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Exam 13: Motivating for Performance

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Question 1

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Scenario C. Caroline is a marketing representative for a publishing house. She is about to set her yearly goals with the manager of her department. There are a few goals that they are considering: 1. Increase her sales from 10,000 units to 20,000. 2. Design a cause marketing event to benefit St. Jude's Children's Hospital. 3. Develop a campaign to promote a product to overweight teens. -Caroline knows that in a great year a representative may improve her sales by about 25%,so which of the following goal criteria would be a problem for the first goal listed above?

A) Meaningful
B) Challenging but attainable
C) Acceptable
D) Well compensated
E) Specific and quantifiable

F) A) and B)
G) C) and D)

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Question 2

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Removing or withholding an undesirable consequence is

A) negative reinforcement.
B) punishment.
C) extinction.
D) positive reinforcement.
E) empowerment.

F) All of the above
G) B) and D)

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Question 3

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Compare and contrast job enlargement,job enrichment and job rotation.Give an example of each.

Withdrawing or failing to provide a reinforcing consequence is referred to as

A satisfied worker is always more productive than a dissatisfied one.

Valence is

In which order would expectancy theory place the following events?

Scenario A. Suppose that your employee Umberto has been having trouble with the paperwork he must do for his job. Your goal is for the employee to improve his performance; i.e. decrease his rate of errors. You are considering two approaches: 1. Option 1 is to spend time with Umberto every day helping him with his job. This is an appealing option to Umberto because he appreciates the attention and sees it as a positive reward. 2. Option 2 is to tell Umberto that has now lost his incentive option until his performance improves. 3. Option 3 is to tell Umberto that you are not taking away his incentive option for the coming quarter provided he makes improvements. -Option 3 in the scenario above is an example of

Procedural justice refers to using a fair process in decision making and making sure that others know that the process was as fair as possible.

Empowerment encourages what set of beliefs among employees?

A(n) ____________ need describes a need for friendship,affection,belonging and love.

Scenario B. Suppose you have a group of employees whom you find very difficult to motivate. One of them, a young man named Carlos, consistently tells you that he doesn't believe he will ever succeed. He regularly tells his colleagues that "no matter how well I do in this job, I'll never get a raise or promotion." Another named Susan simply doesn't care about any of the rewards that your organization offers and so she says, "it just isn't worth it to me to work that hard!" The third, an employee named Jeannie, feels that she is no longer able to "keep up" in her job, and that she is no longer physically able to do the job, so there is little use in trying. -Carlos illustrates which of the following concepts?

A psychological contract refers to what employees think their employers owe them and not vice versa.

The low of effect states that behavior that is followed by negative consequences will not likely be repeated.

Alderfer's ERG Theory focuses on

While it would be wonderful if it was so,loyalty to an organization is,in fact,dead.

The rewards given to a person by the boss,the company,or some other person are known as

Applying consequences that increase the likelihood that a person will repeat the behavior that led to it is referred to as

Growth need strength refers to

Positive consequences that motivate behavior are known as