1

Chapter- Motivation

1. The process by which activities are started, directed, and continued so that
physical or psychological needs or wants are met is known as _______.
A. Motivation
B. Emotion
C. Sensation
D. Perception

2. Which part of the nervous system consists of nerves extending from the spinal
cord to all parts of the body?
A. Central Nervous System (CNS)
B. Autonomic Nervous System (ANS)
C. Peripheral Nervous System (PNS)
D. Cerebral Cortex

3. Match the following:

A. Maslow’s Hierarchy of Needs I. 1963
B. Social learning theory II. 1972
C. ERG theory III. 1977
D. Equity theory IV. 1954

Options:
A. A-I, B-II, C-III, D-IV
B. A-II, B-I, C-IV D-III
C. A-III, B-II, C-I, D-IV
D. A-IV, B-III, C-III, D-I

4. Which of the following are components of motivation?

A. Initiative, guidance, and goal-setting.
B. Initiative, guide, and maintaining goal-directed behavior.
C. Direction, control, and reinforcement.
D. Planning, feedback, and achievement.

5. Which of the following best defines intrinsic motivation?

A. Motivation driven by external rewards or pressures.
B. Motivation resulting from internal satisfaction and personal interest.
C. Motivation influenced by the potential for promotion and salary increases.
D. Motivation based on competition with others.

6. Which of the following best describes primary drives?

A. Drives that are learned through social interactions and experiences.
B. Drives that are influenced by cultural and social factors.
C. Basic, biological needs essential for survival, such as hunger and thirst.
D. Drives that result from achieving personal goals and ambitions.
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7. A psychological tension and physical arousal arising when there is a need that
motivates the organism to act in order to fulfill the need and reduce the tension
is referred to as _______.
A. Need
B. Drive
C. Instinct
D. Value

8. The biologically determined and innate patterns of behavior that exist in both
people and animals are known as ________.
A. Instinct
B. Drive
C. Need
D. Value

9. Who proposed a total of 18 instincts for humans in 1908?

A. William James
B. William McDougall
C. Freud
D. Carl Rogers

10. Which of the following best defines an incentive?

A. A form of intrinsic motivation derived from personal satisfaction and
enjoyment.
B. An external reward or factor that motivates behavior, such as money or
recognition.
C. A psychological drive that arises from basic biological needs.
D. A punishment or negative consequence intended to deter undesirable behavior.

11. Who proposed Psychoanalytic Theory of Motivation?

A. Clark Hull
B. Charles Darwin
C. Sigmund Freud
D. McDougall

12. In Freud's Psychoanalytic Theory, Eros is associated with ________.

A) The instinct for aggression and self-destruction.
B) The life instinct, including survival, reproduction, and creativity.
C) The unconscious mind's drive for pleasure.
D) The moral and ethical component of personality.

13. Who formed the Hormic Psychology?

A. Maslow
B. Alfred Adler
C. Sigmund Freud
D. McDougall
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14. Which of the following best describes ethology?

A. The study of psychological processes through experimental methods.
B. The study of animal behavior in natural environments, focusing on evolutionary
and adaptive aspects.
C. The examination of cultural influences on behavior.
D. The analysis of the effects of psychoactive drugs on behavior.

15. Which of the following best describes arousal in psychology?

A) The process of learning new information through observation.
B) The state of being physiologically alert and activated, influencing emotional and
behavioral responses.
C) The development of cognitive abilities over time through stages.
D) The experience of emotional responses to interpersonal relationships.

16. A requirement of some material (such as food or water) that is essential for
survival of the organism is known as _______.
A. Need
B. Drive
C. Value
D. Instinct

17. Which of the following individuals is most closely associated with the
development of humanistic psychology?
1. B.F. Skinner
2. Carl Rogers
3. Abraham Maslow
4. John Watson

A. Only 1
B. Only 2, 3
C. Only 1, 2
D. Only 3, 4

18. According to the Psychoanalytic Theory of Motivation proposed by Freud, life

instinct is also referred to as _______.
A. Thanatos
B. Eros
C. Libido
D. Id

19. Which of the following is a core concept of the humanistic approach in

psychology?
A. Behavior is largely determined by unconscious forces and early childhood
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experiences.
B. People are motivated primarily by external rewards and punishments.
C) Individuals have an inherent drive towards self-actualization and personal
growth.
D. Behavior is shaped by genetic inheritance and biological processes.

20. Which of the following best describes the concept of homeostasis?

A. The body's ability to adapt to environmental changes by altering its genetic code.
B. The process by which the body maintains stable internal conditions despite
external changes.
C. The mechanism through which the body breaks down nutrients into energy.
D. The method of regulating body temperature through external means.

21. Which of the following best defines self-actualization?

A. The need to establish strong relationships and connections with others.
B. The pursuit of material wealth and social status.
C. The realization of one’s full potential and the pursuit of personal growth and self-
improvement.
D. The avoidance of challenges and risks to ensure safety and stability.

22. Which of the following are considered core components of Carl Rogers'
person- centered therapy?
A. Unconditional Positive Regard, Empathy, Congruence
B. Cognitive Restructuring, Behavioral Activation, Exposure Therapy
C. Transference, Countertransference, Free Association
D. Insight, Resistance, Interpretation

23. Which of the following best describes Drive Reduction Theory?

A. Behavior is motivated by the desire to achieve self-actualization and personal
growth.
B. Behavior is motivated by the need to fulfill cognitive and emotional needs.
C. Behavior is motivated by the need to reduce physiological drives and restore
homeostasis.
D. Behavior is motivated by the desire to gain social acceptance and validation.

24. Drive reduction theory is given by _______.

A. Clark Hull
B. Alderfer
C. Bandura
D. Erickson
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25. What does the Yerkes-Dodson Law propose regarding the relationship between
arousal and performance?
A. Performance improves as arousal increases, but only up to a point, after which
performance declines.
B. Performance decreases as arousal increases, with no significant effect on
performance beyond a certain arousal level.
C. Arousal has no impact on performance; rather, performance is solely determined
by skill level.
D. Performance is inversely related to arousal, meaning higher arousal leads to
better performance.

26. The Yerkes- Dodson Law suggests that for simple or well- learned tasks, the
relationship between arousal and performance is typically _______.
A. Linear, with performance increasing steadily with arousal.
B. Inverted U-shaped, where performance improves with increased arousal up to a
certain point, then declines.
C. Flat, showing no significant change in performance with varying arousal levels.
D. Negative, where higher arousal always leads to poorer performance.

27. Which of the following best distinguishes Content Theories from Process
Theories of motivation?
A. Content Theories focus on what motivates individuals by examining specific
needs and goals, while Process Theories focus on how motivation occurs through
cognitive processes and decision-making.
B. Content Theories emphasize the importance of external rewards and
punishments, whereas Process Theories focus on internal drives and homeostasis.
C. Content Theories are primarily concerned with the stages of development and
growth, while Process Theories examine the influence of social and cultural factors.
D. Content Theories describe the physiological mechanisms behind motivation,
while Process Theories explore the impact of environmental stimuli.

28. Which of the following theories are considered as Process Theory of

motivation?
1. Equity theory
2. Goal setting theory
3. Two factory theory
4. Vroom's Expectancy theory

A. Only 3, 4
B. Only 2, 3
C. Only 1, 2, 4
D. All of the above
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29. In Maslow's Hierarchy of Needs, deficiency needs are also known as _______.
A. Growth Needs
B. Basic Needs
C. Self-Actualization Needs
D. Cognitive Needs

30. Maslow's Hierarchy of Needs is typically depicted as a _______.

A. Linear Model
B. Circular Model
C. Pyramid
D. Bar Chart

31. Major criticism of Maslow's Hierarchy of Needs is that_______.

1. It lacks empirical support and scientific validation.
2. The order of needs on the hierarchy does not always hold true for all
cultures.
3. The concept of self-actualization is deemed unrealistic and unattainable for
most people.
4. The hierarchy does not account for the role of cognitive needs.

A. Only 3, 4
B. Only 1, 2, 3
C. Only 1, 2, 4
D. All of the above

32. In Self-Efficacy Theory, proposed by Albert Bandura, self-efficacy refers

to_______.
A. The belief in one’s ability to achieve specific goals or tasks.
B. The intrinsic motivation to pursue personal interests.
C. The general level of self-esteem across various domains.
D. The automatic drive to achieve self-actualization.

33. McClelland's Theory of Needs identifies which of the following as key

motivational drivers?
A. Physiological Needs, Safety Needs, Esteem Needs
B. Need for Achievement, Need for Affiliation, Need for Power
C. Self-Actualization, Esteem, Safety
D. Autonomy, Competence, Relatedness

34. What is McClelland's Theory commonly known as?

A. Theory of Motivation-Hygiene
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B. Theory of Needs
C. Theory of Self-Efficacy
D. Hierarchy of Needs Theory

35. Which of the following is the lowest level in Maslow's Hierarchy of Needs?
A. Self-Actualization
B. Esteem
C. Safety
D. Physiological

36. In a case study involving a highly competitive sales team, the top performers
are driven by personal goals and a desire to outperform their peers. Which
need from McClelland's Theory is most relevant to these individuals?
A. Need for Affiliation
B. Need for Achievement
C. Need for Power
D. Need for Safety

37. What does ERG Theory, proposed by Clayton Alderfer, stand for?
A. Existence, Relatedness, Growth
B. Equity, Reward, Goal
C. Engagement, Responsibility, Gratification
D. Essentials, Rewards, Goals

38. In McClelland's theory of needs, affiliation is denoted as ________.

A. nAch
B. nPow
C. nAff
D. nMot

39. Who is the primary theorist behind reinforcement theory?

A. Abraham Maslow
B. B.F. Skinner
C. Frederick Herzberg
D. Douglas McGregor

40. What does the Jonah Effect describe in relation to Maslow’s theories?
A. The tendency to avoid self-actualization due to fear of one’s own potential.
B. The automatic progression through the Hierarchy of Needs.
C. The ease of achieving self-actualization when basic needs are met.
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D. The universal application of the Hierarchy of Needs across all cultures.

41. In reinforcement theory, what is the term used for removing an unpleasant
stimulus to increase a behavior?
A. Positive reinforcement
B. Negative reinforcement
C. Punishment
D. Extinction

42. Who are the primary theorists behind Self-Determination Theory?

A. Abraham Maslow and Frederick Herzberg
B. Edward Deci and Richard Ryan
C. B.F. Skinner and Douglas McGregor
D. Victor Vroom and John Stacey Adams

43. Which of the following statements accurately compares Self-Determination

Theory with other theories of personality?
A. The need for relatedness in Self-Determination Theory is similar to Maslow’s
self-actualization needs, while autonomy and competence are akin to Rogers' self-
concept.
B. The need for relatedness in Self-Determination Theory is similar to Maslow’s
belongingness and love needs, and both autonomy and competence are important
aspects of Erikson’s theory of psychosocial personality development.
C. The need for relatedness in Self-Determination Theory is similar to Maslow’s
physiological needs, while autonomy and competence align with Jung’s archetypes.
D. The need for relatedness in Self-Determination Theory parallels Maslow’s
esteem needs, and both autonomy and competence are comparable to Freud’s
psychosexual stages.

44. Who is credited with developing the Two-Factor Theory of motivation?

A. Abraham Maslow
B. Frederick Herzberg
C. Douglas McGregor
D. Victor Vroom

45. Which of the following is considered a "motivator" in Herzberg’s Two-Factor

Theory?
A. Company Policies
B. Salary
C. Work Itself
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D. Job Security

46. If a company observes that employees who excel in teamwork and

interpersonal relationships are more successful in their roles, which of
McClelland’s needs is likely being fulfilled?
A. Need for Power
B. Need for Achievement
C. Need for Affiliation
D. Need for Safety

47. Which of the following is an example of a hygiene factor, according to

Herzberg’s Two-Factor Theory?
A. Achievement
B. Recognition
C. Career Advancement
D. Salary

48. In Self-Determination Theory, the need for autonomy refers to_______.

A. The need to be skilled and effective in one's activities.
B. The need to form meaningful connections with others.
C. The need to have control over one's own actions and decisions.
D. The need to receive external rewards and recognition.

49. Who is credited with developing Expectancy Theory of motivation?

A. Abraham Maslow
B. Frederick Herzberg
C. Victor Vroom
D. Douglas McGregor

50. Which type of motivation is emphasized in Self-Determination Theory as being

most beneficial for long-term well-being and performance?
A. Extrinsic motivation
B. Intrinsic motivation
C. Introjected motivation
D. Identified motivation

51. Alex works as a sales representative and is motivated by the prospect of

earning commissions. He believes that working harder will increase his sales
performance, and he trusts that the company will fairly reward high sales with
higher commissions. However, Alex feels that the commission rate is not high
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enough to justify working long hours. According to Vroom’s Expectancy

Theory, which component is Alex most focused on?
A. Expectancy
B. Instrumentality
C. Valence
D. Equity

52. Porter and Lawler’s extension of Expectancy Theory introduced additional

concepts to the original framework. Which of the following is a key component
of Porter and Lawler’s model?
1. Effort-to-Performance Expectancy
2. Performance-to-Outcome Expectancy
3. Skills & abilities
4. Role perception

A. Only 3, 4
B. Only 1, 2, 3
C. Only 1, 2, 4
D. All of the above

53. McGregor's theories, influenced by the logic of Expectancy Theory, are known
as_________.
A. Theory X and Theory Y
B. Theory A and Theory B
C. Theory 1 and Theory 2
D. Theory Alpha and Theory Beta

54. Who is credited with developing Goal Setting Theory?

A. Walter Cannon
B. Victor Vroom
C. Edwin Locke
D. Alderfer

55. Which of the following is among the main principles of setting effective goals?
1. Challenging
2. Feedback
3. Commitment
4. Clarity

A. Only 3, 4
B. Only 1, 2, 3
C. Only 1, 2, 4
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D. All of the above

56. In Herzberg's Two-Factor Theory, what is the opposite of job satisfaction &
job dissatisfaction?
A. Job Satisfaction and No Satisfaction
B. Job Dissatisfaction and No Dissatisfaction
C. Job Dissatisfaction and Job Satisfaction
D. No Satisfaction and Job Satisfaction

57. According to Equity Theory, what does an employee compare to assess fairness
in their work situation?
A. Their performance with organizational standards.
B. Their inputs and outputs with those of others.
C. Their goals with company objectives.
D. Their job satisfaction with industry norms

58. Who is credited with developing the Equity Theory of motivation?

A. Edwin Locke
B. Victor Vroom
C. John Stacey Adams
D. Douglas McGregor

59. Which of the following are the three causality orientations in Self-
Determination Theory?
A. Autonomous, Controlled, Interpersonal
B. Intrinsic, Extrinsic, Amotivation
C. Self-Determined, Controlled, Motivated
D. Active, Passive, Neutral

60. Match the following:

A. A theory which proposes that I. Equity Theory

human needs are arranged in a
hierarchy from physiological needs to
self-actualization.
B. A theory which divides factors II. Maslow’s Hierarchy of Needs
influencing motivation into hygiene
factors and motivators.
C. Autonomy, Competence, and III. Herzberg’s Two-Factor Theory
Relatedness.
D. A theory that is concerned with how IV. Self-Determination Theory (SDT)
individuals perceive fairness in their
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interactions and the impact of

perceived inequities on motivation.

Options:
A. A-I, B-II, C-III, D-IV
B. A-II, B-IV, C-I, D-III
C. A-III, B-II, C-I, D-IV
D. A-II, B-III, C-IV, D-I

61. Match the following:

A. Goal setting theory I. Vroom

B. Expectancy theory II. Locke
C. ERG theory III. Clark Hull
D. Drive reduction theory IV. Alderfer

Options:
A. A-I, B-II, C-III, D-IV
B. A-II, B-I, C-IV D-III
C. A-III, B-II, C-I, D-IV
D. A-II, B-III, C-IV, D-I

62. Which of the following is NOT a function associated with the hypothalamus?
A. Homeostatic regulation
B. Emotional control
C. Regulation of hunger and thirst
D. Regulation of body temperature

63. Which of the following best describes employee turnover?

A. The process of hiring new employees to replace those who leave.
B. The rate at which employees leave a company and are replaced by new
employees.
C. The amount of time an employee spends in training before starting their job.
D. The number of promotions employees receive in a given period.

64. Which of the following is an example of extrinsic motivation?

A. Pursuing a hobby because it brings personal satisfaction.
B. Working overtime to receive a monetary bonus.
C. Studying a subject out of personal interest and curiosity.
D. Volunteering for a cause that aligns with personal values.

65. Which of the following best describes secondary drives?

A. Drives that are inherent and necessary for biological survival, such as hunger and
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thirst.
B. Drives that are learned and developed through social and environmental
interactions, such as the desire for success.
C. Drives that are related to immediate physiological needs, like sleep and rest.
D. Drives that are influenced by genetic factors and not affected by external
experiences.

66. According to the Psychoanalytic Theory of Motivation proposed by Freud, the

death instinct is also referred to as _______.
A. Eros
B. Libido
C. Thanatos
D. Superego

67. Who laid the foundation of ethology?

A. William James
B. Lazarus
C. Lindsley
D. Charles Darwin

68. Which of the following best defines hormic psychology?

A) The study of unconscious desires and their influence on behavior.
B) The theory that behavior is driven by instincts and biological needs, such as
hunger and reproduction.
C) The approach that emphasizes the role of purposive, goal-directed behavior
driven by innate drives.
D) The analysis of how social and environmental factors shape personality
development.

69. Which of the following components are central to Drive Reduction Theory?
A. Homeostasis, primary & secondary drive.
B. Cognitive dissonance, self-actualization, and social learning.
C. Classical conditioning, operant conditioning, and observational learning.
D. Emotional intelligence, social support, and intrinsic motivation.

70. According to Yerkes dodson law, for high-complexity tasks, what level of
arousal is typically required for optimal performance?
A. Low arousal, as high arousal can hinder concentration and cognitive processes.
B. Moderate arousal, as it provides a balance between stimulation and cognitive
control.
C. High arousal, to enhance motivation and drive performance.
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D. Any level of arousal, as it does not affect performance in complex tasks.

71. Which of the following theories are considered as Content Theory of

motivation?
1. Maslow's Hierarchy of Needs
2. Alderfer's ERG theory
3. McClelland’s theory
4. Two Factor theory

A. Only 3, 4
B. Only 2, 3
C. Only 1, 2, 3
D. All of the above

72. Which of the following is a level that Maslow later added to his original
Hierarchy of Needs, occurring after Self-Actualization?
A. Self-Transcendence
B. Esteem
C. Safety
D. Love and Belonging

73. In a case study where a leader is most concerned with influencing others and
having control over decision-making, which of McClelland's needs is most
likely driving their behavior?
A. Need for Achievement
B. Need for Affiliation
C. Need for Power
D. Need for Safety

74. How does ERG Theory differ from Maslow's Hierarchy of Needs?
A. ERG Theory is more rigid and linear in its approach.
B. ERG Theory suggests that needs can be pursued simultaneously and that
individuals can move back and forth between different needs.
C. ERG Theory does not consider the existence of self-actualization needs.
D. ERG Theory is only applicable in Western cultures.

75. Which of the following is NOT one of the three basic psychological needs in
Self-Determination Theory?
A. Autonomy
B. Competence
C. Relatedness
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D. Achievement

76. Herzberg's Two-Factor Theory divides factors influencing job satisfaction into
two categories. Which factor is NOT one of these categories?
A. Motivators
B. Hygiene Factors
C. Maintenance Factors
D. Both A and B

77. According to Vroom's Expectancy Theory, which of the following components

determines the motivation of an individual?
A. Effort, Performance, and Reward
B. Effort, Performance, and Expectancy
C. Expectancy, Instrumentality, and Valence
D. Valence, Effort, and Goal Setting

78. Jamie is a project manager who is motivated by the possibility of receiving a

promotion. She is confident that her hard work will lead to successful project
completion and believes that successful projects will make her eligible for the
promotion. However, Jamie is uncertain if the promotion will indeed occur, as
it depends on the availability of higher positions within the company. In this
scenario, which element of Expectancy Theory is Jamie concerned with
regarding the promotion?
A. Expectancy
B. Instrumentality
C. Valence
D. Equity

79. According to Goal Setting Theory, which type of goals leads to higher
performance?
A) Vague and Easy Goals
B) Specific and Challenging Goals
C) General and Non-Specific Goals
D) Goals with No Feedback

80. In Equity Theory, what happens if an employee perceives an imbalance or

inequity in their work situation?
A. They become more motivated to work harder.
B. They experience no change in their motivation.
C. They may reduce their effort or seek to change their situation.
D. They will always be satisfied with their job.
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Answers:

1. A. Motivation
Motivation refers to the process that initiates, guides, and sustains goal-oriented
behaviours. It's what causes you to act, whether it's getting a glass of water to reduce
thirst or reading a book to gain knowledge.

2. C. Peripheral Nervous System (PNS)

The PNS includes all the nerves that branch out from the brain and spinal cord and
extend to other parts of the body including muscles and organs.

3. D. A-IV, B-III, C-II, D-I

Maslow’s Hierarchy of Needs was proposed in 1954. Social learning theory was
proposed by Albert Bandura in 1977. ERG theory (Existence, Relatedness, Growth)
was proposed by Clayton Alderfer in 1969, often generalized here as 1972. Equity
theory was proposed by John Stacey Adams in 1963.

4. B. Initiative, guide, and maintaining goal-directed behaviour.

Motivation involves taking initiative, having guidance, and maintaining behaviour
that is directed towards achieving goals.

5. B. Motivation resulting from internal satisfaction and personal interest.

Intrinsic Motivation: This type of motivation arises from within the individual
because it is inherently satisfying. People engage in an activity because they find it
enjoyable, interesting, or fulfilling on a personal level. For example, someone might
play a musical instrument because they love the music and the act of playing itself,
not because they are seeking external rewards like money or fame.

6. C. Basic, biological needs essential for survival, such as hunger and thirst.
Primary Drives: These are innate biological needs that are essential for survival. They
are not learned but are instinctual and critical for maintaining homeostasis and
ensuring the survival of the organism. Examples include hunger, thirst, sleep, and the
need for warmth.

7. B. Drive
Drive: This concept is rooted in drive reduction theory, which posits that
physiological needs create an aroused state of tension that motivates organisms to
satisfy the need and reduce the tension. For instance, when someone is hungry, they
experience a drive to eat, which reduces the physiological tension caused by hunger.
Example: If you are thirsty, the drive to drink water is activated, prompting you to
seek out and consume water to reduce the tension caused by dehydration.

8. A. Instinct
Instinct: Instincts are inborn patterns of behaviour that are biologically determined
rather than learned. These behaviors are typically fixed, meaning they occur naturally
 17

in all members of a species in response to certain stimuli. They are automatic and do
not require prior experience or learning. Examples in Humans: Reflex actions such as
blinking or withdrawing a hand from a hot surface, as well as more complex
behaviors like a baby's instinct to suckle.

9. B. William McDougall
A psychologist who was a major proponent of instinct theory in the early 20th
century. In his 1908 work, "An Introduction to Social Psychology," he proposed that
human behavior is driven by a variety of instincts. McDougall's List of Instincts:
Some of the instincts he identified included flight (escape), repulsion (disgust),
curiosity (exploration), and parental care. He believed that these instincts were the
fundamental motives for human behavior.

10. B. An external reward or factor that motivates behavior, such as money or

recognition.
An incentive is an external factor that motivates behavior by offering a reward or
recognition. It is something that can drive individuals to perform a certain action or
behavior to gain a desirable outcome.
Examples: Monetary Incentives: Bonuses, salaries, or prizes.
Recognition: Awards, certificates, praise from others.

11. C. Sigmund Freud

Freud's psychoanalytic theory posits that human behavior is influenced by
unconscious motives and conflicts. He believed that our actions are driven by
unconscious desires, with the id, ego, and superego playing central roles in this
dynamic.

12. B) The life instinct, including survival, reproduction, and creativity.

Also known as the life instinct, Eros encompasses the instincts for survival,
reproduction, and pleasure. It is the drive that propels individuals toward growth,
development, and creativity, contrasting with Thanatos, the death instinct.

13. D. McDougall
McDougall's Hormic Psychology focuses on purposeful behavior driven by instincts.
He proposed that behavior is goal-directed and driven by innate tendencies or
instincts, which he called "hormic" impulses.

14. B. The study of animal behavior in natural environments, focusing on

evolutionary and adaptive aspects.
Ethology: This is the scientific study of animal behavior, usually with a focus on
behavior under natural conditions, and viewing behavior as an evolutionarily adaptive
trait. Notable ethologists include Konrad Lorenz and Nikolaas Tinbergen.

15. B) The state of being physiologically alert and activated, influencing emotional
and behavioral responses.
 18

In psychology, arousal refers to a state of physiological and psychological alertness

and activation. It affects our attention, alertness, and readiness to respond to stimuli.
Higher arousal levels can enhance performance to a point, beyond which it can impair
performance (Yerkes-Dodson Law).

16. A. Need
In psychological terms, a need is a state of deprivation or deficiency that compels an
organism to fulfil it to maintain homeostasis and ensure survival. Basic needs include
physiological requirements like food, water, and shelter.

17. B. Only 2, 3
Carl Rogers and Abraham Maslow: These two psychologists are pioneers of the
humanistic approach, which emphasizes the inherent goodness of people, self-
actualization, and the importance of free will. Rogers developed client-centered
therapy, and Maslow created the hierarchy of needs.

18. B. Eros
Eros represents the life instincts, which drive individuals toward survival,
reproduction, and pleasure, counterbalancing Thanatos, the death instincts.

19. C) Individuals have an inherent drive towards self-actualization and personal

growth.
Humanistic Psychology: This approach focuses on individual potential and stresses
the importance of growth and self-actualization. Humanistic psychologists believe
that people are inherently good and motivated to achieve their highest potential.

20. B. The process by which the body maintains stable internal conditions despite
external changes.
This is the body's ability to maintain a stable internal environment despite changes in
external conditions. It involves various physiological processes that regulate internal
variables such as temperature, pH, and glucose levels to keep them within a narrow,
optimal range.

21. C. The realization of one’s full potential and the pursuit of personal growth and
self-improvement.
According to Maslow's hierarchy of needs, self-actualization is the highest level of
psychological development where an individual reaches their fullest potential and
pursues growth, creativity, and self-improvement.

22. A. Unconditional Positive Regard, Empathy, Congruence.

Unconditional Positive Regard: Accepting and valuing the client without judgment.
Empathy: Understanding the client's feelings and perspectives.
Congruence: Being genuine and transparent as a therapist.

23. C. Behavior is motivated by the need to reduce physiological drives and restore
homeostasis.
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Proposed by Clark Hull, this theory suggests that physiological needs create an
aroused state that drives an organism to reduce that need and restore balance
(homeostasis).

24. A. Clark Hull

A psychologist who formulated the Drive Reduction Theory, emphasizing that
behavior is driven by the need to reduce physiological tension caused by unmet needs.

25. A. Performance improves as arousal increases, but only up to a point, after

which performance declines.
This law suggests that there is an optimal level of arousal for peak performance. Too
little arousal can lead to underperformance due to lack of motivation, while too much
arousal can lead to anxiety and performance decline.

26. B. Inverted U-shaped, where performance improves with increased arousal up to

a certain point, then declines.
Performance improves with increasing arousal to an optimal point, beyond which
further arousal leads to performance deterioration.

27. A. Content Theories focus on what motivates individuals by examining specific

needs and goals, while Process Theories focus on how motivation occurs through
cognitive processes and decision-making.
Content theories, like Maslow's Hierarchy of Needs and Herzberg's Two-Factor
Theory, focus on identifying specific factors that motivate individuals, whereas,
Process theories, such as Vroom's Expectancy Theory and Adams' Equity Theory,
examine the mental processes involved in motivation and how decisions are made
based on expectations, equity, and goal setting.

28. C. Only 1, 2, 4
Equity Theory: Focuses on fairness and balance in motivation.
Goal Setting Theory: Emphasizes the role of goal setting in enhancing performance.
Vroom's Expectancy Theory: Explores how individuals make decisions based on
expected outcomes.
Herzberg’s Two-Factor Theory (not a process theory, more of a content theory
focusing on hygiene and motivator factors).

29. B. Basic Needs

These are the lower levels in Maslow's pyramid, including physiological needs (food,
water) and safety needs. They must be met before higher-level growth needs can be
pursued.

30. C. Pyramid
Maslow’s hierarchy is often shown as a pyramid with the basic needs at the bottom
and self-actualization at the top, illustrating the progression from lower to higher
needs.
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31. D. All of the above

Empirical Support: Maslow’s theory lacks substantial empirical evidence and
scientific validation.
Cultural Variation: The hierarchy may not apply universally across different cultures;
some cultures may prioritize needs differently.
Self-Actualization: The concept is often seen as idealistic and not achievable for most
individuals.
Cognitive Needs: The hierarchy does not fully address cognitive needs, such as
knowledge and understanding, which can also be significant motivators.

32. A. The belief in one’s ability to achieve specific goals or tasks.

According to Bandura, self-efficacy is the confidence in one’s ability to execute
actions required to manage prospective situations, influencing motivation, well-being,
and personal accomplishments.

33. B. Need for Achievement, Need for Affiliation, Need for Power
Need for Achievement (nAch): The desire to excel and achieve set standards.
Need for Affiliation (nAff): The desire for friendly and close interpersonal
relationships.
Need for Power (nPow): The desire to influence, control, and be responsible for
others.

34. B. Theory of Needs

McClelland’s theory is often referred to as the Theory of Needs or the Achievement
Motivation Theory, focusing on three primary needs: achievement, affiliation, and
power.

35. D. Physiological
These are the basic, fundamental needs required for human survival, such as air,
water, food, and shelter.

36. B. Need for Achievement

Need for Achievement (nAch): These individuals are motivated by setting and
achieving challenging goals and outperforming others, which aligns with
McClelland's Need for Achievement.

37. A. Existence, Relatedness, Growth

Alderfer's ERG Theory condenses Maslow's five levels of needs into three categories:
Existence (physiological and safety needs), Relatedness (social and esteem needs),
and Growth (self-actualization needs).

38. C. nAff
The need for Affiliation (nAff) represents the desire for friendly and close
interpersonal relationships.

39. B. B.F. Skinner

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Skinner is a key figure in behaviourism, and his work on reinforcement theory focuses
on how behavior is influenced by rewards and punishments, emphasizing the role of
external stimuli in shaping behavior.

40. A. The tendency to avoid self-actualization due to fear of one’s own potential.
This term describes the fear of achieving one’s fullest potential or self-actualization,
often due to the perceived responsibilities and challenges that come with realizing
one’s potential.

41. B. Negative reinforcement

This involves removing an aversive stimulus to increase the likelihood of a behavior
occurring. It is different from punishment, which aims to decrease a behavior.

42. B. Edward Deci and Richard Ryan

These psychologists developed Self-Determination Theory (SDT), which focuses on
intrinsic motivation and the fulfilment of basic psychological needs: autonomy,
competence, and relatedness.

43. B. The need for relatedness in Self-Determination Theory is similar to Maslow’s

belongingness and love needs, and both autonomy and competence are important
aspects of Erikson’s theory of psychosocial personality development.
Relatedness and Belongingness: Both SDT and Maslow's hierarchy recognize the
importance of social connections.
Autonomy and Competence: These are central to SDT and are also crucial in
Erikson's stages of development, where achieving independence and mastery are key
themes.

44. B. Frederick Herzberg

Herzberg proposed the Two-Factor Theory, distinguishing between hygiene factors
(which can cause dissatisfaction) and motivators (which can lead to satisfaction).

45. C. Work Itself

Motivators are factors that lead to higher job satisfaction and motivation, such as
challenging work, recognition, and opportunities for personal growth.

46. C. Need for Affiliation

This need reflects the desire for friendly and close interpersonal relationships, which
is essential in teamwork and collaborative environments.

47. D. Salary
Hygiene factors are aspects of the job that can prevent dissatisfaction but do not
necessarily motivate, such as salary, company policies, and job security.

48. C. The need to have control over one's own actions and decisions.
This need involves the desire to be in control of one's actions and decisions, fostering
a sense of personal initiative and self-direction.
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49. C. Victor Vroom

Vroom developed the Expectancy Theory, which posits that motivation is influenced
by the expected outcomes of behavior, focusing on expectancy, instrumentality, and
valence.

50. B. Intrinsic motivation

SDT emphasizes that motivation driven by internal satisfaction and personal interest
leads to better long-term well-being and performance compared to extrinsic
motivation.

51. C. Valence
It refers to the value an individual places on the rewards of an outcome. Alex feels
that the commission rate (reward) is not high enough to justify the effort, indicating
that the perceived value (valence) of the reward is low.

52. A. Only 3, 4
Porter and Lawler's model includes concepts such as skills and abilities and role
perception, which influence effort and performance outcomes.

53. A. Theory X and Theory Y

Theory X and Theory Y are concepts developed by McGregor that describe different
assumptions about worker motivation and behavior. Theory X views employees
negatively, assuming they are lazy and unmotivated, while Theory Y views employees
positively, assuming they are motivated and capable.

54. C. Edwin Locke

He is known for developing Goal Setting Theory, which emphasizes the importance
of setting specific and challenging goals to improve performance.

55. D. All of the above

Effective goals should be challenging, provide feedback, require commitment, and
have clarity.

56. B. Job Dissatisfaction and No Dissatisfaction

Herzberg proposed that the opposite of job satisfaction is no satisfaction, and the
opposite of job dissatisfaction is no dissatisfaction.

57. B. Their inputs and outputs with those of others.

Equity Theory suggests that employees assess fairness by comparing their own inputs
(effort, skills) and outputs (rewards) with those of others.

58. C. John Stacey Adams

John Stacey Adams is known for developing Equity Theory, which focuses on
perceptions of fairness in the workplace.

59. A. Autonomous, Controlled, Interpersonal

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The three causality orientations in SDT are autonomous (self-determined behavior),

controlled (externally influenced behavior), and interpersonal (how individuals
interact and relate to others).

60. D. A-II, B-III, C-IV, D-I

61. B. A-II, B-I, C-IV D-III

62. B. Emotional control

The hypothalamus is involved in homeostatic regulation, regulation of hunger and
thirst, and regulation of body temperature, but emotional control is primarily managed
by the limbic system.

63. B. The rate at which employees leave a company and are replaced by new
employees.
Employee turnover refers to the rate at which employees leave an organization and are
replaced by new hires.

64. B. Working overtime to receive a monetary bonus.

Extrinsic motivation involves performing an activity to earn a reward or avoid
punishment, such as working overtime for a bonus.

65. B. Drives that are learned and developed through social and environmental
interactions, such as the desire for success.
Secondary drives are acquired through learning and social interactions, unlike primary
drives which are biological.

66. C. Thanatos
Thanatos is Freud's term for the death instinct, which drives destructive behaviors and
the desire to return to an inanimate state.

67. D. Charles Darwin

Charles Darwin is considered a foundational figure in ethology due to his work on
evolutionary theory and animal behavior.

68. C. The approach that emphasizes the role of purposive, goal-directed behavior
driven by innate drives.
Hormic psychology, proposed by William McDougall, focuses on instinctive and
goal-directed behaviors driven by innate impulses.

69. A. Homeostasis, primary & secondary drive.

Drive Reduction Theory involves maintaining homeostasis and distinguishes between
primary drives (biological needs) and secondary drives (learned needs).

70. A. Low arousal, as high arousal can hinder concentration and cognitive
processes.
 24

The Yerkes-Dodson Law posits that for high-complexity tasks, low arousal levels are
optimal because high arousal can interfere with cognitive functioning and
performance.

71. D. All of the above

Content Theories focus on what motivates individuals and include Maslow's
Hierarchy of Needs, Alderfer's ERG Theory, McClelland’s Theory, and Herzberg’s
Two-Factor Theory.

72. A. Self-Transcendence
Self-Transcendence is a level Maslow later added, representing the pursuit of meaning
and connection beyond the self.

73. C. Need for Power

The Need for Power (nPow) is the desire to influence and control others, which is
likely driving the leader’s behavior.

74. B. ERG Theory suggests that needs can be pursued simultaneously and that
individuals can move back and forth between different needs.
Unlike Maslow's hierarchy, ERG Theory allows for the simultaneous pursuit of
Existence, Relatedness and Growth needs and acknowledges that individuals can
regress if higher-level needs are unmet.

75. D. Achievement
The three basic psychological needs in Self-Determination Theory are Autonomy,
Competence, and Relatedness. Achievement is not one of them.

76. C. Maintenance Factors

Herzberg's Two-Factor Theory categorizes factors into Motivators and Hygiene
Factors. Maintenance Factors is not a category in this theory.

77. C. Expectancy, Instrumentality, and Valence

Vroom's Expectancy Theory states that motivation is determined by Expectancy
(belief that effort leads to performance), Instrumentality (belief that performance leads
to rewards), and Valence (value of the rewards).

78. B. Instrumentality
Instrumentality refers to the belief that performance will be rewarded. Jamie is unsure
if her successful project completion will lead to the promotion, indicating a concern
with instrumentality.

79. B. Specific and Challenging Goals

Specific and challenging goals are more effective at improving performance because
they provide clear direction and a higher level of motivation.

80. C. They may reduce their effort or seek to change their situation.
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If an employee perceives inequity, they may attempt to restore balance by reducing

their effort, seeking a raise, or even leaving the organization.