Juan gets passed over for a promotion in favor of Rey despite the fact that Juan believes he has equivalent skills and more experience. According to equity theory, Juan may be expected to ______.

Which of the following is NOT true of high need achievers, according to McClelland?

________ is based on specialized knowledge not readily available to many people.

According to Maslow’s theory, one’s _____ needs must be met before their _____ needs.

Unlike ______theories, which analyze which variables affect motivation, _______theories look at how different variables affect it.

Herzberg would argue that managers interested in motivating employees to work harder should probably NOT focus on ________.

_____ took Maslow’s Needs Hierarchy theory and reduced the number of categories from five to three.

Which of the following is NOT a “push” force of motivation?

The CEO of Wernickskosherdills.com assumes that a sale rep is lazy because he has failed to sell a single jar of pickles in more than 18 months on the job, when in reality the sales rep feels the company’s compensation system is unfair and doesn’t give his full effort. The CEO ascribes the motivational problem to _____ factors when in reality, the problem stems from ______ factors.

Juan attempts to win Maria’s support for his Build a Better Pickle campaign — which involves getting famous celebrities like Kanye West to endorse the product — by showing her research that shows celebrity endorsements boost sales by 10 to 20 percent. Which influence tactic is he employing?