MGMT 3720 MIDTERM EXAMS ANSWERS AND
QUESTIONS SET A+
✔✔Contrast effects - ✔✔we do not evaluate a person in isolation.
-our reaction to one person is influenced by other person we have recently encountered
✔✔Stereotyping - ✔✔-Judging someone on the basis of our perception of the group to
which he or she belongs (has adverse impact)
-We have to monitor ourselves to make sure we're not unfairly applying a stereotype in
our evaluations and decisions
--leads to improper performance appraisals
✔✔Bounded rationality - ✔✔a process of making decisions by constructing simplified
models that extract the essential features from problems without capturing all their
complexity
-most people respond to a complex problem by reducing it to a level at which it can be
readily understood
-Most people *satisfice
✔✔Satisfice - ✔✔people who seek solutions that are satisfactory and sufficient
✔✔Intuitive decision making (Unconscious process/ based off experience) - ✔✔occurs
outside conscious thought; it relies on holistic associations, or links between disparate
pieces of information, is fast, and is affectively charged, meaning it usually engages the
emotions
-created out of distilled experience
-the key is neither to abandon nor rely solely on intuition, but to supplement it with
evidence and good judgement
✔✔Anchoring bias - ✔✔fixating on initial information as a starting point and failing to
adequately adjust for subsequent information
-takes place with negotiation
-when people who are high in intellect overestimate their ability and don;t take
everything into account
, -focused on one thing/ ex. what you made at last position (anchoring point) where
everything begins
-real estate, lawyers, sales
✔✔Motivation - ✔✔The processes that account for an individual;s intensity, direction,
and persistence of effort toward attaining a goal
✔✔The 3 key elements of motivation - ✔✔Intensity- concerned with how hard a person
tries/ the "drive" behind your actions (high intensity is unlikely to lead to favorable job-
performance outcomes)
Direction- the orientation that benefits the organization/ learning more about the
products
Persistence- a measure of how long a person can maintain his/her effort/ never giving
up, maintaining that attitude
✔✔Maslow's Hierarchy of Needs - ✔✔Physiological, safety, social, esteem and self-
actualization/ as each need is substantially satisfied, the next need becomes dominant
✔✔Two-Factor Theory (motivation-hygiene theory) - ✔✔a theory that relates intrinsic
factors to job satisfaction and associates extrinsic factors with dissatisfaction
✔✔Intrinsic factors of job satisfaction - two factor theory - ✔✔1. Achievement
2. Recognition
3. Work itself
4. Responsibility
5. Advancement
6. Growth
If we want to motivate people on their jobs, we should emphasize factors associated
with the work itself or with outcomes directly derived from it: promotional opportunities,
personal growth opportunities, recognition, responsibility, and achievement
✔✔T/F Dissatisfaction is the opposite of satisfaction - ✔✔False; The opposite of
satisfaction is no satisfaction. The opposite of dissatisfaction is no dissatisfaction
✔✔McClelland's theory of needs - ✔✔a theory that states achievement, power, and
affiliation are three important needs that help explain motivation
✔✔3 needs of McClelland's theory of needs - ✔✔1. Need for achievement- drive to
excel, to achieve in relation to a set of standards to strive to succeed
-high achievers preform best when success is 50/50 ex. professional athletes
2. Need for power- need to make others behave in a way that they would not have
behaved otherwise
-want to be in control ex. politicians
3. Need for affiliation- desire for friendly and close interpersonal relationships
-want to have meaningful relationships
QUESTIONS SET A+
✔✔Contrast effects - ✔✔we do not evaluate a person in isolation.
-our reaction to one person is influenced by other person we have recently encountered
✔✔Stereotyping - ✔✔-Judging someone on the basis of our perception of the group to
which he or she belongs (has adverse impact)
-We have to monitor ourselves to make sure we're not unfairly applying a stereotype in
our evaluations and decisions
--leads to improper performance appraisals
✔✔Bounded rationality - ✔✔a process of making decisions by constructing simplified
models that extract the essential features from problems without capturing all their
complexity
-most people respond to a complex problem by reducing it to a level at which it can be
readily understood
-Most people *satisfice
✔✔Satisfice - ✔✔people who seek solutions that are satisfactory and sufficient
✔✔Intuitive decision making (Unconscious process/ based off experience) - ✔✔occurs
outside conscious thought; it relies on holistic associations, or links between disparate
pieces of information, is fast, and is affectively charged, meaning it usually engages the
emotions
-created out of distilled experience
-the key is neither to abandon nor rely solely on intuition, but to supplement it with
evidence and good judgement
✔✔Anchoring bias - ✔✔fixating on initial information as a starting point and failing to
adequately adjust for subsequent information
-takes place with negotiation
-when people who are high in intellect overestimate their ability and don;t take
everything into account
, -focused on one thing/ ex. what you made at last position (anchoring point) where
everything begins
-real estate, lawyers, sales
✔✔Motivation - ✔✔The processes that account for an individual;s intensity, direction,
and persistence of effort toward attaining a goal
✔✔The 3 key elements of motivation - ✔✔Intensity- concerned with how hard a person
tries/ the "drive" behind your actions (high intensity is unlikely to lead to favorable job-
performance outcomes)
Direction- the orientation that benefits the organization/ learning more about the
products
Persistence- a measure of how long a person can maintain his/her effort/ never giving
up, maintaining that attitude
✔✔Maslow's Hierarchy of Needs - ✔✔Physiological, safety, social, esteem and self-
actualization/ as each need is substantially satisfied, the next need becomes dominant
✔✔Two-Factor Theory (motivation-hygiene theory) - ✔✔a theory that relates intrinsic
factors to job satisfaction and associates extrinsic factors with dissatisfaction
✔✔Intrinsic factors of job satisfaction - two factor theory - ✔✔1. Achievement
2. Recognition
3. Work itself
4. Responsibility
5. Advancement
6. Growth
If we want to motivate people on their jobs, we should emphasize factors associated
with the work itself or with outcomes directly derived from it: promotional opportunities,
personal growth opportunities, recognition, responsibility, and achievement
✔✔T/F Dissatisfaction is the opposite of satisfaction - ✔✔False; The opposite of
satisfaction is no satisfaction. The opposite of dissatisfaction is no dissatisfaction
✔✔McClelland's theory of needs - ✔✔a theory that states achievement, power, and
affiliation are three important needs that help explain motivation
✔✔3 needs of McClelland's theory of needs - ✔✔1. Need for achievement- drive to
excel, to achieve in relation to a set of standards to strive to succeed
-high achievers preform best when success is 50/50 ex. professional athletes
2. Need for power- need to make others behave in a way that they would not have
behaved otherwise
-want to be in control ex. politicians
3. Need for affiliation- desire for friendly and close interpersonal relationships
-want to have meaningful relationships
