Deck 8: Understanding People

Question 1

The quotation, "Business situations almost always come down to people situations, those with a finely tuned people sense, and an awareness of how to apply it, invariably take the edge," is found in ________.

A) The Goal
B) Thriving on Chaos
C) What They Don't Teach You at Harvard Business School
D) The Reckoning
E) Who Moved My Cheese?

Answer 1

C

Question 2

_________ said, "If you have an important point to make, don't try to be subtle or clever. Use a pile driver. Hit the point once. Then come back and hit it again. Then hit it a third time with a tremendous whack!"

A) Truman
B) Eisenhower
C) Stalin
D) Hirohito
E) Churchill

Answer 2

E

Question 3

A satisfied need ________.

A) Leads to lethargy
B) Is a motivator
C) Is not a motivator
D) Increases energy
E) None of these

Answer 3

C

Question 4

Jeffrey Pfeffer shows that _________ correlates positively with motivation, and identifies _________ practices that successful companies share.

A) Profit; 7
B) Safety; 3
C) Enthusiasm; 10
D) All of these
E) None of these

Question 5

Managing conflict involves different degrees of _________ and ________.

A) Time; space
B) Personal involvement; organizational involvement
C) Cooperativeness; assertiveness
D) Detail; context
E) None of these

Question 6

The importance of motivation is suggested by findings that most people believe they could give as much as _________ percent more effort at work than they now do with no one, including their own supervisors, recognizing any difference; and they also believe they could give _________ percent less effort with no one noticing any difference.

A) 2 to 6; 2, 6
B) 8 to 10; 8, 10
C) 10 to 15; 10, 15
D) 15 to 20; 15, 20
E) None of these

Question 7

_________ studied the self-fulfilled person and identified _________ characteristics.

A) Sigmund Freud; 3
B) Alfred Adler; 4
C) B.F. Skinner; 10
D) Karen Horney; 7
E) Abraham Maslow; 15

Question 8

All people have the same ________, but to different ________, and accompanied by different ________.

A) Talents; levels; organizations
B) Purposes; intensities; people
C) Experiences; magnitudes; measures
D) Needs; degrees; wants
E) None of these

Question 9

_________ 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 10

A leader's ability to _________ and _________ is essential for leadership success.

A) Understand people; deal with them effectively
B) Understand finance; keep technically proficient
C) Manipulate others; retain personal power
D) Live a balanced life; support the arts
E) None of these

Question 11

In France, _________ be punctual; in ________, don't expect punctuality; in Great Britain, don't ________.

A) Don't; Spain; cross your arms
B) Do; Japan; make the American sign for okay with thumbs and forefinger
C) Do; Spain; ask personal questions
D) Never; Italy; discuss the monarchy
E) None of these

Question 12

The author of the three p's formula for success is ________. The three p's stand for ________, ________, ________.

A) Sam Walton; products; processes; professionalism
B) Jack Welch; policies; practices; procedures
C) Bill Gates; persistence; perseverance; patience
D) Andy Grove; possibilities; productivities; practicalities
E) Lee Iacocca; people; products; profits

Question 13

Daniel Goleman explains that although _________ are important for effective leadership, _________ is essential.

A) Practical skills; theory
B) Books and school; experience
C) People skills; job knowledge
D) Trust and respect; training
E) Technical skills; emotional intelligence

Question 14

_________ first determined what people wanted most, then did everything possible to help them attain it.

A) Dante
B) Boone
C) Spinoza
D) Napoleon
E) Galileo

Question 15

_________ wrote, "Fulfillment seems to describe better than any other single word the positive side of human development and human evolution-the realization of inherent capacities by the individual and of new possibilities by the race. . ."

A) Abraham Maslow
B) Julian Huxley
C) Gordon Allport
D) Rollo May
E) Carl Jung

Question 16

_________ is the normal sequence of development for people.

A) Social to personal
B) Personal to social
C) Whole to part
D) Organizational to societal
E) Basic needs to fulfillment

Question 17

Effective leaders combine _________ with ________.

A) Physical fitness; business success
B) People-oriented personal style; willingness to make difficult decisions
C) Science and technology; history and religion
D) Focus on money; focus on future
E) Learning styles; social needs

Question 18

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) Both a Bachelor's and a Master's degree in Psychology
E) None of these

Question 19

_________ 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 20

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 21

Women in high leadership positions typically have a passion for success, a superior track record, outstanding people skills, and ________.

A) Help from above, such as a mentor
B) Career courage
C) Mental toughness
D) All of these

Question 22

Participation of women in the U.S. workplace is expected to ________.

A) Increase
B) Decrease

Question 23

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

A) Third motivation level
B) Fifth motivation level
C) Fourth motivation level
D) None of these levels

Question 24

We must have an _________ approach versus an _________ approach in our dealings with people, regardless of social status.

A) Eyes-level; eyes-up or eyes-down
B) Eyes-down; eyes-up
C) Eyes-up; eyes-down
D) Eyes-down; eyes-level

Question 25

Education sessions on valuing diversity usually involve ________.

A) Awareness of individual differences
B) Understanding attitudes about people who are different
C) Using individual differences as strengths or assets
D) Improving relationships between people who are different
E) All of these

Question 26

Survival needs that motivate behavior include all of the following except:

A) Sleep
B) Exercise
C) Shelter
D) Respect
E) Food

Question 27

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 28

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 29

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 30

When survival needs are satisfied and a person feels fairly secure, the need to give and receive _________ normally emerges.

A) Praise
B) Affection
C) Money
D) Food

Question 31

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 32

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 33

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 34

Deficiency-motivated is to growth-motivated as:

A) Descarte is to Kant
B) Confucius is to Buddha
C) Peck is to Kopp
D) Jung is to Watson
E) Rogers is to Maslow

Question 35

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 36

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

Question 37

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 38

The highest need possible is:

A) Social
B) Self-fulfillment
C) Self-esteem
D) Security

Question 39

Characteristics of the self-fulfilled person include:

A) Accurate perception of reality
B) Intimacy
C) Personal autonomy
D) Goal directedness
E) All of these

Question 40

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

A) Self-fulfillment
B) Physical needs
C) Affiliation needs
D) Security needs

Question 41

As guidelines for conflict management, use collaboration in all but one of the following situations.

A) To achieve maximum benefit to 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 42

Malcolm X improved leadership effectiveness by speaking from the heart and ______.

A) Building vocabulary
B) Social networking
C) Studying history
D) None of these

Question 43

The two primary messages of A Class Divided are:

A) Recognize life is a series of tests and talent determines destiny
B) Recognize the evil of discrimination and the power of the self-fulfilling prophecy
C) Recognize the importance of unconditional positive regard and self-transcendence for personal growth
D) None of these
E) All of these

Question 44

Aristotle identified three tools of rhetoric ________, ________, ________, that are matched to three parts of the body ________, __________, ________.

A) Ethos; logos; pathos; gut; brain; heart
B) Words; feelings; actions; mind; spirit; body
C) Reading; writing; arithmetic; ears; eyes; brain
D) None of these

Question 45

_________ and ________ bring international good will and help Cirque du Soleil prevent many of the difficulties global brands often face when spanning cultures.

A) Money; gifts
B) Power; prestige
C) Community participation; outreach
D) Government service; support

Question 46

The three tools of rhetoric and their corresponding focus are:

A) Ethos, character; logos, logic; pathos, emotion
B) Logos, character; ethos, logic; pathos, emotion
C) Pathos, character; logos, logic; ethos, emotion
D) Logos, emotion; pathos, logic; ethos, character
E) None of these

Question 47

Ann Morrison identifies 10 practices considered to be important in dealing with diversity including:

A) Top management's personal involvement
B) Targeted recruitment
C) Diversity training groups
D) Work and family policies that support diversity
E) All of these

Question 48

All of the following motivational levels and psychological needs are correctly matched except:

A) First level - physical needs
B) Second level - security needs
C) Third level - self-fulfillment needs
D) Fourth level - social esteem needs

Question 49

Several factors can sidetrack the advancement of women in the workplace including:

A) Lack of encouragement
B) Closed corporate culture
C) Double standards
D) All of these
E) None of these

Question 50

The concept of emotional intelligence can be traced to ________ and the work of ________.

A) 1950; Gordon Allport
B) 1965; Abraham Maslow
C) 1998; Daniel Goleman
D) 1920;
E)L. Thorndike

Question 51

Emotional intelligence requires __________ and __________ awareness, as well as __________ and ________ management.

A) High; low; experienced; continuous
B) Business; historical; emergency; total
C) Self; social; self; relationship
D) None of these

Question 52

Author ________ defines keys to employee engagement including:

A) Abraham Maslow; 1) security; 2) belonging; 3) respect; 4) teamwork
B) Jeffrey Pfeffer; 1) economic incentives; 2) employee training; 3) achievement awards; 4) job security
C) Jim Haudan; 1) connect people through stories; 2) create pictures that liberate imagination; 3) gain trust through competence and integrity; 4) empower employees to own business problems
D) None of these

Question 53

Ann Fudge provides leadership advice for women and men in all organizations, including all but one of the following guidelines.

A) Be yourself
B) Don't get stuck behind your desk
C) Steer with strategic focus
D) Focus on others
E) Continually change

Question 54

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 55

The practices that are considered most important in dealing with diversity are:

A) Top management's personal involvement; targeted recruitment
B) Internal advocacy groups; inclusion of diversity in performance evaluations
C) Diversity training groups; work and family policies that support diversity
D) All of these
E) None of these

Question 56

The self-fulfilled person possesses all of the following except:

A) Intimacy
B) Goal-directedness
C) Accurate perception of reality
D) No need for privacy

Question 57

Dealing effectively with diversity means:

A) Behaving in a way that creates a sense of community among people and gains benefits from their differences
B) Learning everything about other cultures in an effort to give special treatment to minority groups
C) Changing your way of thinking to be more like co-workers from different cultural backgrounds
D) All of these

Question 58

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

A) Manipulation
B) Coercion
C) Persuasion
D) Deceit

Question 59

Girls have been traditionally conditioned to emphasize:

A) Their individuality
B) Their superiority
C) Their connections and similarity
D) None of these

Question 60

Brown V Board of Education supreme court ruling was _________; the "Civil Rights Act" was ________.

A) 1920; 1980
B) 1954; 1964
C) 1980; 1990
D) None of these

Question 61

An organization can meet the survival, security, affiliation, recognition, and fulfillment needs of its employees through safe working conditions, health insurance, open-door policy, award ceremonies, continuing education opportunities.

Question 62

The needs to receive and express love can be powerful motivators of human behavior.

Question 63

The term emotional intelligence was first coined by ______.

A) Daniel Goleman
B) Gordon Allport
C) Howard Gardner
D) E.L. Thorndike
E) Peter Salovey and John Mayer

Question 64

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

Question 65

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

Question 66

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

Question 67

Organizations can manage diversity effectively by developing mentoring and partnering programs that cross traditional social and cultural boundaries.

Question 68

Analysis of leadership effectiveness shows that female and male leaders do not differ in overall effectiveness, although there remains a slight effectiveness advantage for male leaders in masculine domains and female leaders in feminine domains.

Question 69

In Lean In, Sheryl Sandberg reports success and likability are positively correlated for men and negatively correlated for women, helping to explain womens' lack of effort to compete for higher positions.

Question 70

Individuals can overcome cultural differences by examining times when they felt like they were in the minority.

Question 71

Positive leadership qualities endorsed across all cultures are: trustworthiness, intelligence/skill, and physical size.

Question 72

Studies show high employee engagement and a supportive work environment ______ performance by ______.

A) Decreases; 50 percent
B) Increases; 50 percent
C) Increases; 10 percent
D) Decreases; 10 percent
E) Increases; 90 percent

Question 73

Throughout the world, people prefer leaders who are ______ and who are not _______.

A) Intelligent and experienced; extroverted and noisy
B) Visionaries and team builders; loners and face-savers
C) Patient and introverted; quick and strong
D) Honest and dependable; brave and determined
E) Rational and kind; emotional and adventurous

Question 74

Organizational benefits gained by valuing and managing diversity include: increase in workforce creativity and better services provided to diverse populations.

Question 75

Effective communication across generations requires:

A) Legislation
B) Edict
C) Force
D) Respectful behavior
E) All of these

Question 76

The effective leader is sensitive to diverse cultural backgrounds, but considers the character and needs of each individual, case by case.

Question 77

Napoleon was 5'2" tall and sought leadership position and power to compensate for his height.

Question 78

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

Question 79

In The Farther Reaches of Human Nature, Abraham Maslow identifies five principles for developing one's full potential, including:
1) experience life fully in the present;
2) take reasonable risks in order to grow;
3) be honest with yourself and others;
4) strive to accomplish tangible goals in line with your values; and
5) commit yourself to people and causes outside yourself.

Question 80

As of 2009, ______ of U.S. Businesses were owned by women.

A) 28 percent
B) 18 percent
C) 38 percent
D) 8 percent
E) None of these