Chapter 12: Motivation

Question 1

Motivations

Answer 1

is defined as the process that initiates, guides, and maintains goal-oriented behaviors

Question 2

Instincts

Answer 2

a term used to describe a set of behaviors that are both unlearned and set in motion as the result of some environmental trigger.

Question 3

Drive Reduction Theory

Answer 3

was first developed by Clark Hull in 1943. According to this theory, deviations from homeostasis create physiological needs.

Question 4

Primary Drives

Answer 4

According to such theorists as Clark Hull and Kenneth Spence, drive reduction is a major cause of learning and behavior. Primary drives are innate drives (e.g. thirst, hunger, and sex), whereas secondary drives are learned by conditioning (e.g. money).

Question 5

Arousal Theory

Answer 5

The arousal theory of motivation suggests that people are driven to perform actions in order to maintain an optimum level of physiological arousal

Question 6

Opponent-Process Theory of Motivation

Answer 6

a psychological and neurological model that accounts for a wide range of behaviors, including color vision

Question 7

Secondary Drives

Answer 7

Primary drives are innate drives (e.g. thirst, hunger, and sex), whereas secondary drives are learned by conditioning (e.g. money).

Question 8

Incentives

Answer 8

one of the major theories of motivation and suggests that behavior is motivated by a desire for reinforcement or

Question 9

Maslow’s Hierarchy of Needs

Answer 9

a description of the needs that motivate human behavior.

Question 10

Lateral Hypothalamus

Answer 10

a part of the hypothalamus gland and is the portion that controls hunger.

Question 11

Set-Point Theory

Answer 11

a theory that states everyone’s body has a genetically determined range of weight and temperature that their body will try to maintain to stay at optimal health.

Question 12

Bulimia

Answer 12

nervosa is an eating disorder characterized by episodes of binge eating—consuming a lot of food quickly—followed by compensatory behavior, most commonly vomiting or “purging.

Question 13

Anorexia

Answer 13

one of the three major types of feeding and eating disorders; the other categories are bulimia nervosa and binge eating disorder. Anorexia nervosa is characterized by a person’s refusal to stay at the minimum body weight considered normal for the person’s age and height

Question 14

Obesity

Answer 14

a condition of having excess body weight.

Question 15

Achievement Motivation

Answer 15

can be defined as the need for success or the attainment of excellence.

Question 16

Extrinsic Motivators

Answer 16

refers to behavior that is driven by external rewards such as money, fame, grades, and praise.

Question 17

Intrinsic Motivators

Answer 17

defined as performing an action or behavior because you enjoy the activity itself.

Question 18

Approach-Approach Conflict

Answer 18

as when a youth has to choose between two attractive and practicable careers, may lead to some vacillation but rarely to great distress.

Question 19

Avoidance-Avoidance Conflict

Answer 19

as when a youth has to choose between two attractive and practicable careers, may lead to some vacillation but rarely to great distress.

Question 20

Approach-Avoidance Conflict

Answer 20

as when a youth has to choose between two attractive and practicable careers, may lead to some vacillation but rarely to great distress.

Question 21

Homeostasis

Answer 21

refers to the body’s need to reach and maintain a certain state of equilibrium.

Question 22

Optimum Arousal

Answer 22

Rather than seeking some biologically based balance, the optimum arousal theory says that people are motivated to reach an optimal state of alertness or activation.

Question 23

Glucose

Answer 23

the form of sugar that circulates in the blood and provides the major source of energy for body tissues

Question 24

Ventromedial Hypothalamus

Answer 24

which when stimulated, makes you feel full. Whenever you eat a big meal and don’t even want to think about eating another bite, the ventromedial hypothalamus is doing its job.

Question 25

Basal Metabolic Rate

Answer 25

the amount of energy expended while at rest in a neutrally temperate environment, in the post-absorptive state (meaning that the digestive system is inactive, which requires about twelve hours of fasting in humans).

Question 26

Neophobia

Answer 26

the fear of anything new, especially a persistent and abnormal fear.

Question 27

Sex

Answer 27

as determined by their biology, does not always correspond with their gender.

Question 28

Sexual Response Cycle

Answer 28

refers to the sequence of physical and emotional changes that occur as a person becomes sexually aroused and participates in sexually stimulating activities, including intercourse and masturbation.

Question 29

Refractory Period

Answer 29

refers to the period of time during which the response to a second stimulus is significantly slowed because a first stimulus is still being processed.

Question 30

Sexual Orientation

Answer 30

an enduring pattern of romantic or sexual attraction (or a combination of these) to persons of the opposite sex or gender, the same sex or gender, or to both sexes or more than one gender.

Question 31

Yerkes-Dodson Law

Answer 31

States that there is an optimal level or arousal for best performance on any task

Question 32

Flow Structured Interview

Answer 32

interview process that asks the same jobrelevant questions of all applicants, each of whom is rated on established scales.

Question 33

360 Degree Feedback

Answer 33

a type of feedback in which you are rated by the CIRCLE of those around you; includes customer rating, supervisor rating, peer rating, and subordinate rating

Question 34

Theory X

Answer 34

suggests that people work for extrinsic reasons – in other words, money! This theory is linked to management and leadership, and assumes that workers are lazy, selfish, and generally sloppy at their work.

Question 35

Theory Y

Answer 35

It describes two contrasting sets of assumptions that managers make about their people: Theory X – people dislike work, have little ambition, and are unwilling to take responsibility.

Question 36

Task Leadership

Answer 36

a behavioral approach in which the leader focuses on the tasks that need to be performed in order to meet certain goals, or to achieve a certain performance standard

Question 37

Social Leadership

Answer 37

have followers because of their ability to bring people together, facilitate agreements and drive efforts in the same direction. Nelson Mandela can be seen as the prototype of a social leader.

Question 38

Settling Point

Answer 38

that seeks to explain how the body controls weight

Question 39

Flow

Answer 39

a completely involved, focused state of consciousness, with diminished awareness of self and time, resulting from optimal engagement of one’s skill