motivation deal with the first part of the motivation process - needs and need deficiencies.

The ____ theory says motivation is a function of how much we want something and how likely we think we are to get it.

Which of the following is an example of a positive reinforcer?

When an employee tells an off-color joke and the boss simply ignores this behavior, the boss is using ____________________.

Wal-Mart rewards high performers with the chance to model or choose a family member to model, for their sales flyers. Wal-Mart is attempting to meet associate's ____ needs.

Goal-setting theory can be used to implement both expectancy and equity theory concepts.

A bank hires telemarketers to entice customers to apply for a new credit card. The telemarketers receive a bonus for every fourth application the bank receives. This is an example of which type of reinforcement schedule?

Catching someone being good and then praising them is an example of

____________________ are designed to share the cost savings from productivity improvements with employees.

The President of XYZ Corp. does not like to give bad news. However, his staff is not performing well and some changes need to be made. His chief of staff has the goal of improving staff coordination and performance. The goal has

Mother Theresa was asked which country was the poorest. She replied, "the United States, because people are so lonely there."  The culture of the U.S. does not do a good job of meeting the need for

Which of the following is an example of a content theory of motivation?

____________________ theory has what has been called a frustration-regression element.

Many schools think selecting a student for the gifted and talented program is

Which of the following is NOT a process theory of motivation?

Bernard Madoff is a psychopath who stole money from friends, family, and acquaintances in the largest Ponzi scheme to date. Describe his behavior in terms of expectancy theory.

Unions nearly always bargain for retirement packages and comprehensive medical plans. Recently, they have begun negotiating for advanced notice of plant closings. What need level from Maslow's hierarchy do these demands represent?

____________________ expectancy is the individual's perception of the probability that effort will lead to high performance.