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MANAGEMENT 3000 segment 12
tim waids 3rd test
45
Management
Undergraduate 3
04/29/2012

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Term
lower order needs
Definition
physiological
safety
social needs
Term
higher order needs
Definition
esteem
self actualization
Term
need for achievment
Definition
needs centered around goals and responsibility
Term
need for power
Definition
needs associated with decision making and controlling resources
Term
need for affiliation
Definition
a need to be liked and known
Term
the need to be _________ is lacking from the top 1% of managers
Definition
liked
Term
equity theory
Definition
the concept of "is my ratio or work/rewards fair or unfair?"
formulated by outcome/inputs
Term
ways to solve equity problems
Definition
ask for increased outputs
decrease inputs***most common
change others outcomes
increase others inputs
Term
if you fail to achieve equity, then you ultimately just change your ________________ ___________
Definition
comparison point/level
Term
existence needs
Definition
desires for physiological and material well being
Term
relatedness needs
Definition
desires for satisfying interpersonal relationships
Term
growth needs
Definition
desires for continued psychological growth and development
Term
growth needs
Definition
desires for continued psychological growth and development
Term
Herzberg 2 factor theory
Definition
-improving motivating factors increases job satisfaction
-improving the hygiene factors decreases job dissatisfaction
Term
hygiene factors
Definition
working conditions
coworker relations
policies and rules
supervisor quality
base wage, salary
Term
motivator factors
Definition
achievement
recognition
responsibility
work itself
advancement
personal growth
Term
expectancy
Definition
belief that working hard will result in desired level of performance
Term
instrumentality
Definition
belief that successful performance will be followed by rewards
Term
valence
Definition
value person assigns to rewards and work outcomes
Term
motivation formula
Definition
expectancy X instrumentality X valence
Term
maximize expectancy by
Definition
selecting workers with ability, train workers to use ability, support work efforts, clarify goals
Term
maximize instrumentality by
Definition
clarifying psychological contracts, communicate performance outcomes possibilities, identify rewards that are contingent on performance
Term
maximize instrumentality by
Definition
clarifying psychological contracts, communicate performance outcomes possibilities, identify rewards that are contingent on performance
Term
maximize valence by...
Definition
identifying individual needs and adjusting rewards accordingly
Term
positive reinforcement
Definition
increases frequency of a behavior through contingent presentation of a pleasant consequence
Term
negative reinforcement
Definition
increases frequency of a behavior through contingent removal of an unpleasant consequence
"remove the bad" (take away probation, no more curfew)
Term
punishment
Definition
decreases frequence of a behavior through contingent presentation of an unpleasent consequence
Term
extinction
Definition
decreases frequency of a behavior through contingent removal of an unpleasant consequence
"remove good" (no compliment for average work)
Term
law of contingent reinforcement
Definition
reward delivered only if desired behavior is exhibited
Term
law of immediate reinforcement
Definition
the more immediate the delivery of a reward, the more reinforcement value it has
Term
continuous reinforcement
Definition
administers a reward each time a desired behavior occurs
Term
intermittent reinforcement
Definition
rewards behavior periodically
Term
the goal of reinforcement schedules is...
Definition
high performance and low variability
Term
the goal of reinforcement schedules is...
Definition
high performance and low variability
Term
BATNA
Definition
best alternative to negotiated agreement
Term
RV
Definition
reservation value
value assigned that is the least possible amount that will be accepted
Term
ZOPA
Definition
zone of possible agreement between BATNA and RV
Term
play
Definition
creative fun, getting work done in a fun way
Term
autonomy
Definition
day in day out control of own decisions
Term
5 characteristics that influence job design
Definition
skill variety
task identity
task significance
autonomy
feedback
Term
job improvement characteristics
Definition
flexible work schedule
compressed work week
job sharing
work sharing
telecommuting
Term
flexible work schedule
Definition
hours on the job can vary at an employees discretion
lowers stress and turnover
Term
compressed work week
Definition
4-10 hr days
creates high moral, low absenteeism
Term
job sharing
Definition
2/3 people share a job/schedule
usually part time and high quality
Term
telecommuting
Definition
working from home
increases productivity using fewer resources
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