Exam 2 Review

Chapter 5
Q: What is the definition of “Personality”?

A: The sum of ways in which an individual reacts to and interacts with others

Q: “Basic convictions that a specific mode of conduct or end-state of existence is

personally or socially preferable to an opposite mode of conduct or end-state of
existence” are defined as___

A: Values

Q: This is a personality assessment model that taps five basic dimensions that underlie
all others and encompass most of the significant variation in human personality

A: The Big Five Personality Assessment

Q: What are the negative personality traits mentioned in the Dark Triad?

A: Machiavellianism, Narcissism, Psychopathy

Q: Personality dimension that describes someone with a tendency to be arrogant, have a

grandiose sense of self-importance, require excessive admiration and possess a sense
of entitlement

A: Narcissism

Q: The Rokeach Value Survey (RVS) was created by Milton Rokeach and consists in
these two sets of values, which are:

A: Terminal Values and Instrumental Values

Q: What are the values of cultural dimension identified by Geert Hofstede?

A: Power Distance, Individualism, Collectivism, Femininity, Masculinity, Uncertain Avoidance,

Long-term vs Short-term Orientation

Q: National culture attribute that describes the extent to which a society accepts that
power in institutions and organizaitons is not distributed equally

A: Power Distance
Chapter 6
Q: Process by which individuals organize and interpret their sensory impressions in
order to give meaning to their environment

A: Perception

Q: An attempt to determine whether an individual’s behavior is internally or externally

caused is called

A: Attribution theory

Q: What factors are determinants for Attribution?

A: Distinctiveness (refers to whether an individual behaves differently in different situations),

Consensus (a behavior shows consensus when everyone who faces the same situation
responds in the same way), Consistency (the more consistent the behavior, the more we are
inclined to attribute it to internal causes)

Q: The tendency to underestimate the influence of external factors and overestimate the
influence of internal factors when making judgements about the behavior of others

A: Fundamental Attribution Error

Q: Self-Serving Bias

A: Tendency for individuals to attribute their own successes to internal factors and put blame for
failures on external factors

Q: Common shortcuts we use in judging others

A: Selective perception, halo effect, contrast effect, stereotyping

Q: What’s the Rational Decision-making model?

A: A model that describes how individuals should behave in order to maximize an outcome

Q: What are the steps in the Rational Decision-making model?

A: The Steps are:

- Define the Problem,
- Identify the decision criteria
- Allocate weights to the criteria
- Develop the alternatives
 - Evaluate the alternatives
- Select the best alternative

Q: What’s bounded rationality?

A: Process where we make decisions by constructing simplified models that extract the
essential features from problems without capturing all their complexity

- We often do this because we cannot assimilate all the information necessary with full
rationality, we seek solutions that are sufficient and satisfactory (good enough)

Q: What are the individual differences that may influence one’s decision-making
process?

A: Personality, gender, General Mental Ability (GMA), Culture, Nudging (people differ in their
susceptibility to suggestion but it is probably fair to say that we are all receptive to nudging to
some degree

Q:

A:

Q:

A:

Chapter 7
Q: Definition of Motivation

A: The process that accounts for an individual's intensity, direction and persistence towards
attaining a goal.

Q: What are the 3 components of motivation?

A: Intensity, Direction, Persistence

Q: Early Theories of Motivation

A: Hierarchy of Needs, Two Factor Theory, McClelland’s Theory

Q: Who is the author of the hierarchy of needs?

A: Abraham Maslow
Q: Under the two factor theory, Herzberg identified certain factors such as organizational
policy, supervision, and salary, that when adequate, people will not be dissatisfied.
These factors are called?

A: Hygiene Factors

Q: Name Three components of McClelland’s theory of need

A: Need for Achievement (NACH), Need for Power (NPOW), Need for Affiliation (NAFF)

Q: Contemporary Theories of Motivation include:

A: Self-Determination, Goal Setting Theory, Self-Efficacy, Reinforcement Theory, Equity,

Organizaitonal Justice, Expectancy Theory

Q: Concerned with the beneficial effects of intrinsic motiaiton and the harmful effects of
extrinsic motivation. Its central theme is that rewards and deadlines diminish motivation
as they can be seen as coercive

A: Self-Determination Theory

Q: The degree to which people’s reasons for pursuing goals are consistent with their
own interests and core values

A: Self Concordance

Q: Self-Efficacy Theory

A: An individual’s belief that he or she is capable of performing a task

Q: Four ways in which self-efficacy is increased (according to alberto bandura)

A: Enavtive Mastery, Vicarious Modeling, Verbal Persuasion, Arousal

Q: Based on equity theory, employees who perceive inequity will make one of these
choices

A: Change inputs, Change outcomes, Distort perceptions of self, Distort perceptions of others,
choose a different referent, leave the field

Q: Organizational Justice

A: Overall perception of what is fair in the workplace

Q: What are the three elements of the organizational justice model?

A: Distributive Justice (perceived fairness of outcome), Procedural Justice (perceived fairness of

process to determine outcome), Interactional Justice (Perceived degree to which one is treated
with dignity and respect)

Q: Expectancy Theory

A: The strength of a tendency to act in a certain way depends on the strength of a expectation
that the act will be followed by a given outcome and on the attractiveness of that outcome to the
individual
- Individual effort > Individual Performance > Organizaitonal Rewards > Personal Goals

Q: Theory that says that behavior is a function of its consequences, and its purest form,
it ignore feelings, attitudes, expectations, and other cognitive variables known to affect
behavior

A: Reinforcement Theory

Chapter 8
Q: Job Sharing

A: An arrangement that allows two or more individuals to split a traditional full-time job

Q: Telecommuting

A: Working from home atleast two days per week on a computer that is linked to the employee’s
office
- Benefits: no rush traffic, flexible hours, fewer interruptions
- Negatives: feelings of isolation, increased work hours beyond contracted workwear,
danger to fall into “out of sight” mentality

Q: Employee Involvement and Participation

A: Using employees’ input to increase employee commitment to organizational success

Q: Extrinsic rewards: Establishing a pay structure

A: Variable Pay Programs:

- Piece-Rate Pay, Merit-Based Pay, Bonus, Profit Sharing, Employee Stock Ownership

Q: Intrinsic Rewards
A: Encourage specific employee behaviors by formally appreciating specific employee
contributions

Q:

A: