INDIAN INSTITUTE OF MANAGEMENT, ROHTAK

IPM Batch 03
END Term Exam (Term II)
Psychology-I 

Name: KRISHA SHAH

Roll No: IPM03149

Section: ______B______________

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1.

Basis of comparison Maslow’s need Herzberg’s two factor

hierarchy theory
Theory It defines 5 needs that
are innate in every
organism. A person
satisfies the needs at one
particular level and thus
moves to the higher
level
Nature Descriptive
Order Hierarchical
Relies on Satisfaction of needs
Motivator Unsatisfied needs
Applicability General approach of
motivational problems
of all workers.
Explanation of theory Physiological needs- basic
survival food, clothing,
shelter
Safety needs- Security,
protection
Belongingness needs-
Friendship, love, group
membership
Esteem needs- Self-respect,
recognition, status
Self- actualization needs-
creativity, growth
theory
There are various factors
in the workplace that
lead to satisfaction or
dissatisfaction.
Prescriptive
No order
Reward and recognition
Only high order needs
Focused approach on
motivational problems
of work oriented
professionals.
Hygiene factors-
company policies, paid
insurance, vacation,
salary, job security,
good working condition
Growth factors-
challenging work,
recognition, sense of
importance,
involvement in decision
making

2. David McClleland has described four general ways of expression of the

power motive.

1. people do things to gain a feeling of power from sources outside themselves.

For example, In the childhood, kids get inspired by watching spiderman and
superman and perform actions that resonate power within them

2. Feeling power from sources within us and may be expressed by building up

the body and mastering urges and impulses. During adolescence, young boys
build their body to come out as powerful among the others.

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 3. People do things as Individuals to have an impact on others. For example, a
person argues or competes with another individual to have an impact or
influence on that person.

4. People do things as members of organizations to have an impact on others as

in the case of the leader of a political party: the individual may use the Party
apparatus to influence others.

3.

1) Emotional self control- Increasing self awareness , doing an emotionalauditof

responses, label your negative emotions, and reward yourself for good work

2)Self regulation Observe your actions, dilute the ego and forgiveothers, accept
yourself as well as others. People tend to dislike working with peoplewith
emotional outbursts

3) Self motivation: Be your own motivator. Follow the inside out approach and
concentrate on your circle of influence istead of circle of concern. Aplly the 10x
rul. Follow your instincts and have faith in yourself

4)Managing Relations: Be nice to everyone, go an extra mileto do them a favor,

have appositive outlook and you automatically attract like minded people. Be
trustworthy and work well in teams

4. Professor Albert Mehrabian established the following statistics which have

now become a classic for the effectiveness of spoken communication. This
formula applies to communications of feelings and attitudes.

7% of meaning is in the words that are spoken.

38% of meaning is paralinguistic. (How the words are said)

55% of meaning is conveyed through facial expression.

Benefits of Effective Communication

 Increased productivity
 Stronger Decision making

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  Lesser misunderstanding
 Quicker problem solving
 Improved customer relations
 Better workplace environment
 Feeling of participation among employees
 Healthier business relationship
 Good quality documents

5. The types of assessments for measuring personality are as follows-

1) Interview, these are mostly used by "Psychoanalysts and humanistic

therapists"

2)Personality interviews used mainly by "Trait theorists".

3) Behavioural assessment (like direct observations, rating scales and frequency
counts), used mainly by "behavioural and social cognitive therapists". 
4) Projective Tests (like Rorschach, thematic appreciation test), mostly used by
"Psychoanalysts".

SECTION B

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2. Conflicts means strike two things at the same time. Conflict occurs whenever
a person must choose between contradictory needs, desires, motives, or
demands. Conflicts occur in individual when more than one equally powerful
desire demand for immediate satisfaction.

There are three basic forms of conflicts, approach – approach conflict,

avoidance-avoidance conflict, and approach-avoidance conflict.

1. Approach- Approach conflict arises when two desires have positive

valence and each of which is equally powerful. Such conflicts are not so
harmful , bause after selecting one, the other automatically subsides

EXAMPLE: A man gets offered a Job as software engineer at Google

and Facebook and he has to choose between one.

2. Avoidance-Avoidance conflict comes from choosing between two

negatives, or mutually undesirable alternatives. Here an individual is
caught between two repelling threats and she cannot choose either of
them so she develops defence mechanism to run away from the situation.

EXAMPLE: dilemmas such as choosing between the dentist and tooth

decay. Roadside food and starvation, trying drugs to avoid cargument at
home with wife

3. Approach avoidance conflict comes from being attracted to and repelled

by the same goal or activity. The goal object will have positive and
negative valence. These types of conflicts are also difficult to resolve.

EXAMPLE: wanting to study at a university at the cost of leaving parents

behind, planning to marry someone her/his parents strongly disapprove
of, a man wants to marry but does want the responsibilities of maily
life,etc.

A major source of frustration lies in motivational conflict. Conflicts cause

frustration, which in turn, can lead to aggression. For instance, a young man
who wants to be a cricket player or musician but is pursuing a course in
management due to parental pressure and is not able to perform as per the
expectations of his parents may turn aggressive upon being questioned on his
poor performance in college.

Conflicting situations should be resolved after due consideration of the pros and
cons of each of the choices
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4.
Emotional Intelligence is a capacity to recognize and manage one’s own
positive or negative emotions and those of others in significant interpersonal
relationships. According to Daniel Goleman, a person who is emotionally
intelligent and has emotional self-control can stay calm and composed in
stressful situations. Emotionally intelligent people are self-aware, intrinsically
motivated, and possess extraordinary social skills. They can control their
negative emotions of fear, anger, disgust that are usually erupting when they are
exposed to adverse situations.

Three Layers of brain

1. Neocortex- This is the thinking part of the brain. Activities of planning,

organizing, decision making takes place in this part as it is the seat of our
conscious mind. It can recognize what is happening in the environment with the
help of sensory organs. We realize sitting on the chair, watching TV, etc. Some
inner processes of breathing can also be identified by the neocortex. Our
conscious mind or thinking brain is limited to the cerebral cortex, a one-
millimetre-thick layer on the outside of our brain.

2. Limbic System- This is located below the neocortex. It is the emotional part
of the brain. Whenever we are exposed to any situation, experience something,
certain neurochemicals known as neuropeptides are released from our limbic
brain. Different neuropeptides are released in the form of a chemical cocktail
that is responsible for our emotions or feelings such as fear, anger, anxiety,
depression, happiness, serenity, etc.

3. Cerebellum- It is located near the back of the skull where the spinal cord
meets the brain and is made up of two hemispheres, left and right. It is the most
primitive part of the brain. The cerebellum receives information from sensory
system, from the spinal cord, and other parts of the brain and then regulates
motor movements. Thus it also the most active part of the brain as it helps in
everyday voluntary tasks such as walking, writing, doing skilful jobs, playing
musical instruments and games. It also helps us stay balanced and upright and
maintains our muscle coordination.

Amygdala Hijack

Amygdala is a part of our emotional brain, which meansit is located in the

limbic system. The prefrontal cortex (PFC) is a part of our thinking brain and
regulates our rational thinking processes. The amygdala is quick and responds
only in 15 milliseconds, whereas the prefrontal cortex is slow and responds in
100 milliseconds. Thus a strong signal or stimulus will always go to amygdala
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first and then the PFC. During negative stimulus, the amygdala responds
quickly to this intense stimulus and impairs PFC functioning by snatching the
major portion of blood and oxygen, with a result, we get emotionally hijacked,
and our neocortex (thinking brain) become deactivated because it does not get
adequate amount of blood and oxygen.

In an emotional hijacked state, our emotional brain starts dominating and

guiding our thinking brain. When the amygdala snatches more blood and
oxygen and there is less activation in the PFC, we lose 10 to 15 IQ points
temporarily, unstable. We start thinking irrationally due to our negative feelings.

6. Oral Communication is the spoken interaction between two or more people. It

is exchange of information through mouth. This is the most effective form of
communication as it involves face-to-face interaction. Oral communication is
composed of multiple elements which, when taken as a whole, result in the
success or failure or failure of the interaction. It can be done directly or
indirectly. Examples, presentations, discussions, speeches, interviews

Advantages of Oral Communication

 saves time
 Economical
 On the spot clarification of any doubt.
 personal touch
 emphasis by supplementing words with gestures and facial expressions.
 Immediate feedback
 Group communication
 Secrecy

Disadvantages of Oral Communication

 No permanent record of communication.
 Poor retention
 Misunderstanding due to poor non-verbal communication
 Not suitable for lengthy messages.
 Time consuming to reach to a conclusion
 Problem for distant people
 Lack of responsibility

Oral Communication Tool Kit

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 a) Eye Contact: Maintaining eye contact with your audience is the simplest
thing you can do to establish a relationship. Eye contact serves many
purposes.
i. It gives an account that the audience is attentive
ii. It indicates respect. If a person is not making eye contact, they
are less receptive to what you are about to say.
iii. eye contact is a basic expressive form. A speaker can learn a lot
from the audience by just reading what the eyes are saying.

b) Body Language: As a speaker, the messages you send through your body
language affect how your audience perceives you. Whether you are
interacting one-to-one with an auditorium, the effectiveness of your
message is affected by how you carry yourself. For example, when
speaking to a large audience, crossing your arms is seen as bad body
language. It shows that you as the speaker are closed off from the
audience, which reflects negatively on your attitude towards the audience
and your topic. Shaking yourleg too often may come off as a nervous
speaker.

c) Style and Register: Your tone and pace of speech affect how your
audience responds to you. You want to match your tone to that of your
audience. You do not want to come off as arrogant and ignorant. Rather,
you need to sound confident at a basic level so that you do not lose
credibility with your audience. The pace of your speech is also important.
You can speak faster than you write and understand. You need to give
your audience time to time to take in what you have just said, or you risk
losing your audience. Avoid information overload.

SECTION C
1. Currently which is the best definition of psychology
D psychology is the study of behavior and mental process

2. A young man is brought into to a hospital suffering from head injuries. The
most evident symptom is his inability to judge and plan any task. the doctor
thinks damage to the C frontal lobe association area

3. According to Freud death instinct is related to C Thanatos

4. Having high emotional intelligence is not always adaptive. Why?

The people are more sensitive to mood manipulation

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5. According to Eysenck extraverts are seek TO INCREASE their arousal while
introverts seek to decrease their arousal

6. which of the following is not one of the big 5 traits

A sense of humor

7. Which of the following is not a kind of nonverbal communication

C Swearing

8. Which of the following is classed as a basic emotion

D Disgust

9. The ability to control one’s emotions is called C emotional regulation

10 according to cannon Bard theory
A emotional experience and physiological arousal occur at the same time

Match the following

1. Emotional arousal – body’s tendency to maintain an optimum internal state

2. Phenotypes- the way an individual accepts his surroundings and how others
influence their behaviour
3. Personal dispositions- common traits are general characteristics held in
common by many people
4. Genotype-how a person retains information and uses it to interact with the
external world
5. Humanistic approach- more optimistic/positive about human behaviour

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