1. Chapter 11 Review

2. A need or desire that energizes and directs behavior. Motivation

3. INCENTIVE Roger went into a car dealership to purchase a new car because they offered free oil changes for the life of a car. The free oil changes qualify as a/an ________________to motivate him to buy from that dealer.

4. DRIVE-REDUCTION (HULL) I’m starving. I go into a restaurant and eat. When I’m full, I stop. I don’t eat again until I feel the need to eat. Which theory is exemplified by this scenario?

5. ANY PHYSIOLOGICAL PUSH FROM THE INSIDE. Give three examples of NEEDS

6. LATERAL VENTROMEDIAL Your ____________________ hypothalamus triggers the motivation to eat. Your _____________________ hypothalamus triggers the motivation to STOP eating.

7. EXTRINSICALLY Sam is motivated to go to school because it is the only time to see his girlfriend. Plus, his 5 th period teacher always gives them treats. Sam is __________________ motivated to go to school.

8. ANY PSYCHOLOGICAL PULL FROM THE OUTSIDE. Give three examples of WANTS.

9. Re-create Maslow’s Hierarchy of needs.

10. ANCEL KEYS Who conducted the famous Minnesota Starvation Experiment to see if Maslow was correct?

11. PSYCHOANALYTIC Which perspective suggests that we are motivated by our unconscious desires and drives – mostly aggressive and sexual in nature?

12. ACHIEVEMENT MOTIVATION A desire for significant accomplishment, mastery, control, and attainment of high standards.

13. ACCOMPLISHMENT RECOGNITION AFFILIATION In order to foster intrinsic motivation in the work place, what three elements must be provided?

14. OPTIMAL AROUSAL Which theory of motivation best describes an infant’s desire to explore their surroundings and stimulate their senses?

15. THEORY X Emily believes that her employees are all motivated by their paycheck at the end of the month. She keeps a careful watch on their activities and manages them carefully in case they make errors. Which type of thinking does Emily display?

16. SOCIAL Sally’s management style is to help her employees find connections with each other and build rapport. She is excellent at managing conflicts and helping people feel a sense of recognition and affiliation. Which type of leader is Sally?

17. INTRINSICALLY Bethany goes to school each day because she loves to learn. She knows that if she works really hard, she is capable of accomplishing her goals. She would like to eventually earn a scholarship to BYU. Bethany is ___________________ motivated to achieve.

18. THEORY Y Mark believes his students are all intrinsically motivated to learn. He thinks that they enjoy school and are capable of setting their own goals and accomplishing them. Which thinking style does Mark exhibit?

19. WALTER MISCHEL Who conducted the famous marshmallow experiment at Stanford University?

20. GLUCOSE AND SEROTONIN Which two chemicals in the body affect your internal drive to eat?

21. 1. COMPLEX BEHAVIOR 2. RIGIDLY PATTERNED 3. THROUGHOUT A SPECIES 4. UNLEARNED Name the four components of an instinct.