Perhaps the most controversial aspect of Maslow's and Alderfer's theories is the proposition that:
A) All salespeople are motivated by higher-order rewards
B) Lower-order rewards have increasing marginal utility
C) Earnings opportunity ratios vary with lower-order selling patterns
D) Higher-order rewards have increasing marginal utility
E) Demographics contribute to establishment disengagement

Question

Quizplus · Accepted Answer

Maslow's and Alderfer's theories propose that once lower-order needs (such as physiological and safety needs) are met, individuals become motivated by higher-order needs (such as self-actualization). They suggest that higher-order rewards (such as personal growth and fulfillment) have increasing marginal utility, meaning that the more a person experiences these rewards, the more motivated they become to pursue them. This proposition has been controversial, with some scholars and practitioners arguing that individuals may continue to be motivated by lower-order rewards (such as money and benefits) even after their basic needs are met.

Perhaps the Most Controversial Aspect of Maslow's and Alderfer's Theories