You are on page 1of 8

1. What psychological methodology does NLP stand for?

2. David McLelland's motivational theory identified three principal


motivational needs which he said each of us possesses to
varying degrees, and which characterise our motivational
behaviour; what are these three motivational needs?
3. Which organisation produces the UK's ABC1C2 (etc) Social Grade
Classifications Statistics?
4. What does the selling acronym AIDA stand for?
5. Who developed the 'Equity Theory' of job motivation in the
1960's?
6. What does the financial abbreviation P&L stand for?
7. Who developed the ten stages of corporate life cycle, starting
with Courtship and Infancy and ending in Bureaucracy and
Death?
8. The Ansoff matrix correlates what two aspects of business
development from the 'new' and 'existing' perspectives?
9. In selling and communications, what do 'open questions'
generally achieve?
10. Albert Mehrabian researched and published a now widely
referenced set of statistics for the effectiveness of spoken
communications; what three types of communication did he
identify and what percentages for each did he attach to each
type in terms of the percentage of meaning (or understanding)
that each communication type conveyed from person to person
in his study?
11. In business accounts and financial reporting, expenses
which change according to scale of performance or usage or
demand are known as what?
12. What is the name of Ingham and Luft's model and theory
which deals with hidden and open areas of knowledge about a
person?
13. The '360 degree' appraisal method collects feedback from
whom, about whom?
14. What are the four levels of learning evaluation defined in
Donald Kirkpatrick's model?
15. What is the correct ascending order of these human needs
according to Maslow's Hierarchy of Needs: Esteem, Safety,
Belongingness and Love, Self-Actualisation, Biological and
Physiological?
16. What part of our brains typically handles process-type
functions, according to brain theorists such as Katherine
Benziger?
17. What does the accounting acronym FIFO mean?
18. One of the most effective and efficient forms of marketing
is abbreviated to the initials WOM; what is it?
19. Bloom's Taxonomy of Learning Domains divides learning
development into three main aspects: Cognitive, Affective and
Psychomotor; what might these three aspects of personal
development more commonly be called?
20. Who wrote the Seven Habits of Highly Effective People?
21. The 'Big Five' personality dimensions, by which modern
day psychologists believe every person's personality and
behaviour tendencies can be measured are commonly
abbreviated to the OCEAN acronym; what does OCEAN stand for?
22. What are the four metaphorical terms used to describe
products/services in Boston Matrix model according to market
share and market maturity?
23. The financial ratio which divides a company's 'liquid assets'
by 'current liabilities' is known by what popular term?
24. What three important things should be confirmed and
understood before conducting a brainstorming ideas session?
25. What does the SWOT stand for in SWOT analysis?
26. What are the 'Four Functional Types' within Carl Jung's
theory?
27. With what was the Kyoto Summit concerned?
28. What are the four sequential stages of the 'conscious
competence' learning model?
29. What is the '1st Law of Cybernetics' (aka the 'Law of
Requisite Variety')?
30. What are the four main 'Temperament' types called within
David Keirsey's Temperaments personality theory?
31. According to the Tannenbaum and Schmidt theory relating
to delegation and team development, what must be reduced in
order for the team's area of freedom (and growth) to increase?
32. What does the financial term ROI stand for?
33. Whose experiential learning theory comprises the learning
styles named: Concrete Experience (feeling); Abstract
Conceptualization (thinking); Active Experimentation (doing); and
Reflective Observation (watching)?
34. Daniel Goleman was responsible for popularising and
defining what management and behavioural concept in his
eponymously titled (ie., the title is also the subject) 1995 book?
35. What is psychometrics?
36. What is the management technique that is commonly
abbreviated to MBWA?
37. Large size hand-writing generally indicates what
characteristics in the personality of the writer?
38. Since October 2004, UK employers must follow a minimum
process of three-stages for handling disputes with employees,
including disciplinary and grievance matters; what are the basic
minimum three stages required?
39. Douglas McGregor defined two main styles of
management; what did he call them and how are each of the two
styles typified?
40. Bruce Tuckman's theory about team development uses
what four sequential rhyming words to describe the four stages
of a group's progression?
41. What are Howard Gardner's seven (original) Multiple
Intelligences?
42. According to Herzberg's motivational theory, which of
these are 'hygiene needs' (or 'maintenance factors') and which
are true 'motivators': work conditions, salary, achievement,
advancement, work itself, responsibility, company car, status,
recognition, and personal growth?
43. What does VAK stand for in the learning styles theory?
44. What does the business acronym IPO stand for?
45. What does the PEST stand for in PEST analysis?
46. What do 'open questions' typically begin with?
47. What visionary management thinker wrote The Age Of
Unreason and The Empty Raincoat?
48. What are the names of the (nine) Belbin 'team roles'?
49. In marketing, what are the The Four P's?
50. A lot of the traditional 20th century sales theory and
training was influenced by the 1937 book 'How to Win Friends
and Influence People'; who wrote it?

Answers

1. What psychological methodology does NLP stand for? Neuro-


Linguistic Programming
2. David McLelland's motivational theory identified three principal
motivational needs which he said each of us possesses to
varying degrees, and which characterise our motivational
behaviour; what are these three motivational needs?
Achievement (n-ach), the need to achieve things;
Authority/Power (n-pow), the need to have impact, influence and
authority; and Affiliation (n-affil), the need for relationships,
interaction and acceptance among other people (or words to
similar effect as these definitions)
3. Which organisation produces the UK's ABC1C2 (etc) Social Grade
Classifications Statistics? NRS Ltd (National Readership Survey)
4. What does the selling acronym AIDA stand for? Attention,
Interest, Desire, Action
5. Who developed the 'Equity Theory' of job motivation in the
1960's? J Stacey Adams
6. What does the financial abbreviation P&L stand for? Profit and
Loss (Profit and Loss Account)
7. Who developed the ten stages of corporate life cycle, starting
with Courtship and Infancy and ending in Bureaucracy and
Death? Dr Ichak Adizes
8. The Ansoff matrix correlates what two aspects of business
development from the 'new' and 'existing' perspectives?
Products and Markets
9. In selling and communications, what do 'open questions'
generally achieve? Open questions gather information, improve
understanding, and build rapport by encouraging the other
person to talk and explain things, including how they feel about
things.
10. Albert Mehrabian researched and published a now widely
referenced set of statistics for the effectiveness of spoken
communications; what three types of communication did he
identify and what percentages for each did he attach to each
type in terms of the percentage of meaning (or understanding)
that each communication type conveyed from person to person
in his study? Mehrabian's research stated that: 7% of meaning
conveyed is in the words that are spoken; 38% of meaning
conveyed is in the way that the words are said (paralinguistic);
and 55% of meaning conveyed is in facial expression.
11. In business accounts and financial reporting, expenses
which change according to scale of performance or usage or
demand are known as what? Variable Costs
12. What is the name of Ingham and Luft's model and theory
which deals with hidden and open areas of knowledge about a
person? The Johari Window
13. The '360 degree' appraisal method collects feedback from
whom, about whom? A '360 Degree' feedback appraisal collects
the views from people who work with the appraisee, about the
appraisee, including subordinates, peers, upline managers;
effectively anyone who comes into contact with the appraisee
and who is happy to provide constructive feedback about the
appraisee's strengths and areas for improvement
14. What are the four levels of learning evaluation defined in
Donald Kirkpatrick's model? 1. Enjoyment; 2. Transfer of
learning; 3. Application of learning; 4. Effect of application (or
words to the same effect as these four definitions)
15. What is the correct ascending order of these human needs
according to Maslow's Hierarchy of Needs: Esteem, Safety,
Belongingness and Love, Self-Actualisation, Biological and
Physiological? Biological and Physiological Needs (basic life
needs - shelter, food, drink, sleep, etc); Safety Needs (security,
protection, law, etc); Belongingness and Love Needs (family,
affection, relationships, etc); Esteem Needs (achievement,
status, responsibility, reputation, etc); Self-Actualisation
(personal growth, self-fulfilment, etc)
16. What part of our brains typically handles process-type
functions, according to brain theorists such as Katherine
Benziger? Left Basal (left rear)
17. What does the accounting acronym FIFO mean? First In
First Out (a convention for writing down the balance sheet value
of assets of the same type - oldest are written-off first)
18. One of the most effective and efficient forms of marketing
is abbreviated to the initials WOM; what is it? Word Of Mouth
19. Bloom's Taxonomy of Learning Domains divides learning
development into three main aspects: Cognitive, Affective and
Psychomotor; what might these three aspects of personal
development more commonly be called? Knowledge, Attitude,
Skills
20. Who wrote the Seven Habits of Highly Effective People? Dr
Stephen Covey
21. The 'Big Five' personality dimensions, by which modern
day psychologists believe every person's personality and
behaviour tendencies can be measured are commonly
abbreviated to the OCEAN acronym; what does OCEAN stand for?
Openness to experience, Conscientiousness,
Extraversion/introversion, Agreeableness, Neuroticism.
22. What are the four metaphorical terms used to describe
products/services in Boston Matrix model according to market
share and market maturity? Dog, Cash Cow, Problem Child and
Star (or Rising Star)
23. The financial ratio which divides a company's 'liquid assets'
by 'current liabilities' is known by what popular term? Acid Test
(or 'Quick Ratio')
24. What three important things should be confirmed and
understood before conducting a brainstorming ideas session?
The purpose or aim of the exercise; a time limit; the fact that all
ideas are welcome and to be respected (ie., sometimes the
craziest-sounding ideas are the best ones).
25. What does the SWOT stand for in SWOT analysis?
Strengths, Weaknesses, Opportunities, Threats
26. What are the 'Four Functional Types' within Carl Jung's
theory? Thinking, Feeling, Sensation, Intuition
27. With what was the Kyoto Summit concerned? Global
climate change (in other words, greenhouse gas emissions)
28. What are the four sequential stages of the 'conscious
competence' learning model? 1. Unconscious Incompetence, 2.
Conscious Incompetence, 3. Conscious Competence, 4.
Unconscious Competence
29. What is the '1st Law of Cybernetics' (aka the 'Law of
Requisite Variety')? "The unit within the system with the most
behavioural responses available to it controls the system." (or
words to that effect)
30. What are the four main 'Temperament' types called within
David Keirsey's Temperaments personality theory? Artisan,
Idealist, Guardian, Rational/Rationalist
31. According to the Tannenbaum and Schmidt theory relating
to delegation and team development, what must be reduced in
order for the team's area of freedom (and growth) to increase?
The manager's use of authority
32. What does the financial term ROI stand for? Return On
Investment
33. Whose experiential learning theory comprises the learning
styles named: Concrete Experience (feeling); Abstract
Conceptualization (thinking); Active Experimentation (doing); and
Reflective Observation (watching)? David Kolb
34. Daniel Goleman was responsible for popularising and
defining what management and behavioural concept in his
eponymously titled (ie., the title is also the subject) 1995 book?
Emotional Intelligence
35. What is psychometrics? The science of measuring (or
testing) personality type (or mental abilities)
36. What is the management technique that is commonly
abbreviated to MBWA? Management By Walking About (or
Wandering Around) - the term is generally attributed to Tom
Peters (In Search Of Excellence, 1982) although it was probably
part of a new management ideology first pioneered by a few
bright American companies as far back as the 1940's
37. Large size hand-writing generally indicates what
characteristics in the personality of the writer? Extraverted or
out-going nature
38. Since October 2004, UK employers must follow a minimum
process of three-stages for handling disputes with employees,
including disciplinary and grievance matters; what are the basic
minimum three stages required? 1. Write a letter to the
employee explaining the issue; 2. Have a meeting with the
employee to discuss the issue; 3. Hold or offer an appeal
meeting with the employee if required.
39. Douglas McGregor defined two main styles of
management; what did he call them and how are each of the two
styles typified? X-Theory (or Theory-X) which is authoritarian,
autocratic and repressive; and Y-Theory (or Theory-Y) which is
participative, delegating, and developmental (or words to similar
effect as these two descriptions)
40. Bruce Tuckman's theory about team development uses
what four sequential rhyming words to describe the four stages
of a group's progression? Forming, Storming, Norming,
Performing
41. What are Howard Gardner's seven (original) Multiple
Intelligences? Linguistic (words and language), Logical-
Mathematical (logic and numbers), Musical (music, sound,
rhythm), Bodily-Kinesthetic (body movement control), Spatial-
Visual (images and space), Interpersonal (other people's
feelings), Intrapersonal (self-awareness)
42. According to Herzberg's motivational theory, which of
these are 'hygiene needs' (or 'maintenance factors') and which
are true 'motivators': work conditions, salary, achievement,
advancement, work itself, responsibility, company car, status,
recognition, and personal growth? Of the examples listed,
hygiene needs are: work conditions, salary, company car, status.
True motivators in the list are achievement, recognition, work
itself, responsibility, advancement, and personal growth.
43. What does VAK stand for in the learning styles theory?
Visual, Auditory, Kinesthetic/Kinaesthetic (three different learning
styles or methods - seeing, listening, doing)
44. What does the business acronym IPO stand for? Initial
Public Offering, meaning the initial sale of privately owned equity
(stock or shares) in a company via the issue of shares to the
public and other investing institutions
45. What does the PEST stand for in PEST analysis? Political,
Economical, Social, Technological
46. What do 'open questions' typically begin with? Open
questions typically begin with Who, What, How, When, Where,
and Why, (or for particularly capable or intelligent respondents,
'Tell me about...')
47. What visionary management thinker wrote The Age Of
Unreason and The Empty Raincoat? Charles Handy
48. What are the names of the (nine) Belbin 'team roles'?
Coordinator (was called 'Chairman'), Shaper, Plant, Monitor-
Evaluator, Implementer (was called 'Company Worker'),
Resource Investigator, Team Worker, Completer-Finisher,
Specialist
49. In marketing, what are the The Four P's? Product, Price,
Promotion, Place.
50. A lot of the traditional 20th century sales theory and
training was influenced by the 1937 book 'How to Win Friends
and Influence People'; who wrote it? Dale Carnegie.
ethical management, leadership, organisations

corporate social responsibility, corporate


integrity, ethical organisations, ethical
management and leadership,
'fairtrade', sustainability, etc
This section will grow to deal with corporate social responsibility (CSR),
corporate integrity, ethical organisations, ethical management and
leadership, 'fairtrade', globalisation (or globalization - either is correct),
sustainability, well-being at work, and all the other new converging
ideas about what good modern ethical leadership, management and
organisations should be.

To begin with below is a modern model for management and


leadership in the 21st century. It's an interpretation of the 'personality'
of good ethical modern management and leadership.

As such it's not a process or technique - it's an attempt to characterise


good modern management and leadership.