5 Written Questions

1. psychological processes that arouse and direct goal-directed behavior
2. distribution to employees of a percentage of the company's profits
3. two-factor theory: motivating and hygiene
4. focuses on employee perceptions as to how fairly they think they are being treated compared with others (J. Stacy Adams); inputs, outputs (rewards), and comparison to others equities
5. anything that causes a given behavior to be repeated or inhibited

5 Matching Questions

1. content perspectives
2. acquired needs theory
3. ERG theory
4. bonuses
5. process perspectives

1. a the thought processes by which people decide how to act
2. b three needs- achievement, affiliation and power- are major motives determining people's behavior in the workplace (David McClelland)
3. c assumes that three basic needs influence behavior- existence, relatedness and growth (Clayton Alderfer)
4. d need-based perspectives, theories that emphasize the needs that motivate people
5. e cash awards given to employees who achieve specific performance objectives

5 Multiple Choice Questions

1. sales reps are paid a percentage of the earnings the company made from their sales
   1. sales commission
   2. extinction
   3. job design
   4. stock options
2. certain employees are given the right to buy stock at a future date for a discounted price
   1. motivation
   2. job design
   3. extinction
   4. stock options
3. motivated by two things: how much they want something and how likely they think they are to get it; expectancy, instrumentality, and valence
   1. expectancy theory
   2. equity theory
   3. ERG theory
   4. expectancy
4. division of an organization's work among its employees and the application of motivational theories to jobs to increase satisfaction and performance
   1. motivation
   2. job design
   3. bonuses
   4. extinction
5. employees can be motivated by goals that are specific and challenging but achievable (Edwin Locke and Gary Latham); goals should be- specific, challenging, achievable, linked to action plans
   1. expectancy theory
   2. goal-setting theory
   3. equity theory
   4. ERG theory

5 True/False Questions

1. positive reinforcement → use of positive consequences to encourage desirable behavior ie bonuses

   True        False

2. expectancy → withholding or withdrawal of positive rewards for desirable behavior, so that the behavior is less likely to occur in the future ie i know you exceeded your quota but we can't give out bonuses anymore

   True        False

3. needs → cash awards given to employees who achieve specific performance objectives

   True        False

4. job characteristics model → (5) five core job characteristics that affect (3) three critical psychological states of an employee that turn affect work outcomes (motivation, performance, and satisfaction)

   True        False

5. instrumentality → expectation that successful performance of the task will lead to the outcome desired (performance-to-reward) "What outcome will I receive if I perform at this level?"

   True        False