1. Motivation refers to forces within the individual that account for the level, direction, and persistence of effort expended at work.

2. A highly motivated workforce is essential for organizations to consistently achieve high-performance outcomes.

3. A manager who leads through motivation creates conditions under which other people are consistently inspired to work hard.

4. To take full advantage of the possibilities for creatively linking rewards and performance, managers must respect diversity and individual differences in order to understand what people want from work.

5. To take full advantage of the possibilities for creatively linking rewards and performance, managers must allocate rewards to satisfy the interests of both individuals and the organization.

6. According to Maslow’s hierarchy of needs theory, lower-order needs are desires for physical and social well- being.

7. Higher-order needs are desires for psychological development and growth, and they include esteem and self- actualization needs.

8. The more that self-actualization needs are satisfied, the stronger they are supposed to grow.

9. A person at the self-actualization level of Maslow’s hierarchy will be satisfied by creative and challenging work, participation in decision making, job flexibility, and job autonomy.

10. Herzberg’s two-factor theory indicates that hygiene factors reflect the things that turn people off and refer to the work setting.

11. Although the need for personal power is exploitative and involves manipulation and power for the pure sake of personal gratification, it is absolutely crucial for success in management.

12. People who feel underpaid may attempt to restore equity by increasing the quantity of work, increasing the quality of work, taking on more difficult assignments, or working overtime.

13. Rewards perceived as equitably administered can foster positive job performance.

14. In using goal setting theory, managers should set general goals that are easy to achieve.

15. To use positive reinforcement effectively, managers should follow the laws of contingent and immediate reinforcement and clearly identify desirable work behaviours. 16. Profit-sharing plans involve employees in ownership through the purchase of stock in the companies that employ them.

17. A stock option gives employees the right to buy shares of stock at a future date at a fixed price.

18. Efficient communication occurs at minimum cost in terms of resources expended. 19. Anything that interferes with the effectiveness of the communication process is noise.

20. The medium through which a message is conveyed from sender to receiver is called a communication channel.

21. Becoming effective in written and oral communications requires skill, takes practice and hard work, and is essential for managers

22. Common stereotypes in the workplace include racial and ethnic stereotypes, gender stereotypes, ability stereotypes, and age stereotypes.

23. As a cause of conflict, role ambiguities involve unclear job expectations and other task uncertainties that increase the likelihood of people working at cross-purposes.

24. ______are the unfulfilled physiological or psychological desires of an individual. A. Rewards. B. Goals. C. Values. D. Expectations. E. Needs.

25. According to ERG theory, ______are desires for satisfying interpersonal relationships. A. Existence needs. B. Esteem needs. C. Relatedness needs. D. Growth needs. E. Developmental needs.

26. Kathy notices that most of her coworkers take extended lunch breaks. Kathy doesn’t do this, but feels she is therefore justified in working a little less hard during the day. Kathy’s decision to work “less hard” is best explained by the ______theory of motivation. A. Expectancy. B. Equity. C. Two-factor. D. Goal-setting. E. Acquired needs. 27. In Victor Vroom’s expectancy theory of motivation, ______refers to the person’s belief that working hard will result in achieving a desired level of task performance. A. Instrumentality. B. Valence. C. Expectancy. D. The multiplier effect. E. Comparable worth.

28. All of the following are guidelines for the effective use of punishment EXCEPT: A. Tell the individual what is being done wrong. B. Tell the individual what is being done right. C. Punish openly and in public. D. Follow the laws of contingent and immediate reinforcement. E. Make sure the punishment matches the behaviour.

29. Nancy received $2,000 for substantially exceeding her quarterly performance goals. Nancy received incentive compensation under which type of plan? A. Bonus pay plan. B. Stock ownership plan. C. Skills-based pay plan. D. Knowledge-based pay plan. E. Specialty-based pay plan.

30. In the communication process, the ______is the person who is responsible for encoding an intended message into meaningful verbal and nonverbal symbols. A. Sender. B. Messenger. C. Channel. D. Receiver. E. Manager.

31. In the communication process, ______is sent through a communication channel to a ______, who then decodes or interprets its meaning. A. Noise  person. B. Feedback  receiver. C. The message  receiver. D. A decision  work team. E. An attribution  a leader.

32. Two recent graduates with computer science degrees applied for a job in computer programming. Both had similar qualifications and had received awards for academic excellence at their respective universities. One of the applicants was deaf. The hiring manager decided to not offer the job to the deaf person because of concerns about how he would perform. What type of stereotyping has affected the manager’s perceptions? A. Racial stereotyping. B. Ethnic stereotyping. C. Gender stereotyping. D. Ability stereotyping. E. Age stereotyping.

33. Suppose that a manager responds to a disagreement between subordinates by saying: “I don’t want to get in the middle of your personal disputes.” This manager is using which conflict management style? A. Avoidance. B. Authoritative command. C. Accommodation. D. Collaboration. E. Unassertive.