Drive theory suggests behaviour is motivated by ______.
Reducing internal tension
Maximizing social status
Seeking cognitive consistency
Achieving self‑actualization
Drives push organisms to act to restore physiological balance.
Expectancy theory states motivation = Expectancy × Instrumentality × ______.
Equity
Drive strength
Valence
Need
Valence is the value placed on the outcome or reward.
According to Maslow, esteem needs come immediately after ______ needs.
Self‑actualization
Safety
Physiological
Social/belonging
Hierarchy order: physiological, safety, social, esteem, self‑actualization.
Herzberg’s two‑factor theory labels salary as a ______ factor.
Hygiene
Motivator
Growth
Self‑transcendence
Hygiene factors prevent dissatisfaction but don’t create strong motivation.
In Alderfer’s ERG model, 'R' stands for ______ needs.
Recognition
Relatedness
Risk
Regulation
ERG condenses Maslow into Existence, Relatedness, Growth.
Equity theory posits that people compare their input‑outcome ratio to ______.
Referent others
Market price
Budget constraints
Past performance
Perceived inequity vs. others creates tension, driving behaviour change.
A consumer choosing organic food to avoid harm aligns with which of Maslow’s levels?
Self‑actualization
Physiological
Esteem
Safety
Avoiding chemicals meets security and health needs.
McClelland identified three learned needs: achievement, affiliation, and ______.
Autonomy
Equity
Stimulation
Power
Need for power relates to influence and control.
In expectancy theory, Instrumentality refers to ______.
Belief that performance leads to outcomes
Effort‑performance link
Internal tension
Value of the outcome
Instrumentality is perceived performance–reward contingency.
Latent motives are ______.
Always irrational
Unspoken or unconscious
Financially driven
Impossible to change
Consumers may not articulate latent motives to researchers.
Starter
Keep practicing the basics.
Solid
Good grasp—refine the details.
Expert!
Excellent mastery.
