Deck 12: Human Behavior and the Art of Persuasion

Question 1

The ________ motivational level is closely related to the nature of the work and depends on aspects of the job itself for satisfaction.

A) first
B) second
C) third
D) fourth

Answer 1

D

Question 2

In the context of Maslow's hierarchy of human needs, an organization most likely meets the security needs of its employees by

A) giving sufficient pay.
B) providing job aids, such as training manuals and technical assistance.
C) celebrating holidays, birthdays, and special events.
D) providing public acclaim for outstanding contributions.

Answer 2

B

Question 3

In the context of Maslow's hierarchy of human needs, an organization most likely meets its employees' needs for recognition by providing

A) a supportive physical environment.
B) proper tools, equipment, and materials to do the job.
C) job participation vehicles, such as regular staff meetings.
D) public acclaim for outstanding contributions.

Answer 3

D

Question 4

In the context of Maslow's hierarchy of human needs, if people have ever felt a need for love or a need to express love, they have experienced a

A) need for belonging.
B) need for affiliation.
C) security need.
D) physiological need.

Question 5

In the context of Maslow's hierarchy of human needs, an organization most likely meets the survival needs of its employees by

A) providing safe equipment, tools, and materials.
B) giving job security through career counseling.
C) celebrating holidays, birthdays, and special events.
D) providing public acclaim for outstanding contributions.

Question 6

In the context of Maslow's hierarchy of human needs, when a person is motivated by ________ needs, his or her primary concern is to attain personal values and to experience growth.

A) respect
B) survival
C) safety
D) fulfillment

Question 7

In the context of Maslow's hierarchy of human needs, an organization most likely meets the fulfillment needs of its employees by

A) providing job participation vehicles, such as regular staff meetings.
B) providing opportunities for personal growth.
C) celebrating holidays, birthdays, and special events.
D) giving proper tools, equipment, and materials to do the job.

Question 8

________ involves reconciling underlying differences so that issues are resolved to the mutual benefit of all parties.

A) Domination
B) Accommodation
C) Compromise
D) Collaboration
E) All of these

Question 9

In the context of Maslow's hierarchy of human needs, an organization most likely meets its employees' needs for recognition by providing

A) a supportive physical environment.
B) proper tools, equipment, and materials to do the job.
C) job participation vehicles, such as regular staff meetings.
D) opportunities to improve job status through training programs.

Question 10

In the context of Maslow's hierarchy of human needs, the need for ________ is the need to be considered favorably by self and others.

A) survival
B) security
C) respect
D) fulfillment

Question 11

In the context of Maslow's hierarchy of human needs, when survival and security needs are satisfied, the need for ________ emerges.

A) physiological safety
B) fulfillment
C) respect
D) belonging

Question 12

The nature of one's work is particularly critical in satisfying ________ needs.

A) fulfillment
B) physical needs
C) affiliation needs
D) security needs

Question 13

In the context of Maslow's hierarchy of human needs, people motivated at the first level are concerned with

A) physical and economic survival.
B) the need for security and predictability in their lives.
C) the nature of work that they do.
D) the need for respect from others.

Question 14

Understanding others requires ________.

A) sensitivity to the needs of others
B) a Bachelor's degree in Psychology
C) a Master's degree in Psychology
D) none of these

Question 15

According to Maslow's hierarchy of human needs, the needs that are taken as the starting point for motivation theory are ________.

A) physiological needs
B) security needs
C) affiliation needs
D) fulfillment needs

Question 16

The character requirement for long-term leadership success can be summarized with the phrase

A) every tub has to stand on its own bottom.
B) the early bird gets the worm.
C) nice guys finish first.
D) a stitch in time saves nine.
E) none of these.

Question 17

________ needs are closely related to the nature of the work and depend upon aspects of the job itself for satisfaction.

A) Security
B) Social
C) Respect
D) All of these
E) None of these

Question 18

The role of leadership is critical in meeting human needs and preventing ________.

A) motivation problems
B) work force productivity
C) employee malnutrition
D) motivational excess

Question 19

A satisfied need ________.

A) leads to lethargy
B) is a motivator
C) is not a motivator
D) increases energy
E) none of these

Question 20

In the context of Maslow's hierarchy of human needs, an organization most likely meets the belonging needs of its employees by

A) providing sufficient pay.
B) giving job aids, such as training manuals and technical assistance.
C) celebrating holidays, birthdays, and special events.
D) providing public acclaim for outstanding contributions.

Question 21

According to the dimensions of emotional intelligence, ________ is the ability to recognize and understand the meaning of one's own emotions, moods, and drives and their impact on others.

A) self-awareness
B) self-management
C) social awareness
D) relationship management

Question 22

Maslow identified all of the following as characteristics of a self-actualized person EXCEPT

A) superiority.
B) intimacy.
C) autonomy.
D) spontaneity.
E) creativity.

Question 23

In his book The Human Equation, Jeffrey Pfeffer identifies seven practices that successful companies share. Among those practices, ________ addresses higher-level needs.

A) above-average wage
B) reduced wage differential
C) job security
D) extensive training

Question 24

A successful leader must understand why people do what they do and master the art of

A) manipulation.
B) coercion.
C) persuasion.
D) deceit.

Question 25

An employee concerned primarily with the seniority system, insurance plan, and retirement policy is motivated by

A) physical needs.
B) social esteem needs.
C) affiliation needs.
D) security needs.

Question 26

A company that promotes communication, employee relations, and the open-door policy would interest an applicant at

A) the third motivation level.
B) the fifth motivation level.
C) the fourth motivation level.
D) none of these levels.

Question 27

In the context of motivation at workplace, identify a true statement about human motivation.

A) A satisfied need is a motivator.
B) Psychological needs and social values are not the same.
C) The same act cannot satisfy all of the five motivation levels.
D) All people have the same needs to similar degrees and accompanied by similar wants.

Question 28

A self-fulfilled person possesses all of the following EXCEPT

A) intimacy.
B) goal-directedness.
C) accurate perception of reality.
D) mental anguish.

Question 29

Satisfaction of needs progresses according to the following sequence

A) survival, social, security, belonging, self-actualization.
B) survival, belonging, security, self-fulfillment, social.
C) survival, acceptance, belonging, love, security.
D) survival, security, belonging, respect, fulfillment.

Question 30

Physical and emotional needs that motivate behavior include

A) survival and security.
B) belonging and respect.
C) self-fulfillment.
D) all of these.
E) none of these.

Question 31

In the context of motivation at workplace, which of the following statements is true about human motivation?

A) A satisfied need is a motivator.
B) Psychological needs and social values are the same.
C) The same act can satisfy any of the five motivation levels.
D) All people have the same needs to similar degrees and accompanied by similar wants.

Question 32

In the context of the three tools of rhetoric as identified by Aristotle, pathos is

A) argument by character.
B) based in mental reasoning.
C) argument by logic.
D) based in the emotions of the audience.

Question 33

In his book The Human Equation, Jeffrey Pfeffer identifies seven practices that successful companies share. Among those practices, ________ addresses lower-level needs.

A) information sharing
B) extensive training
C) job security
D) team empowerment

Question 34

Elements of the art of persuasion include

A) understanding people, the effective use of words, the ability to manage conflict.
B) theory, styles, technology.
C) audience, goals, attraction.
D) cadence, method, results.
E) television, music, transmission.

Question 35

The message of The Human Equation is that

A) women civilize and enhance a work environment.
B) older workers tend to be or become stellar employees.
C) work performance depends upon experienced leaders.
D) high performance companies provide good pay and an enriched work environment.
E) individual success at work is impossible without social support.

Question 36

In the context of Maslow's hierarchy of human needs, the need for ________ is the most complex need.

A) fulfillment
B) respect
C) survival
D) security

Question 37

After survival, security, and belonging needs are satisfied, people are motivated by the need for

A) power.
B) immortality.
C) respect.
D) health.
E) none of these.

Question 38

Characteristics of a self-fulfilled person include

A) accurate perception of reality.
B) intimacy.
C) personal autonomy.
D) goal directedness.
E) all of these.

Question 39

In order to understand why people do what they do, one must

A) motivate positive behavior.
B) gain insight into unsatisfied needs.
C) observe and categorize behavior.
D) satisfy basic needs.

Question 40

Effective leaders match the tools of rhetoric to the five senses of the audience. For ethos, they mostly use

A) sound.
B) sight.
C) smell.
D) touch.

Question 41

Effective leaders match the tools of rhetoric to the five senses of the audience. For logos, they mostly use

A) sound.
B) sight.
C) smell.
D) touch.

Question 42

________ is based in mental reasoning.

A) Ethos
B) Humor
C) Pathos
D) Logos

Question 43

In the context of Maslow's hierarchy of human needs, survival needs and safety needs are considered basic needs.

Question 44

In the context of the three tools of rhetoric identified by Aristotle, ethos is

A) based in the credibility of the speaker.
B) based in mental reasoning.
C) argument by logic.
D) argument by emotion.

Question 45

Two people with two different value systems may be motivated by the same needs.

Question 46

Essential skills for a leader who has developed emotional intelligence include understanding people, the effective use of words, and the ability to manage conflict.

Question 47

In rhetoric, ethos refers to argument by character, logos refers to argument by logic, and pathos refers to argument by emotion.

Question 48

According to the dimensions of emotional intelligence, ________ is the ability to regulate one's own emotions, keeping harmful impulses in check.

A) self-awareness
B) self-management
C) social awareness
D) relationship management

Question 49

In the context of the vehicles of communication, during his time, Lincoln mastered ________.

A) television
B) newspapers
C) the social media
D) the radio

Question 50

In the context of the three tools of rhetoric identified by Aristotle, ethos is

A) argument by character.
B) based in mental reasoning.
C) argument by logic.
D) based in the emotions of the audience.

Question 51

According to Abraham Maslow, at the ________ level of motivation, a musician must make music, an artist must paint, and a poet must write, if he is to be at peace with himself.

A) respect
B) survival
C) belonging
D) fulfillment

Question 52

In the context of the three tools of rhetoric identified by Aristotle, pathos is

A) based in the credibility of the speaker.
B) based in mental reasoning.
C) argument by character.
D) argument by emotion.

Question 53

In the context of the three tools of rhetoric identified by Aristotle, logos is

A) based in the credibility of the speaker.
B) argument by logic.
C) argument by character.
D) based in the emotions of the audience.

Question 54

In the context of human needs and motivation, a satisfied need is a motivator.

Question 55

As a guideline for conflict management, use collaboration in all of the following situations EXCEPT

A) to achieve maximum benefit for all parties.
B) to build social credit for later use.
C) to merge insights from people with different perspectives.
D) to build teamwork.
E) to gain commitment for follow-through.

Question 56

Low points on the motivation graph indicate that certain needs have not been satisfied and require more emphasis.

Question 57

In the context of human needs and motivation, psychological needs and social values are the same.

Question 58

Winston Churchill thought his voice was weak, and he suffered from stage fright that he overcame by

A) knowledge, facts, argument, persuasion, posture.
B) wisdom, timing, force, delivery.
C) determined practice, using single words, vivid imagery, bold delivery, notes in hand.
D) study, preparation, concentration, cunning, insight.

Question 59

In the context of human needs and motivation, the same act can satisfy any of the five motivation levels.

Question 60

Physical decline can be the result of an unsatisfied social need.

Question 61

Match the items below with their descriptions:

A) principles of motivation
B) requirement for managing conflict effectively
C) the ability to understand and deal effectively with people
D) elements of the art of persuasion
E) normal human needs
F) prescription for business success
G) required for speaking effectively
survival, security, belonging, respect, fulfillment

Question 62

Match the items below with their descriptions:

A) principles of motivation
B) requirement for managing conflict effectively
C) the ability to understand and deal effectively with people
D) elements of the art of persuasion
E) normal human needs
F) prescription for business success
G) required for speaking effectively
understanding people, the effective use of words, the ability to manage conflict

Question 63

Match the items below with their descriptions:

A) principles of motivation
B) requirement for managing conflict effectively
C) the ability to understand and deal effectively with people
D) elements of the art of persuasion
E) normal human needs
F) prescription for business success
G) required for speaking effectively
a satisfied need is not a motivator, employee motivation and company success are related, leadership is important in meeting employee needs, the ideal is to align individual needs with organizational goals

Question 64

Match the items below with their descriptions:

A) principles of motivation
B) requirement for managing conflict effectively
C) the ability to understand and deal effectively with people
D) elements of the art of persuasion
E) normal human needs
F) prescription for business success
G) required for speaking effectively
people, products, profit

Question 65

Match the items below with their descriptions:

A) principles of motivation
B) requirement for managing conflict effectively
C) the ability to understand and deal effectively with people
D) elements of the art of persuasion
E) normal human needs
F) prescription for business success
G) required for speaking effectively
heart

Question 66

Match the items below with their descriptions:

A) principles of motivation
B) requirement for managing conflict effectively
C) the ability to understand and deal effectively with people
D) elements of the art of persuasion
E) normal human needs
F) prescription for business success
G) required for speaking effectively
emotional intelligence

Question 67

Match the items below with their descriptions:

A) principles of motivation
B) requirement for managing conflict effectively
C) the ability to understand and deal effectively with people
D) elements of the art of persuasion
E) normal human needs
F) prescription for business success
G) required for speaking effectively
collaboration