TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.

1) According to the MARS model of individual behavior and performance, employee performance will remain high even if
one of the four factors is low in a given situation.

2) Phoebe, a manager at a firm, was conventional, resistant to change, and unimaginative. This implies that Phoebe
possessed openness to experience.

3) People tend to make an internal attribution about someone's behavior if that person has typically not acted in a similar
way either in the past or in other situations.

MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.

4) Which of the following best represents the amount of effort allocated to a particular goal?
A) persistence
B) direction
C) aptitude
D) intensity
E) competencies

5) The elements of motivation can be viewed from the metaphor of driving a car. In this metaphor, how long you drive the
vehicle towards your destination refers to the motivation element of:
A) intensity
B) direction
C) clarity
D) persistence
E) situational contigencies

6) Lawrence stole a clock from his workplace. Which of the following refers to Lawrence's activity?
A) task performance
B) job matching
C) productive behavior
D) counterproductive behavior
E) organizational citizenship behavior

7) Self-concept can be described by three characteristics:

A) stability, clarity, and ambiguity.
B) self, enhancement, and evaluation.
C) self, consistency, and clarity.
D) complexity, consistency, and clarity.
E) evaluation, verification, and complexity.

8) ________ is the process of filtering information received by our senses.

A) Social learning
B) Stereotyping
C) Selective attention
D) Projection
E) Personal identification

9) Which of the following is an example of a mental model?

A) Accounting professionals tend to see corporate problems from a marketing perspective.
B) Accounting professionals tend to see individual problems from a marketing perspective.
C) Marketing professionals tend to see corporate problems from an accounting perspective.
D) Accounting professionals tend to see corporate problems from an accounting perspective.
10) George believes that women have difficulty coping with the stress of executive decisions. Sally is promoted into a
senior management position, and George soon complains that Sally won't be able to cope with this job. George is exhibiting
which of the following perceptual errors?
A) Projection bias
B) Stereotyping
C) Halo error
D) Attribution error
E) Recency error

11) _____ is the extent to which people like, respect, and are satisfied with themselves.
A) self-concept
B) self-verification
C) self-centering
D) self-esteem
E) self-efficacy

TRUE/FALSE. Write 'T' if the statement is true and 'F' if the statement is false.

12) Feedback to employees is most effective when it is frequent, credible, and general.

MULTIPLE CHOICE. Choose the one alternative that best completes the statement or answers the question.

13) ________ are the motivational forces of emotions channeled toward particular goals to correct deficiencies or
imbalances.
A) Needs
B) Values
C) Strategies
D) Thoughts
E) Beliefs

14) Which of the following does Maslow's needs hierarchy theory include?
A) desire to know
B) self-actualization
C) frustration-regression
D) domination
E) desire to learn

15) Which of these is one of the factors in the expectancy theory model?
A) P-to-E expectancy
B) V-to-E expectancy
C) E-to-P expectancy
D) O-to-P expectancy
E) E-to-O expectancy

16) In expectancy theory, "valence" refers to the

A) anticipated satisfaction or dissatisfaction that an individual feels toward an outcome.
B) individual's perceived probability of performing the task at a particular level.
C) feelings that result from a comparison of the individual's outcome/input ratio with the outcome/input ratio of a
comparison other.
D) amount of effort a person puts toward a known goal.
E) individual's perceived probability that his or her performance will lead to specific outcomes.

17) Incubation and verification are two

A) steps in perceptual modeling.
B) elements of the MARS model.
C) stages of team decision making.
D) stages of the creative process.
E) elements of bounded rationality.
18) Decision makers are often motivated to pour more resources into a failing project because of the large value of
resources already put into the project. This problem is known as:
A) intuition.
B) bounded rationality.
C) prospect theory effect.
D) sunk costs effect.
E) self-justification effect.

19) Escalation of commitment can be minimized by ensuring that

A) those who make the decision are different from those who evaluate it.
B) there are ready-made alternatives to resolve the problem.
C) the team leader has strong opinions about the preferred options for a problem.
D) organizational goals are relatively ambiguous.
E) negative information is screened out to protect the self-esteem of the decision makers.

20) The availability heuristic refers to the tendency

A) to estimate the probability of something occurring by how easily we can recall those events.
B) for people to influence an initial anchor point.
C) to evaluate probabilities of events or objects by how closely the event or object resembles another event.
D) to choose an alternative that is good enough rather than the best.
E) for decision makers to evaluate alternatives sequentially rather than comparing them all at once.

21. Electronika International is a fast-growing small company specializing in consumer electronics. Managers at Electronika
International are exploring the idea of using the "Big Five" personality dimensions in hiring and improving work-related
behaviors and job performance.
Electronika managers want to hire people who are dependable, goal-focused, thorough, and disciplined. Which of the
following "Big Five" personality dimensions is desirable for individuals to be hired?
A) openness to experience
B) agreeableness
C) extraversion
D) conscientiousness
E) locus of control
1) FALSE
Explanation: All four factors in the MARS model are critical influences on an individual's voluntary behavior and
performance; if any one of them is low in a given situation, the employee would perform the task poorly.

2) FALSE
Explanation: Openness to experience refers to the extent to which people are imaginative, creative, unconventional,
curious, nonconforming, autonomous, and aesthetically perceptive.

3) FALSE
Explanation: Internal attributions are made when the observed individual behaved this way in the past (high consistency),
he or she behaves like this toward other people or in different situations (low distinctiveness), and other people do not
behave this way in similar situations (low consensus). Refer: Exhibit 3.4

4) D
Explanation: Intensity is the amount of effort allocated to a certain goal.

5) D
Explanation: To help remember these three elements of motivation, consider the metaphor of driving a car in which the
thrust of the engine is your effort. Direction refers to where you steer the car, intensity is how much you put your foot down
on the gas pedal, and persistence is for how long you drive toward your destination.

6) D
Explanation: Counterproductive work behaviors (CWBs) are voluntary behaviors that have the potential to directly or
indirectly harm the organization. Some of the CWBs include harassing coworkers, creating unnecessary conflict, deviating
from preferred work methods, being untruthful, stealing, sabotaging work, tardiness, and wasting resources.

7) D
Explanation: An individual's self-concept can be described by three characteristics: complexity, consistency, and clarity.

8) C
Explanation: Selective attention is the process of filtering information received by our senses. It is the process of attending
to some information received by our senses and ignoring other information.

9) D
Explanation: Mental models are important for sense making, yet they also make it difficult to see the world in different
ways. For example, accounting professionals tend to see corporate problems from an accounting perspective, whereas
marketing professionals see the same problems from a marketing perspective.

10) B
Explanation: Stereotyping is the perceptual process by which we assign characteristics to an identifiable group and then
automatically transfer those features to anyone we believe is a member of that group. In this case, George believes that Sally
won't be able to cope with her job because she is a woman.

11) D
Explanation: Self-esteem–the extent to which people like, respect, and are satisfied with themselves–represents a
comprehensive self-evaluation. People have degrees of self-esteem for each of their various roles, such as being a good
student, a good driver, and a good parent.

12) FALSE
Explanation: Feedback should be frequent, credible, and specific.

13) A
Explanation: Needs are goal-directed forces that people experience. They are the motivational forces of emotions channeled
toward particular goals to correct deficiencies or imbalances.

14) B
Explanation: Maslow integrated the list of needs into a hierarchy of five basic categories (from lowest to highest):
physiological (need for food, air, water, shelter, etc.), safety (need for security and stability), belongingness/love (need for
interaction with and affection from others), esteem (need for self-esteem and social esteem/status), and self-actualization
(need for self-fulfillment and the realization of one's potential).

15) C
Explanation: According to the expectancy theory of motivation, an individual's effort level depends on three factors: effort-
to-performance (E-to-P) expectancy, performance-to-outcome (P-to-O) expectancy, and outcome valences. E-to-P
expectancy is the individual's perception that his or her effort will result in a particular level of performance.

16) A
Explanation: Valence is the anticipated satisfaction or dissatisfaction that an individual feels toward an outcome.

17) D
Explanation: Preparation, incubation, illumination, and verification are the four stages of the creative process.

18) D
Explanation: Another disincentive to axing a failing project is sunk costs—the value of resources already invested in the
decision. The rational choice view states that investing resources should be determined by expected future gains and risk,
not the size of earlier resources invested in the project. Yet people inherently feel motivated to invest more resources in
projects that have high sunk costs. A variation of sunk costs is time investment.

19) A
Explanation: One of the most effective ways to minimize escalation of commitment and confirmation bias is to ensure that
the people who made the original decision are not the same people who later evaluate that decision.

20) A
Explanation: The availability heuristic is the tendency to estimate the probability of something occurring by how easily we
can recall those events.

21) D
Explanation: Conscientiousness characterizes people who are organized, dependable, goal-focused, thorough, disciplined,
methodical, and industrious.