chapter 5

Question 1

_____ is the process of arousing and sustaining goal-directed behavior.

Answer 1

Motivation

Question 2

_____ of motivation give primary consideration to variables within an individual that lead to motivation and behavior.

Answer 2

internal theories

Question 3

Which of the following theories gives primary consideration to variables within an individual that lead to motivation
and behavior?

Answer 3

Maslow’s hierarchy of needs

Question 4

Which of the following theories emphasizes the nature of the interaction between an individual and the environment?

Answer 4

Expectancy theory

Question 5

_____ of motivation emphasize the nature of the interaction between an individual and the environment.

Answer 5

External theories

Question 6

_____ of motivation focus on the elements in the environment, including the consequences of behavior, as the basis for
understanding and explaining people’s behavior at work.

Answer 6

External theories

Question 7

The _____ encouraged hard work on the grounds that prosperous workers were more likely to find a place in heaven.

Answer 7

Protestant ethic

Question 8

_____ is Freud’s method for delving into the unconscious mind to better understand a person’s motives and needs.

Answer 8

Psychoanalysis

Question 9

Which of the following is true of psychoanalysis?

Answer 9

. It can help explain irrational and self-destructive behaviors such as suicide or workplace violence.

Question 10

Identify a true statement about the psychoanalytic approach.

Answer 10

It helps explain deviant behavior at workplace.

Question 11

The Scottish political economist and moral philosopher Adam Smith argued that a person’s self-interest:

Answer 11

did not aid to his or her productivity.

Question 12

The Scottish political economist and moral philosopher Adam Smith argued that a person’s self-interest

Answer 12

was not determined by the government.

Question 13

Adam Smith formulated the invisible hand and the free market to explain the motivation for individual behaviors. The
invisible hand refers to:

Answer 13

the unseen forces of a system that shape the most efficient use of people, money, and resources for productive
ends.

Question 14

Which of the following statements is true of Adam Smith’s concept of self-interest?

Answer 14

He assumed that people are motivated by self-interest for economic gain.

Question 15

Frederick Taylor, the founder of scientific management, examined labor efficiency and effectiveness. His goal was to
change:

Answer 15

the relationship between management and labor from one of conflict to one of cooperation

Question 16

Frederick Taylor, the founder of scientific management, believed the basis of the conflict between the management
and the labor force of a firm was:

Answer 16

the difference in their productivities.

Question 17

Modern management practices emphasize _____.

Answer 17

the use of differential piece-rate systems

Question 18

Maslow’s theory of motivation focused on specifying people’s _____.

Answer 18

internal needs

Question 19

The _____ is one of the levels of Maslow’s need hierarchy.

Answer 19

need for affiliation

Question 20

A distinguishing feature of Maslow’s need hierarchy is the _____.

Answer 20

progression hypothesis

Question 21

Maslow’s need hierarchy suggests that:

Answer 21

Maslow’s need hierarchy suggests that:

Question 22

Managers can make the most of Maslow’s need hierarchy for success in their teams by

Answer 22

recognizing that each individual has a unique set of needs and therefore gearing incentives to meet various
needs

Question 23

In the context of Maslow’s need hierarchy, which of the following is most likely an example of a physiological need?

Answer 23

The need for sleep

Question 24

John, a corporate lawyer, works 80 hours a week. Because of his busy schedule, he doesn’t get enough sleep and that
has started to take a toll on his health. He asks his manager for a day off so that he could get some sleep. According to
Maslow’s need hierarchy theory, which of the following needs does John try to fulfill?

Answer 24

Physiological needs

Question 25

In the context of Maslow’s need hierarchy, the need for security is most likely to be fulfilled by _____.

Answer 25

a good retirement plan

Question 26

Drake, a technical support executive at Zenk Corp., has good managerial skills and a keen interest in organizing team
strategies. This earns him a promotion to a senior position where he manages a team of 40 people. According to Maslow’s
need hierarchy theory, which of the following needs is fulfilled for Drake?

Answer 26

The need for power

Question 27

According to Douglas McGregor, the need for _____ is considered a lower-order need.

Answer 27

. social interaction

Question 28

According to Douglas McGregor, the need for _____ is considered a higher-order need.

Answer 28

opportunities to work with higher-ups

Question 29

McGregor’s Theory X assumptions are appropriate for:

Answer 29

employees motivated by lower-order needs.

Question 30

McGregor’s Theory Y assumptions are appropriate for:

Answer 30

employees motivated by higher-order needs.

Question 31

_____ organizes human needs into three basic categories: existence, relatedness, and growth

Answer 31

ERG theory

Question 32

Clayton Alderfer classified Maslow’s physiological and physical safety needs in a(n) _____.

Answer 32

existence need category

Question 33

Clayton Alderfer classified Maslow’s interpersonal safety, love, and interpersonal esteem needs in a(n) ____

Answer 33

relatedness need category

Question 34

Alderfer’s growth need category encompasses Maslow’s _____

Answer 34

self-actualization and self-esteem needs

Question 35

Clayton Alderfer’s regression hypothesis in ERG theory suggests that:

Answer 35

when people are frustrated by their inability to meet needs at the next higher level in the hierarchy, they
regress to the next lower category of needs.

Question 36

Which of the following is true of Alderfer’s ERG theory?

Answer 36

It explains both progressive need gratification and regression when people face frustration

Question 37

Which of the following is true of McClelland’s need theory of motivation?

Answer 37

It focuses on learned needs.

Question 38

The need for achievement involves:

Answer 38

the determination to overcome difficulties.

Question 39

According to McClelland, which of the following is true of people with a high need for achievement

Answer 39

They set goals that are moderately difficult yet achievable.

Question 40

According to McClelland, people with a high need for achievement:

Answer 40

do not like having external events interfere with their progress.