Ch.12 Test Bank Human Behavior and the Art of Persuasion

The Art of Leadership, 6e (Manning)

Chapter 12 Human Behavior and the Art of Persuasion

1) 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

2) 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

3) ________ 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

4) A satisfied need ________.

A) leads to lethargy

B) is a motivator

C) is not a motivator

D) increases energy

E) none of these

5) 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.

6) 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

7) 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.

8) 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.

9) 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.

10) 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.

11) 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.

12) 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.

13) 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

14) 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.

15) 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

16) ________ 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

17) 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.

18) 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

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

A) fulfillment

B) physical needs

C) affiliation needs

D) security needs

20) 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

21) 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.

22) 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.

23) Characteristics of a self-fulfilled person include

A) accurate perception of reality.

B) intimacy.

C) personal autonomy.

D) goal directedness.

E) all of these.

24) 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.

25) 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

26) 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.

27) 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.

28) 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

29) 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.

30) 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.

31) 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.

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

A) superiority.

B) intimacy.

C) autonomy.

D) spontaneity.

E) creativity.

33) 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.

34) 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.

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

A) manipulation.

B) coercion.

C) persuasion.

D) deceit.

36) A self-fulfilled person possesses all of the following EXCEPT

A) intimacy.

B) goal-directedness.

C) accurate perception of reality.

D) mental anguish.

37) 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

38) 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.

39) 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.

40) 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

41) 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

42) 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.

43) 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.

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.

45) 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.

46) 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.

47) 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.

48) 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

49) 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.

50) ________ is based in mental reasoning.

A) Ethos

B) Humor

C) Pathos

D) Logos

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

A) television

B) newspapers

C) the social media

D) the radio

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

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

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

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

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

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

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

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

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

Match the items below with their descriptions:

A) the ability to understand and deal effectively with people

B) principles of motivation

C) prescription for business success

D) normal human needs

E) requirement for managing conflict effectively

F) elements of the art of persuasion

G) required for speaking effectively

61) 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

62) survival, security, belonging, respect, fulfillment

63) people, products, profit

64) emotional intelligence

65) collaboration

66) heart

67) understanding people, the effective use of words, the ability to manage conflict