Q&A Hero

Q: (p. 420) All the statements below are true about legitimate power EXCEPT: A. people with legitimate power have an organizational title. B. people with legitimate power have the right to ask others to do things that are within the scope of their authority. C. the higher up in an organization a person is, the more legitimate power he or she generally possesses. D. people with legitimate power have a desire to identify and be associated with a specific individual. E. it can be a very weak form of power if used ineffectively.

Q: Which of the following is true about influence tactics? A. Commitment is more likely if one uses pressure tactics. B. Commitment is more likely if one uses coalition tactics. C. Ingratiating tactics can slightly improve one's performance appraisal evaluations. D. Commitment is more likely when the two parties have an adversarial relationship. E. Managers are very effective at influencing their subordinates.

Q: (p. 420) Joanne is the store manager at Glitter, a jewelry store. New merchandise has arrived which needs to be priced and displayed soon, before the festive season. She asks all the sales staff to stay back after work hours to get this task done. Joanne is exercising her _____ power that she gets from her position of authority. A. reward B. legitimate C. coercive D. referent E. expert

Q: The best possible influence outcome is _____ because the target person's intrinsic motivation energizes good performance.A. commitmentB. defianceC. complianceD. resistanceE. hindrance

Q: (p. 420) Martin George is the vice president (Finance) of Rutherford Inc. His position and title in the company gives him _____ power. A. collaborative B. diplomatic C. substitutable D. referent E. legitimate

Q: Hugh tried his best to convince Irene about a new business proposal, but Irene presented some good counter arguments and stalled the proposal. This is an example of:A. compliance.B. adherence.C. allegiance.D. resistance.E. commitment.

Q: (p. 420) Which type of power is sometimes referred to as "formal authority"? A. Structural B. Personal C. Legitimate D. Referent E. Expert

Q: If the second party grudgingly agrees to the first party's proposal and needs a lot of prodding to satisfy the minimum requirements, the second party is said to be exhibiting:A. hindrance.B. defiance.C. commitment.D. resistance.E. compliance.

Q: (p. 420) _____ power is derived from a position of authority inside the organization. A. Legitimate B. Structural C. Personal D. Expert E. Referent

Q: Fiona used an influence tactic on Gerald and got him to enthusiastically agree to her proposal. Gerald demonstrated initiative and persistence while completing the assignment This is an example of:A. resistance.B. defiance.C. hindrance.D. compliance.E. commitment.

Q: (p. 419) Personal power includes: A. expert and referent power. B. reward and expert power. C. coercive and reward power. D. reward and legitimate power. E. coercive and legitimate power.

Q: _____ is a hard influence tactic. A. Exchange B. Rational persuasion C. Inspirational appeal D. Consultation E. Ingratiation

Q: (p. 419) Organizational power includes: A. legitimate, expert, and referent power. B. reward, expert, and referent power. C. coercive, reward, and expert power. D. reward, expert, and legitimate power. E. coercive, legitimate, and reward power.

Q: (p. 419) Major types of power can be grouped along two dimensions: A. internal and external. B. personal and social. C. organizational and personal. D. professional and organizational. E. upward and downward.

Q: Which of the following is considered to be a soft influence tactic? A. Exchange B. Personal appeal C. Legitimating tactics D. Pressure E. Coalition

Q: (p. 419) _____ can be defined as the ability to influence the behavior of others and to resist unwanted influence in return. A. Pressure B. Power C. Ingratiation D. Leadership E. Force

Q: Ethan tried to convince his subordinates to accept a new policy by showing them that the policy is consistent with the organizational rules and policies. He also showed them that the people above him had already supported and sanctioned the policy. What influence tactic was Ethan using? A. Legitimating tactics B. Exchange C. Personal appeal D. Ingratiation E. Consultation

Q: (p. 418) Which of the following refers to the use of power and influence to direct the activities of followers toward goal achievement? A. Pressure B. Administration C. Ingratiation D. Leadership E. Sustainability

Q: The _____ influence tactic involves demanding compliance or using intimidation or threats. A. ingratiation B. consultation C. inspirational appeal D. rational persuasion E. pressure

Q: (p. 437) Power and influence have a moderate negative effect on organizational commitment.

Q: Which of the following influence tactics is used to get others to support your effort to persuade someone? A. Ingratiation B. Consultation C. Coalition tactics D. Exchange E. Pressure

Q: You are late in the preparation of the computer graphics for your final report and presentation. You run into a friend who is great at computer graphics as he heads out of the office at the end of the day and say, "I need your help for my project. If you could come back for two or three hours tonight and help me with these graphics, I will complete those spreadsheets you have been complaining about." Which influence tactic are you using with your friend? A. Rational persuasion B. Legitimating tactic C. Personal appeal D. Exchange E. Consultation

Q: Match the type of power to the suggested guideline for its use. 1. Referent Power 2. Referent Power 3. Coercive Power 4. Expert Power 5. Coercive Power 6. Reward Power 7. Expert Power 8. Legitimate Power a Make polite, clear requests b Don't use rewards in a manipulative manner c Invetigate to get the facts before following through d Don't make rash, careless, or inconsistent statements e Show acceptance and positive regard f Respond to infractions promptly and without favoritism g Act confidently and decisively in a crisis h Defend and back up people when appropriate

Q: The _____ influence tactic involves making express or implied promises and trading favors. A. exchange B. pressure C. personal appeals D. consultation E. ingratiation

Q: (p. 435) Repeated uses of coercive power or repeated reliance on hard influence tactics such as pressure or coalitions could actually increase organizational commitment levels.

Q: The _____ influence tactic involves referring to friendship and loyalty when making a request. A. pressure B. personal appeal C. exchange D. rational persuasion E. ingratiation

Q: (p. 435) When a leader draws on coercive sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.

Q: (p. 434) Distributive bargaining is aimed at accomplishing a win-win scenario.

Q: Carl needs a day off from his work. But he is apprehensive that David, his manager will not grant the leave. Carl knows that David wants to shed a few kilos and has been hitting the gym for the past month. Before asking for the leave, Carl compliments David on his build and physique. It comes as no surprise to Carl that David grants him the leave! What kind of an influence tactic did Carl use? A. Rational persuasion B. Coalition tactic C. Inspirational appeal D. Ingratiation E. Consultation

Q: (p. 433) Integrative bargaining is similar in nature to a competing approach to conflict resolution.

Q: Alexis, a customer service supervisor at United Airlines, typically seeks the full participation of her team members when planning, making important decisions, and implementing changes. Which one of the nine generic influence tactics is she using? A. Ingratiation B. Personal appeals C. Rational persuasion D. Coalition tactics E. Consultation

Q: Guanxi represents relationships between two people that involves obligation but not sentiment.

Q: Which of the following influence tactics gets others to participate in planning, making decisions, and changes? A. Rational persuasion B. Coalition C. Inspirational appeal D. Ingratiating E. Consultation

Q: The _____ influence tactic tries to build enthusiasm by appealing to others' emotions, ideals, or values. A. rational persuasion B. coalition C. inspirational appeal D. ingratiating E. consultation

Q: (p. 431) Compromise is the most common form of conflict resolution, whereby each party's losses are offset by gains and vice versa.

Q: Adam tried to convince Ben that the sea is a saline solution by saying that sea water is salty. Which of the following influence tactics is Adam adopting? A. Personal appeal B. Rational persuasion C. Inspirational appeal D. Consultation E. Ingratiation

Q: (p. 430) Collaboration is seen as a win-win form of conflict resolution.

Q: _____ involves win-win situations in which one's self-interest is served by cooperating actively and creatively with potential adversaries. A. Mutuality of interest B. Authoritarian management C. Personalized power D. Compliance E. Delegation

Q: (p. 430) Leaders will typically use an avoiding conflict resolution style when an issue is really not that important to them but is very important to the other party.

Q: (p. 430) As a conflict resolution style, accommodating occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Q: To keep organizational politics within reasonable bounds a manager should recognize and reward employees who get real results by using political games.

Q: Asking nonfinancial people to interpret periodic financial and accounting statements for all employees worsens organizational politics.

Q: (p. 429) Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment.

Q: (p. 429) High levels of organizational politics have been shown to be beneficial to company performance as a whole.

Q: Employees who are highly political run the risk of being called self-serving and losing their credibility.

Q: (p. 427) Social astuteness refers to an adeptness at identifying and developing diverse contacts.

Q: Employees who are strictly nonpolitical run the risk of experiencing slow promotions and feeling left out.

Q: (p. 426) For a leader, internalization is the best outcome of influence tactics.

Q: Organizational politics can be eliminated.

Q: (p. 426) For a leader, compliance is the best response to influence tactics, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do.

Q: White women typically have a greater understanding of organizational politics than do white men.

Q: Employees seeking to avoid additional work, stress, burnout, or an unwanted transfer or promotion intentionally try to look bad at work.

Q: (p. 425) Rational persuasion, consultation, inspirational appeals, and collaboration take advantage of organizational rather than personal forms of power.

Q: Favorable upward impression management tactics can be job-focused, supervisor-focused, and self-focused.

Q: (p. 425) Apprising requires that the requestor has something of value to offer.

Q: Low self-monitoring employees are likely to be more inclined to engage in impression management than would high self-monitors.

Q: (p. 424) Ingratiation has been shown to be more effective when used as a short-term strategy.

Q: Impression management is the process by which people attempt to control or manipulate the reactions of others to images of themselves or their ideas.

Q: (p. 424) Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request.

Q: (p. 424) Rational persuasion is the only tactic that is consistently successful in the case of upward influence.

Q: Reactive political tactics promote an individual's self-interest.

Q: It is possible to exert influence in all directions: upward, downward, and lateral.

Q: Scapegoating is a proactive political tactic.

Q: Networks are temporary groupings of people who actively pursue a single-issue.

Q: (p. 424) Influence most frequently occurs downward in organizations.

Q: In an organizational context, a network is an informal group bound together by the active pursuit of a single issue.

Q: (p. 424) The absolute power of the "influencer" and "influencee" is as important as the disparity between them.

Q: Unclear objectives and vague performance measures rarely trigger uncertainty.

Q: (p. 422) Substitutability represents how important a person's job is and how many people depend on that person to accomplish their tasks.

Q: Organizational politics involves intentional acts of influence to enhance or protect the self- interests of individuals or groups.

Q: (p. 422) The ability to influence others is greatly reduced, if a person works alone and performs tasks that nobody sees, even when he or she has high levels of expert and referent power.

Q: Empowerment is both easy to understand and implement.

Q: Personal initiative is a behavior syndrome resulting in an individual's taking an active and self-starting approach to work and going beyond what is formally required in a given job.

Q: Managers should be careful to offer the types of rewards people desire and not promise more than they can deliver when using legitimate power.

Q: (p. 421) The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.

Q: Managers are more likely to delegate if the lower-level employee has no supervisory experience.

Q: (p. 421) It is impossible for a person to possess all of the forms of power at the same time.

Q: Delegation is the process of granting decision-making authority to people at lower levels.

Q: (p. 421) Referent power operates primarily on the principle of fear.

Q: Participative management refers to the process of involving employees in various forms of decision making.