Perhaps the Most Controversial Aspect of Maslow's and Alderfer's Theories

question 83

Multiple Choice

Perhaps the most controversial aspect of Maslow's and Alderfer's theories is the proposition that:

• A) All salespeople are motivated by higher-order rewards
• B) Lower-order rewards have increasing marginal utility
• C) Earnings opportunity ratios vary with lower-order selling patterns
• D) Higher-order rewards have increasing marginal utility
• E) Demographics contribute to establishment disengagement

---

Definitions:

Informal Groups

Groups that form naturally within an organization based on personal relationships or shared interests, as opposed to being formally structured by the organization.

Organizational Goals

The objectives a company aims to achieve, which guide its operational activities and strategic planning.

Undesirable Power

Influence or control that is used negatively, causing harm or coercion without regard for ethical standards or consent.

Person-To-Person

Direct interaction or communication between individuals without intermediaries.