76) ________ is a personality trait that measures an individual’s ability to adjust his or her
behavior according to external situational factors.
A) Self-awareness
B) Self-esteem
C) Self-monitoring
D) Self-management
77) A person who can adapt and adjust behavior to external factors has ________.
A) low self-esteem
B) an internal locus of control
C) high self-monitoring
D) high risk-taking ability
78) Sarah, the floor supervisor, seems to be a different person depending on whom she is with
and what the situation demands. She has the ability to adjust her behavior as and when required.
This indicates that she ________.
A) has low self-esteem
B) is low on Machiavellianism
C) has a high need for affiliation
D) is high in self-monitoring
79) Kevin is a whirlwind as a research and development supervisor. His colleagues are surprised
that even though he makes decisions very quickly and always with less information than others,
his decisions are as good as anybody else’s. This information implies that Kevin has ________.
A) high intuition
B) high Machiavellianism
C) high risk-taking ability
D) low cognitive dissonance
80) Individuals with a Type ________ personality impose deadlines on themselves, generally
emphasizing quantity over quality.
A) A
B) B
C) X
D) Y
81) People who identify opportunities, show initiative, take action, and persevere until
meaningful change occurs are said to have ________ personalities.
A) proactive
B) self-aware
C) reactive
D) agreeable
82) The rest of the world sees problems; Martin sees opportunity. He made money in real estate
and lost it when the recession hit. But soon he found another way to earn a living and has
become wealthy again. Martin is high in ________.
A) self-esteem
B) Machiavellianism
C) positive psychological capital
D) resilience
83) Emotional intelligence has been shown to be ________.
A) negatively related to job performance at all levels
B) negatively related to job performance in middle management only
C) positively related to job performance only in mechanistic organizations
D) positively related to job performance at all levels
84) The ability to sense how others are feeling is known as ________.
A) agreeableness
B) empathy
C) sympathy
D) relationship management
85) Holland’s theory proposes that satisfaction is highest and turnover lowest when ________.
A) the locus of control is internal
B) an employee is social and realistic
C) personality and occupation are compatible
D) an employee can adjust behavior to external factors
86) What is a key point of Holland’s theory?
A) There are no intrinsic differences in personality among individuals.
B) All jobs are relatively the same, it is personality types that differ.
C) People in job environments compatible with their personality types should be more satisfied.
D) Employee turnover is highest when personality and occupation are compatible.
87) Bridget prefers rule-regulated, orderly, and unambiguous activities. She doesn’t have a lot of
imagination but could be described as conforming and efficient. Which one of the following
describes Bridget’s personality?
A) anti-social
B) dull
C) conservative
D) conventional
88) There is ample evidence to support the validity of the Myers-Briggs Type Indicator as a
measure of personality.
89) Extraversion is the degree to which someone is sociable, talkative, assertive, and comfortable
in relationships with others.
90) In the Big Five Model, emotional security was found to be positively related to job
performance.
91) Understanding the personality traits assessed by the MBTI® helps managers understand the
way people interact and solve problems.
92) The one trait most likely to predict job performance is emotional stability.
93) A person who rates as being high in Machiavellianism would use any means to accomplish a
task.
94) Individuals with low self-esteem are more susceptible to external influence than are people
with high self-esteem.
95) High self-monitors can’t adjust their behavior and there’s high behavioral consistency
between who they are and what they do.
96) Emotional intelligence appears to be relevant for positions that must work in isolation.
97) Matching personalities of employees with the requirements of particular jobs leads to
organizational success.
98) Describe the Big Five Model. List and discuss the five personality traits that are based on the
Big Five Model of personality.
99) In a short essay, list and discuss five personality traits (not the Big Five) that have proven to
be powerful in explaining individual behavior in organizations.
100) ________ is the process of organizing and interpreting sensory impressions to give meaning
to the environment.
A) Attribution
B) Selection
C) Cognition
D) Perception
101) ________ theory explains how we judge people differently depending on what meaning we
ascribe to a given behavior.
A) Perception
B) Behavior
C) Attribution
D) Stereotype
102) If everyone who’s faced with a similar situation responds in the same way, we can say the
behavior shows ________.
A) reliability
B) consistency
C) consensus
D) internal attribution
103) People say she will be late for her own funeral. It doesn’t matter whether it’s a team meeting
or a meeting with her son’s teacher, Malinda will be late. But she always has a plausible reason,
one that is never her fault. Malinda’s behavior shows ________.
A) high distinctiveness
B) low distinctiveness
C) high consensus
D) low consensus
104) People in the accounting department generally arrive 15 minutes early. So does Valerie,
who is late today. This situation shows ________.
A) high consensus
B) low consensus
C) high consistency
D) low consistency
105) Underestimating the influence of external factors and overestimating the influence of
internal factors when making judgments about others is known as the ________.
A) fundamental attribution error
B) self-serving bias
C) locus of control error
D) halo effect
106) “He could do it if he wanted to. He just doesn’t like that part of his job, that’s all.” A
statement like this from a supervisor indicates ________.
A) locus of control error
B) the horn effect
C) a halo effect
D) a fundamental attribution error
107) ________ is the tendency for individuals to attribute their own successes to internal factors
such as ability or effort while putting the blame for personal failure on external factors such as
luck.
A) Locus of control error
B) Stereotyping
C) Fundamental attribution error
D) Self-serving bias
108) In ________, the observer’s perception of others is influenced more by the observer’s own
characteristics than by those of the person observed.
A) stereotyping
B) self-serving bias
C) assumed similarity
D) the halo effect
109) James, a new manager, is a very hard-working. He believes that people who are
hardworking will always make sure that the work gets done on time. Even when he is out of the
office, he supposes that his subordinates are working diligently because he works diligently most
of the time. James’s perceptions of his employees are based on ________.
A) stereotyping
B) selective perception
C) halo effect
D) assumed similarity
110) Anne prefers one-page memos with only the main points of the issue. As a manager, she
has limited amounts of time to read about internal problems. So when she prepares memos for
her boss, she provides a brief outline of the situation to spare her boss the agony of having to
read the boring details. Anne has succumbed to ________.
A) the liking effect
B) assumed similarity
C) the halo effect
D) stereotyping
111) When people judge someone on the basis of their perception of a group to which that
person belongs, they are using the shortcut called ________.
A) stereotyping
B) self-serving bias
C) assumed similarity
D) the halo effect
112) “Everyone knows Plutonians are sneaky little wretches who will steal you blind if you aren’t
careful. Polly is a Plutonian. Therefore, Polly is a thief.” This line of reasoning is typical of
________.
A) group association
B) assumed similarity
C) stereotyping
D) the halo effect
113) Bill, a manager at a consulting firm, has been keenly analyzing the performance of a new
recruit who turns out to be extremely intelligent. He concludes that she will be a good manager
in the future even though her interpersonal skills are not half as impressive. This conclusion on
Bill’s part seems to be the result of ________.
A) stereotyping
B) selective perception
C) the halo effect
D) assumed similarity
114) By using ________, we form a general impression about a person based on only a single
characteristic, such as intelligence or appearance.
A) stereotyping
B) selectivity
C) the halo effect
D) assumed similarity
115) During the interview Ken was so impressed with Barbie’s knowledge of aesthetic
engineering he offered her the job on the spot. Unfortunately her job performance did not meet
his expectations. Ken may have fallen victim to ________.
A) selective perception
B) stereotyping
C) assumed similarity
D) the halo effect
116) There is no reality beyond perception; we interpret what we see and call it reality.
117) The age of the perceiver can influence the perceiver’s perceptions.
118) Consensus refers to whether an individual displays different behaviors in different
situations.
119) When we make judgments about the behavior of other people, we tend to underestimate the
influence of external factors and to overestimate the influence of internal factors. This tendency
is called the self-serving bias.
120) “All attractive people are productive. Abigail is attractive; therefore, Abigail is productive.”
This is an example of the halo effect.
121) In a short essay, list and discuss three shortcuts frequently used in judging others. Discuss
the impact these shortcuts have on the management of employees.
122) Operant conditioning argues that ________.
A) behavior is learned through observation
B) all behavior has unintended consequences
C) behavior patterns are established in childhood
D) behavior is a function of its consequences
123) ________ behavior is voluntary or learned behavior.
A) Reflexive
B) Dissonant
C) Operant
D) Reactive
124) Donna has just moved to the city from a small town and gets a job as an assistant in a law
firm. Not being very familiar with the way things work in the corporate world, she watches her
colleagues closely and tries to learn from their mistakes and achievements. This can be described
as ________.
A) motor reproduction
B) positive reinforcement
C) reflexive learning
D) social learning
125) The influence of models depends on how well an individual remembers the model’s
behavior. This refers to the individual’s ________.
A) retention process
B) motor reproduction process
C) attentional process
D) observational skills
126) After watching a behavior in a social learning situation, a person can demonstrate learning
by performing the behavior. This is known as learning by ________.
A) retention
B) motor reproduction
C) operant conditioning
D) reinforcement
127) When a manager molds an individual’s behavior by guiding his or her learning in graduated
steps, he is using ________.
A) retention processes
B) motor reproduction processes
C) programmed learning
D) shaping processes
128) If an employee does not exhibit a desired behavior, a manager might use ________.
A) negative reinforcement to increase the recurrence of the behavior
B) shaping to guide the employee to learn the desired behavior
C) positive reinforcement by reducing the threat of a punishment
D) programmed learning to encourage positive results
129) “Any additional violations of company policy will result in escalating disciplinary action up
to and including termination.” This statement found on many corrective action forms, is an
example of ________.
A) positive reinforcement
B) negative reinforcement
C) punishment
D) extinction
130) She was only three but already had a temper. Her favorite outburst was to stomp her foot.
So her mother made her stomp and stomp and stomp until there was no more stomping left in
her. This mother was using ________ to alter her daughter’s behavior.
A) positive reinforcement
B) negative reinforcement
C) punishment
D) extinction
131) Eliminating any reinforcement that’s maintaining an undesirable behavior is called
________.
A) elimination
B) extinction
C) punishment
D) extraction
132) The toddler knew if he held his breath his parents would yield to his demands. But this time
they returned to their newspapers and gave the child no further notice. These parents were
engaging in ________.
A) positive reinforcement
B) negative reinforcement
C) punishment
D) extinction
133) Operant behavior is reflexive or unlearned behavior.
134) Operant conditioning happens when we take any sort of action.
135) The influence that models have on an individual is determined by the amount of attention
the model gives to the learner.
136) Both positive and negative reinforcement result in learning.
137) Define learning and explain the two learning theories that are relevant to understanding how
and why individual behavior occurs.
138) Richard is the manager of the sales department in his company. He notices that several of
the salespeople reporting to him are taking it easy. Their focus is to just meet the sales target and
take no extra initiative to improve sales or their individual performances. As a result, the
department’s performance is declining. Explain how Richard can encourage his salespeople to
improve their performances using the shaping techniques.