BA 350 EXAM 3- SDSU UPDATED ACTUAL QUESTIONS
AND CORRECT ANSWERS
Question 1.
Power
ANSWER
The ability to influence another person
Question 2.
Influence
ANSWER
Process of affecting the thoughts, behavior, and feelings of another person Ex) A person's ability to
get something done the way he wants it done
Question 3.
4 Organizational Bases of Power
ANSWER
-Legitimate -Reward -Coercive -Information
Question 4.
2 Personal Bases of Power
ANSWER
-Referent -Expert
Question 5.
Legitimate power
ANSWER
Derives from the manager's position
Question 6.
Reward power
ANSWER
Derives from the manager's ability to tie positive outcomes to a subordinate's behavior
1
,Question 7.
Coercive power
ANSWER
Derives from the efforts to affect the behavior of another person through the fear of punishment
Question 8.
Information power
ANSWER
Derives from the control and distribution of information in an organization
Question 9.
Referent power
ANSWER
Based on the personal liking a subordinate has for a manager
Question 10.
Expert power
ANSWER
Derives from the manager's technical knowledge and expertise
Question 11.
Motivation ries
ANSWER
Process of arousing and sustaining goal-directed behavior (Latin root of motivation: "movere or to
move" want to get people to move/do what you want them to do) -Exogenous causes (external)
Question 12.
Endogenous process
ANSWER
Things about the person, their personal attributes and characteristics (internal)
Question 13.
Exogenous causes
ANSWER
External factors to the person (reinforcement theory)
2
, Question 14.
Early theories of motivation
ANSWER
-Self interest -Emotional needs
Question 15.
Self interest
ANSWER
For the purpose of economic and material gain (Smith, Taylor) -we try to avoid pain (gives us
pleasure) -economic and social gain -people work to make money and avoid pain
Question 16.
Emotional needs
ANSWER
People behave in ways that will gratify differing emotional needs (Freud, Maslow, Alderfer)
Question 17.
Maslow's Needs Hierarchy
ANSWER
Bottom to top:
-Physiological -Safety & security needs -Love (social) needs -Esteem needs -Self-actualization needs
Question 18.
Physiological needs
ANSWER
Fulfilling your need for survival (or earning enough money to meet your means) opportunities to eat,
having lunch breaks, clean air in the building so you can breathe
Question 19.
Progression hypothesis
ANSWER
Point 1: Behavior is dominated by the level of the behavior that is current (or unfilled). Once that
need is met/fulfilled, it is no longer motivating the pyramid isn't fulfilled then you won't be able to
reach any of your other needs until you do fulfill it
3
AND CORRECT ANSWERS
Question 1.
Power
ANSWER
The ability to influence another person
Question 2.
Influence
ANSWER
Process of affecting the thoughts, behavior, and feelings of another person Ex) A person's ability to
get something done the way he wants it done
Question 3.
4 Organizational Bases of Power
ANSWER
-Legitimate -Reward -Coercive -Information
Question 4.
2 Personal Bases of Power
ANSWER
-Referent -Expert
Question 5.
Legitimate power
ANSWER
Derives from the manager's position
Question 6.
Reward power
ANSWER
Derives from the manager's ability to tie positive outcomes to a subordinate's behavior
1
,Question 7.
Coercive power
ANSWER
Derives from the efforts to affect the behavior of another person through the fear of punishment
Question 8.
Information power
ANSWER
Derives from the control and distribution of information in an organization
Question 9.
Referent power
ANSWER
Based on the personal liking a subordinate has for a manager
Question 10.
Expert power
ANSWER
Derives from the manager's technical knowledge and expertise
Question 11.
Motivation ries
ANSWER
Process of arousing and sustaining goal-directed behavior (Latin root of motivation: "movere or to
move" want to get people to move/do what you want them to do) -Exogenous causes (external)
Question 12.
Endogenous process
ANSWER
Things about the person, their personal attributes and characteristics (internal)
Question 13.
Exogenous causes
ANSWER
External factors to the person (reinforcement theory)
2
, Question 14.
Early theories of motivation
ANSWER
-Self interest -Emotional needs
Question 15.
Self interest
ANSWER
For the purpose of economic and material gain (Smith, Taylor) -we try to avoid pain (gives us
pleasure) -economic and social gain -people work to make money and avoid pain
Question 16.
Emotional needs
ANSWER
People behave in ways that will gratify differing emotional needs (Freud, Maslow, Alderfer)
Question 17.
Maslow's Needs Hierarchy
ANSWER
Bottom to top:
-Physiological -Safety & security needs -Love (social) needs -Esteem needs -Self-actualization needs
Question 18.
Physiological needs
ANSWER
Fulfilling your need for survival (or earning enough money to meet your means) opportunities to eat,
having lunch breaks, clean air in the building so you can breathe
Question 19.
Progression hypothesis
ANSWER
Point 1: Behavior is dominated by the level of the behavior that is current (or unfilled). Once that
need is met/fulfilled, it is no longer motivating the pyramid isn't fulfilled then you won't be able to
reach any of your other needs until you do fulfill it
3
