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Q:
(p. 424) _____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
A. Centrality
B. Personal appeal
C. Consultation
D. Ingratiation
E. Internalization
Q:
Top managers can create and maintain ethical transformational leadership by training employees to value diversity.
Q:
(p. 424) The dean of a reputed B-school has decided to pursue a coveted accreditation for the college. To get the faculty's buy-in and support, he has created a faculty-driven process whereby members of the faculty participate and carry out the accreditation process under his guidance. This approach has increased the commitment of the faculty, who now have a stake in seeing the process succeed and the goal of accreditation accomplished. Identify the influence tactic used by the dean.
A. Rational persuasion
B. Personal appeals
C. Consultation
D. Ingratiation
E. Exchange
Q:
(p. 424) _____ involves the leader helping complete the task, providing required resources, or removing obstacles that make task completion difficult.
A. Rational persuasion
B. Personal appeal
C. Collaboration
D. Ingratiation
E. Internalization
Q:
Inspirational motivation, one of the sets of leadership behaviors, involves behaviors that encourage employees to question the status quo and to seek innovative and creative solutions to organizational problems.
Q:
Transformational leaders engage in individualized consideration, which includes behaviors such as sacrificing for the good of the group, being a role model, and displaying high ethical standards.
Q:
(p. 424) Which of the following influence tactics increases commitment from the target who has a stake in seeing that his or her opinions were right?
A. Rational persuasion
B. Personal appeals
C. Consultation
D. Ingratiation
E. Exchange
Q:
Transactional leaders engage in inspirational motivation, idealized influence, individualized consideration, and intellectual stimulation.
Q:
(p. 424) To influence others using _____, leaders must have insight into the kinds of things are important to the target.
A. rational persuasion
B. inspirational appeals
C. consultation
D. internalization
E. pressure tactics
Q:
Transformational leadership is more traitlike and less susceptible to managerial influence.
Q:
(p. 424) Just before the final football game of the season, the captain of the team made an emotional speech to all his teammates to win the last game for their coach, who passed away recently. Which of the following influence tactics did the captain use?
A. Rational appeal
B. Inspirational appeal
C. Consultation
D. Collaboration
E. Coalition
Q:
Transformational leaders engender trust, seek to develop leadership in others, exhibit self-sacrifice and serve as moral agents, focusing themselves and followers on objectives that transcend the more immediate needs of the work group.
Q:
(p. 424) _____ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one.
A. Rational persuasion
B. Internalization
C. Consultation
D. Ingratiation
E. Visibility
Q:
Transactional leadership focuses on clarifying employees' role and task requirements and providing followers with positive and negative rewards contingent on performance.
Q:
(p. 424) _____ is the use of an actual behavior that causes behavioral or attitudinal changes in others.
A. Influence
B. Discretion
C. Power
D. Internalization
E. Visibility
Q:
According to the full-range theory of leadership, laissez-faire leadership is the worst type of leadership.
Q:
(p. 424) In the context of the contingency factor of visibility, a leader's ability to influence others increases when:
A. there are no substitutes for the rewards or resources the leader controls.
B. the leader's role is important and interdependent with others in the organization.
C. the leader has the freedom to make decisions without being restrained by rules.
D. others know about the leader and the resources he or she can provide.
E. rewards are used in a manipulative fashion.
Q:
A takeaway message of House's path-goal theory is that leaders are encouraged to clarify the paths to goal accomplishment.
Q:
(p. 423) Mathew is one of the top attorneys at his law firm. His brilliance in handling some of the most difficult and high-profile cases has earned him fame far and wide and he wields considerable influence in the running of the firm. Mathew's high degree of _____ ensures that he has considerable power to influence others.
A. internalization
B. discretion
C. substitutability
D. ingratiation
E. visibility
Q:
According to the path-goal theory, leaders should exhibit more than one leadership style.
Q:
(p. 423) _____ is how aware others are of a leader's power and position.
A. Centrality
B. Discretion
C. Substitutability
D. Ingratiation
E. Visibility
Q:
Locus of control and task ability are important environmental contingency factors within the path-goal theory.
Q:
Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence. They ask employees questions such as "Who do you go to with a new idea?" and "Who can best help you solve a problem?" They analyze the responses to find our which managers and/or employees are most central to and influential in their companies.
A. networking maps
B. performance reviews
C. organizational charts
D. social media tracking
E. FaceBook, Twitter, and Instagram
Q:
Contingency factors are variables that influence the appropriateness of a leadership style.
Q:
The path-goal theory is based on the equity theory.
Q:
(p. 423) Laura heads the administrative department in a hospital. Her job involves ensuring that work in the hospital runs smoothly, managing the staff, inventory management, and maintaining the requisite standard in hospital hygiene and patient care. As her work often involves situations that demand the use of coercive power, which of the following guidelines must Laura follow?
A. Ensure people understand the serious consequences of violations.
B. Avoid rash, careless, or inconsistent statements.
C. Avoid using rewards in a manipulative fashion.
D. Don't exaggerate or misrepresent facts.
E. Provide evidence that a proposal will be successful.
Q:
Fiedler suggests that leaders must learn to manipulate or influence the leadership situation in order to create a match between their leadership style and the amount of control within the situation at hand.
Q:
(p. 423) Which of the following is a suggested guideline for using expert power?
A. Ensure people understand the serious consequences of violations.
B. Avoid rash, careless, or inconsistent statements.
C. Respond to infractions promptly and without favoritism.
D. Follow up to verify compliance.
E. Provide ample warnings.
Q:
According to Fiedler's contingency model, position power refers to the degree to which the leader has formal power to reward or punish employees.
Q:
(p. 423) Which of the following is a suggested guideline for using coercive power?
A. Provide evidence that a proposal will be successful.
B. Avoid rash, careless, or inconsistent statements.
C. Provide ample warnings.
D. Listen seriously to a person's concerns and suggestions.
E. Act confidently and decisively in a crisis.
Q:
According to Fiedler's contingency model the most important dimension of situational control is task structure.
Q:
(p. 423) "Using sincere forms of ingratiation" is a suggested guideline for using _____ power.
A. coercive
B. legitimate
C. reward
D. referent
E. expert
Q:
According to Fiedler's contingency model the three dimensions of situational control are leader-member relations, task structure, and position power.
Q:
(p. 423) "Providing evidence that a proposal will be successful" is a suggested guideline for using _____ power.
A. coercive
B. legitimate
C. reward
D. referent
E. expert
Q:
According to Fiedler's contingency model, high situational control implies that the leader's decisions will produce predictable results.
Q:
(p. 423) "Responding to infractions promptly and without favoritism" is a suggested guideline for using _____ power.
A. coercive
B. legitimate
C. reward
D. referent
E. expert
Q:
According to Fiedler's contingency model, leaders can easily change their leadership style from task-motivated to relationship-motivated and vice versa.
Q:
(p. 423) "Avoid promising more than you can deliver" is a suggested guideline for using _____ power.
A. coercive
B. personal
C. reward
D. referent
E. expert
Q:
(p. 423) "Insisting on compliance if appropriate" is a suggested guideline for using _____ power.
A. personal
B. legitimate
C. reward
D. referent
E. expert
Q:
According to Fiedler's contingency model, leaders are either task-motivated or relationship-motivated.
Q:
According to situational theories, there is one best leadership style that suites every situation.
Q:
(p. 422) Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others. These leaders are exhibiting the contingency factor called _____.
A. centrality
B. discretion
C. substitutability
D. ingratiation
E. visibility
Q:
Situational theories propose that leader styles should match the situation at hand.
Q:
(p. 422) _____ represents how important a person's job is and how many people depend on that person to accomplish their tasks.
A. Centrality
B. Discretion
C. Substitutability
D. Ingratiation
E. Visibility
Q:
According to the Behavioral Styles theory, leaders are born, not made.
Q:
(p. 422) Nathan is the administrative manager at Woodlands, Inc. The organizational procedures and policies of the company prevent Nathan from implementing many of his ideas to increase efficiency. This indicates a low degree of _____, which reduces Nathan's ability to influence others.
A. centrality
B. discretion
C. substitutability
D. ingratiation
E. visibility
Q:
At the University of Michigan, researchers identified two different styles of leadership, behaviorally centered and consideration centered.
Q:
(p. 422) Rebecca is the head of the primary department at La Perouse High School. She believes that children will absorb and retain more information if they are taken on educational tours and field trips. But the school's rules and policies do not encourage such activities and Rebecca feels her endeavor to improve the children's education is being stifled. This low degree of _____ is reducing Rebecca's ability to influence others.
A. centrality
B. discretion
C. substitutability
D. ingratiation
E. visibility
Q:
Initiating structure involves leader behavior associated with creating mutual respect or trust and focuses on a concern for group members' needs and desires.
Q:
(p. 422) Discretion is defined as:
A. the degree to which people have alternatives in accessing resources.
B. the degree to which managers have the right to make decisions on their own.
C. the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
D. the degree of importance of a person's job and how many people depend on that person to accomplish their tasks.
E. the level of awareness others have of a leader's power and position.
Q:
Consideration involves leader behavior associated with creating mutual respect or trust and focuses on a concern for group members' needs and desires.
Q:
(p. 422) Richard is the head of the finance department at Sportz Inc., a company specializing in sports goods. He has the sole authority to grant or deny the release of funds for any marketing strategy proposed by the marketing team in the company. Which contingency factor gives Richard the power to influence the members of the marketing team?
A. Persuasion
B. Internalization
C. Substitutability
D. Ingratiation
E. Visibility
Q:
Traits ultimately impact leadership effectiveness.
Q:
(p. 422) Leaders that control resources to which no one else has access can use their power to gain greater influence. This is associated with which of the following contingency factors?
A. Centrality
B. Discretion
C. Substitutability
D. Ingratiation
E. Visibility
Q:
Men and women use different leadership styles.
Q:
(p. 422) The degree to which people have alternatives in accessing resources refers to:
A. centrality.
B. discretion.
C. substitutability.
D. ingratiation.
E. visibility.
Q:
Men displayed more social leadership while women displayed more task leadership.
Q:
Emotional intelligence is a mental representation of the traits and behaviors that people believe are possessed by leaders.
Q:
(p. 421) Bill Gates commands the respect and admiration of people around the world for his achievements in information technology as well as for his philanthropy. Many people who admire him try to emulate his actions. He clearly wields _____ power.
A. coercive
B. legitimate
C. reward
D. referent
E. structural
Q:
(p. 421) Roger Federer is an icon in tennis. Many aspiring tennis players try to emulate him. Federer's iconic status gives him _____ power.
A. coercive
B. structural
C. reward
D. referent
E. collaborative
Q:
The implicit leadership theory is based on the idea that people have beliefs about how leaders should behave and what they should do for their followers.
Q:
(p. 421) Andrew, the Student Body President, is very popular in his college and is admired by both the professors and students for his balanced approach to any task or issue. He is very creative and also a good sportsman. He is a role model for all the students in the college and often leads by example. Andrew's popularity gives him _____ power in his college.
A. coercive
B. collaborative
C. reward
D. referent
E. structural
Q:
A leader trait is a physical or personality characteristic that can be used to differentiate leaders from followers.
Q:
(p. 421) _____ power exists when others have a desire to identify and be associated with a person.
A. Referent
B. Expert
C. Reward
D. Coercive
E. Legitimate
Q:
The trait theory is based on the assumption that leaders such as Abraham Lincoln, Martin Luther King Jr, or Mark Zuckerberg were born with some inborn ability to lead.
Q:
(p. 421) Jake is well-known for his excellent diagnoses of skin-related problems. The other dermatologists in the hospital where he works often consult him when dealing with difficult cases. This gives Jake _____ power in the hospital.
A. coercive
B. structural
C. reward
D. referent
E. expert
Q:
Leaders administer, maintain, and control; managers innovate, develop, and inspire.
Q:
Leadership and management are two activities that are synonymous.
Q:
(p. 421) Which type of power is derived from a person's skill or knowledge on which others depend?
A. Referent
B. Expert
C. Reward
D. Coercive
E. Legitimate
Q:
The transformational approach is the most popular perspective for studying leadership today.
Q:
(p. 421) _____ power is generally regarded as a poor form of power to use regularly, because it tends to result in negative feelings toward those that wield it.
A. Referent
B. Expert
C. Reward
D. Coercive
E. Legitimate
Q:
According to the trait approach to studying leadership, three traitsintelligence, dominance, and masculinityare associated with leadership prototypes.
Q:
(p. 421) Which type of power operates primarily on the principle of fear?
A. Legitimate
B. Expert
C. Reward
D. Referent
E. Coercive
Q:
Leaders are individuals who help others accomplish their goals.
Q:
(p. 421) Which type of power exists when a person has control over punishments in an organization?
A. Reward
B. Legitimate
C. Coercive
D. Referent
E. Expert
Q:
All researchers agree that leadership is only defined in terms of personality and physical traits.
Q:
(p. 421) Leah wants to upgrade her skills and approaches Timothy, the HR manager, to try and convince him to send her for the Advanced Negotiation and Portfolio Management Training programme. Timothy has which of the following powers?
A. Coercive
B. Personal
C. Reward
D. Referent
E. Expert
Q:
_____ is the ability to marshal the human, informational, and material resources to get something done.
A. Social power
B. Impression management
C. Line management
D. Centralization
E. Decentralization
Q:
(p. 421) _____ power exists when someone has control over the resources another person wants.
A. Reward
B. Personal
C. Coercive
D. Referent
E. Expert
Q:
Which of the following is true about influence tactics?
A. Dominating behavior is an effective influence tactic for women but not for men.
B. Consultation increased helping behavior only if the quality of relationship was good.
C. Influence tactics that are viewed as unfair were associated with greater compliance among employees.
D. Commitment is more likely when people rely on consultation, strong rational persuasion, and inspirational appeals.
E. Commitment is more likely when people rely on pressure and coalition tactics.