BA 350 Chapter 13

People especially likely to comply with soft power tactics tend to ________. A) be more action oriented B) have greater desire for control C) be extrinsically motivated D) have low self-esteem E) be more focused on getting along with others than with getting their own way

B) have greater desire for control

Jerrod is relatively new to Xenon Corporation and wants to make sure that he makes a good impression on his coworkers and supervisor. He agrees with the supervisor's opinion most of the time and constantly compliments others about their good work. Jerrod is attempting to use ________. A) illegitimate political behavior B) impression management C) defensive behavior D) referral power E) expert power

B) impression management

Power tactics are defined as ________. A) approaches for influencing goal setting B) techniques for translating power bases into specific action C) strategies for gathering and maintaining support D) characteristics of organizational structure E) approaches for reducing conflict

B) techniques for translating power bases into specific action

Which one of the following is not implied in the definition of power? A) influence B) potential C) dependency D) actualization E) control

D) actualization

Individuals from individualistic counties tend to see power as a means to ________ while those from collectivist counties tend to see power as a means to ________. A) advance their personal ends; helping others B) advance their personal ends; gain advantage over others C) gain advantage over others; advance their personal ends D) help others; advance their personal ends E) help others; gain advantage over others

A) advance their personal ends; helping others

When a bank robber points a gun at a bank employee, his base of power is ________. A) coercive B) referent C) positional D) authoritative E) expert

A) coercive

Leadership requires ________. A) congruence between the goals of the leader and those being led B) focus on tactics for gaining compliance C) a dependency of those being led on the leader D) followers who share behavioral traits with their leaders E) a dependency of the leader on those being led

A) congruence between the goals of the leader and those being led

If an individual ________, then he is less likely to engage in illegitimate political behavior. A) has invested a lot in the organization in terms of time and efforts B) possesses a scarce skill or knowledge C) has influential contacts outside the organization D) does not expect any future benefits from the organization E) has an external locus of control

A) has invested a lot in the organization in terms of time and efforts

The power tactic of using flattery and creating goodwill before making a request is known as ________. A) ingratiation B) consultation C) inspirational appeal D) motivational appeal E) affective appeal

A) ingratiation

Political behaviors usually ________. A) lie outside of an individual's specified job requirements B) are counter-productive to individual goals C) are seen only in large organizations D) are frowned upon by organizational leaders E) are expected as part of each job requirement

A) lie outside of an individual's specified job requirements

Of the bases of power, research indicates that ________ power is most effective. A) personal B) coercive C) reward D) legitimate E) positional

A) personal

Marilyn is the department head for a large call center and is responsible for conducting quarterly performance evaluations on her employees. While a good portion of the evaluation is based on areas such as friendliness, punctuality, and customer ratings, roughly half of the appraisal is based on call volume and the conversion of callers to customers. An employee's evaluations are used to determine quarterly raises. Algemar and Nick both work for Marilyn. Marilyn feels that she is a mentor for Nick while she feels that she simply inherited Algemar from another department; thus, Marilyn sometimes strikes from Nick's call records customers who are extremely difficult or perhaps too set against buying the product. For the last quarter, Marilyn awarded Nick a raise while she did not award one to Algemar. Nick's accepting the raise based on his performance evaluation could best be described as ________. A) politicking B) unethical politicking C) identity management D) both A and C E) both B and C

A) politicking

________ power is based on the fear of the negative results from failing to comply. A) Legitimate B) Coercive C) Punitive D) Referent E) Abusive

B) Coercive

What is the relationship between unethical politicking and impression management? A) Unethical politicking is always the result of impression management. B) Impression management may be the motive for unethical politicking. C) Impression management usually causes someone to unethically politick. D) Unethical politicking and impression management go hand in hand. E) There is no relationship between unethical politicking and impression management

B) Impression management may be the motive for unethical politicking.

________ occurs when people within organizations use whatever influence they can to taint the facts to support their goals and interests. A) Legitimate political behavior B) Politicking C) Illegitimate political behavior D) Sabotage E) Whistle-blowing

B) Politicking

Which of the following influence tactics is considered a "harder" tactic that emphasizes formal power and incurs greater costs and risks? A) personal appeal B) coalition C) rational persuasion D) inspirational appeal E) consultation

B) coalition

Your colleagues at work are constantly talking about the vice-president in your region. He is perceived throughout the organization as a ruthless man who is not to be antagonized. It is necessary for you to bring him a report, and you are very nervous about having to deal with him. The vice president's major base of power seems to be ________. A) reward B) coercive C) referent D) expert E) personal

B) coercive

Which of the following power tactics is more effective when the audience is highly interested in the outcomes of a decision process? A) ingratiation B) consultation C) personal appeals D) exchange E) pressure

B) consultation

Reactive and protective behaviors designed to avoid action, blame, or change are termed ________. A) zero-sum approach B) defensive behaviors C) protectionism D) impression management E) shielding bias

B) defensive behaviors

Which of the following is a self-focused impression management technique? A) flattery B) enhancement C) apology D) excuses E) conformity

B) enhancement

Which of the following is most likely to help Jerrod earn higher performance evaluations? A) apologies B) ingratiation C) excuses D) buffing E) self-promotion

B) ingratiation

Celebrities are paid millions of dollars to endorse products in commercials because the advertisers believe the celebrities have ________ power. A) coercive B) referent C) expert D) legitimate E) reward

B) referent

John is good with numbers, but he wasn't sure what he wanted to study in college. During his senior year in high school he had a math teacher, Mr. Roury. John liked his teaching style and got interested in numbers. He also joined the Math Club to spend more time with Mr. Roury. As a result, John went on to study math and later engineering in college, and today tells his kids that he owes his career to Mr. Roury. Mr. Roury exhibited ________ power over John. A) positional B) referent C) coercive D) reward E) legitimate

B) referent

The opposite of coercive power is ________ power. A) referent B) reward C) legitimate D) charismatic E) expert

B) reward

A political map is useful for ________. A) selecting which candidate to support for office B) selecting which relationships can influence your career C) determining which policies should be in place D) all of the above E) none of the above

B) selecting which relationships can influence your career

Delray is about to sit down with his boss for his performance review. Which IM technique should Delray avoid using in the performance evaluation? A) ingratiation B) self-promotion C) flattery D) conformity E) rationalization

B) self-promotion

Which of the following is not considered to be a power tactic? A) consultation B) substitution C) rational persuasion D) ingratiation E) coalition

B) substitution

Marilyn is the department head for a large call center and is responsible for conducting quarterly performance evaluations on her employees. While a good portion of the evaluation is based on areas such as friendliness, punctuality, and customer ratings, roughly half of the appraisal is based on call volume and the conversion of callers to customers. An employee's evaluations are used to determine quarterly raises. Algemar and Nick both work for Marilyn. Marilyn feels that she is a mentor for Nick while she feels that she simply inherited Algemar from another department; thus, Marilyn sometimes strikes from Nick's call records customers who are extremely difficult or perhaps too set against buying the product. For the last quarter, Marilyn awarded Nick a raise while she did not award one to Algemar. Marilyn's awarding Nick a raise based on his evaluations could best be called ________. A) politicking B) unethical politicking C) identity management D) self-serving E) All are logical responses.

B) unethical politicking

Which of the following statements is true regarding power? A) A is said to have power over B if B controls something that A desires. B) The greater A's dependence on B, the greater A's power in the relationship. C) If A has the capacity to influence the behavior of B, then A is said to have power over B. D) A can have power over B only if A is B's leader. E) A can have power over B only when A and B have similar goals

C) If A has the capacity to influence the behavior of B, then A is said to have power over B.

Which of the following statements is true regarding effectiveness of power tactics in different countries? A) People from politically turbulent countries in the Middle East tend to be less willing to use aggressive political tactics in the workplace, than people from countries such as Great Britain or Switzerland. B) United States managers tend to evaluate "gentle persuasion" tactics such as consultation and inspirational appeal as less effective than their Chinese counterparts. C) In Israel, perception of organizational politics relates to decreased job satisfaction. D) In countries that are more politically unstable, employees seem to demonstrate lower tolerance of intense political processes in the workplace. E) Chinese managers prefer the influence tactic of rational persuasion.

C) In Israel, perception of organizational politics relates to decreased job satisfaction.

Which of the following statements is true regarding legitimate power? A) Legitimate power develops out of admiration of another and a desire to be like that person. B) Legitimate power comes from an individual's unique characteristics. C) Legitimate power is broader than the power to coerce and reward. D) Celebrities who endorse products in commercials wield legitimate power over people. E) Legitimate power is a type of personal power.

C) Legitimate power is broader than the power to coerce and reward.

________ power is based on identification with a person who has desirable resources or personal traits. A) Coercive B) Legitimate C) Referent D) Expert E) Reward

C) Referent

Which of the following organizational factors encourages political behavior? A) use of objective criteria in the appraisal B) using multiple outcomes to measure performance C) allowing significant time to pass between the time of an action and its appraisal D) avoiding the zero-sum approach for resource allocation E) ensuring role clarity

C) allowing significant time to pass between the time of an action and its appraisal

Which of the following power tactics can be used most effectively for exerting lateral influence? A) legitimacy B) inspirational appeal C) coalition D) ingratiation E) pressure

C) coalition

At the organizational level, if Jenn can dismiss, suspend, or demote Colby, assuming Colby values his or her job, Jenn has ________ power over Colby. A) reward B) legitimate C) coercive D) expert E) referent

C) coercive

Which of the five sources of power is most likely to negatively affect an employee's job satisfaction? A) reward B) legitimate C) coercive D) expert E) referent

C) coercive

Which of the following power tactics involves increasing the target's support by involving him or her in decision making? A) personal appeals B) exchange C) consultation D) ingratiation E) pressure

C) consultation

Leadership focuses on the ________. A) importance of lateral and upward influence patterns B) elimination of dependency in relationships C) downward influence of a leader on his or her followers D) ways to increase a leader's following E) resolution of conflicts among followers

C) downward influence of a leader on his or her followers

The power that the College Dean has been granted by the University over the faculty is referred to as ________ power. A) academic B) positional C) legitimate D) referent E) charismatic

C) legitimate

Which of the following types of power requires acceptance of the leader's authority by members of the organization? A) referent B) coercive C) legitimate D) expert E) charismatic

C) legitimate

Which of the following skills best represents the ability of people to influence others to enhance their own objectives? A) analytical skill B) critical thinking skill C) political skill D) reflective thinking skill E) cognitive skill

C) political skill

Those who are ________, ________, and ________ are most vulnerable to ethical lapses because they are likely to be able to get away with unethical practices. A) powerful; sinister; cunning B) quiet; methodical; persuasive C) powerful; articulate; persuasive D) quiet; articulate; persuasive E) powerful; articulate; cunning

C) powerful; articulate; persuasive

Vivian has not been handling one portion of her duties in a satisfactory manner. As a result, her manager threatens to withhold her promotion. Which power tactic is being used by Vivian's manager? A) exchange B) ingratiation C) pressure D) personal appeals E) inspirational appeals

C) pressure

Which of the following power tactics tends to backfire and is typically the least effective of the nine power tactics? A) coalitions B) exchange C) pressure D) rational persuasion E) consultation

C) pressure

James approaches his supervisor with data and a logical presentation supporting his request for additional personnel. Which of the following power tactics is used by James? A) consultation B) legitimacy C) rational persuasion D) inspirational appeal E) exchange

C) rational persuasion

If your superior tells you that she will offer you a raise provided you perform additional work beyond the requirements of your job, he/she is exercising ________ power. A) legitimate B) coercive C) reward D) personal E) reflective

C) reward

Legitimate power is based on ________ in the organization. A) the ability to provide rewards B) interpersonal trust C) structural position D) expert knowledge E) respect and admiration

C) structural position

Unlike leadership research, research on power tends to focus on ________. A) individual styles in using power B) strategies for goal attainment C) tactics for gaining compliance D) the administration of rewards E) gaining dependency

C) tactics for gaining compliance

Which of the following factors encourages politicking? A) clear performance evaluation systems B) role clarity C) zero-sum reward allocation practices D) increase in organizational resources E) low pressures for performance

C) zero-sum reward allocation practices

Which of the following would be an example of politicking? A) complimenting your supervisor on her new car B) stating that you were an NCAA athlete when you only played intramurals C) accepting a compliment for work you did not do D) All are examples of unethical politicking. E) None are examples of unethical politicking.

D) All are examples of unethical politicking.

Which of the following questions can aid in determining if someone is engaged in unethical politicking? A) What would be the point of politicking? B) Would politicking be worth the risk to the person? C) How are others being affected by this alleged politicking? D) Both A and B E) Both A and C

D) Both A and B

Which of the following statements is true regarding impression management (IM) techniques? A) During interviews, applicants appear to use ingratiation more than self-promotion. B) Ingratiation is negatively related to performance ratings. C) Those who self-promote receive higher performance evaluations. D) Ingratiation works well in interviews. E) Giving excuses is considered as an assertive IM technique.

D) Ingratiation works well in interviews.

Employees exhibiting which of the following traits are more likely to engage in political behavior? A) lack of sensitivity to social cues B) external locus of control C) low need for power D) Machiavellian personality E) low self-monitoring

D) Machiavellian personality

Diane is a powerful manager. How would she most likely deal with Jacob, a poor performer? A) She would reduce his workload. B) She would avoid him. C) She would compensate for his performance. D) She would encourage him to get training to improve. E) She would send him an email expressing her displeasure.

D) She would encourage him to get training to improve.

Evidence indicates people in different countries tend to prefer different power tactics. Chinese managers prefer ________. A) rational persuasion B) exchange C) ingratiation D) coalition E) inspirational appeals

D) coalition

Larry can assign Oliver work activities that Oliver finds unpleasant. Larry possesses ________ power over Oliver. A) reward B) expert C) legitimate D) coercive E) referent

D) coercive

Which of the following types of power is most likely to be negatively related to employee satisfaction and commitment? A) expert power B) reward power C) legitimate power D) coercive power E) referent power

D) coercive power

Jerrod is engaging in which of the following impression management techniques as far as his supervisor is concerned? A) enhancement B) self-promotion C) excuses D) conformity E) apologizing

D) conformity

Power is a function of ________. A) goal congruency B) realization C) inheritance D) dependency E) altruism

D) dependency

Most of us follow our doctor's advice because our doctor has ________ power. A) legitimate B) reward C) referent D) expert E) coercive

D) expert

Which of the following terms best represents a point of difference between power and leadership? A) control B) potential C) cognitive dissonance D) goal compatibility E) negative affect

D) goal compatibility

Joe comes to you with a request for funds for a project. He reminds you that company policy supports his position. He is using the tactic of ________. A) coalition B) consultation C) ingratiation D) legitimacy E) pressure

D) legitimacy

You know that the vice-president has the authority to accept or reject your report. This is part of his ________ power. A) reward B) coercive C) expert D) legitimate E) personal

D) legitimate

The two general groupings of power are ________. A) informational and personal B) formal and informal C) informal and legitimate D) personal and formal E) direct and indirect

D) personal and formal

When the power tactic of ________ works, it's generally downward only. A) exchange B) coalition C) ingratiation D) pressure E) legitimacy

D) pressure

Sally finds out that her salary is lower than her peers. She discusses this with her boss, showing him how her performance has increased company revenues. As a result, she gets a substantial raise. Which of the following power tactics did she use? A) pressure B) inspirational appeals C) exchange D) rational persuasion E) legitimacy

D) rational persuasion

Which of the following types of power can be categorized as personal power? A) coercive B) legitimate C) reward D) referent E) positional

D) referent

To avoid politicking during performance evaluations, an organization should ________. A) use subjective criteria B) use democratic decision making C) use a single outcome measure D) use objective criteria E) allow a long time lapse between the time of an action and its appraisal

D) use objective criteria

When considering how you can use power and politics in your own career, which questions should you ask yourself? A) What are my ambitions? B) Who has the power to help me get there? C) What is my relationship to these people? D) Both B and C E) All A, B and C

E) All A, B and C

Marilyn is the department head for a large call center and is responsible for conducting quarterly performance evaluations on her employees. While a good portion of the evaluation is based on areas such as friendliness, punctuality, and customer ratings, roughly half of the appraisal is based on call volume and the conversion of callers to customers. An employee's evaluations are used to determine quarterly raises. Algemar and Nick both work for Marilyn. Marilyn feels that she is a mentor for Nick while she feels that she simply inherited Algemar from another department; thus, Marilyn sometimes strikes from Nick's call records customers who are extremely difficult or perhaps too set against buying the product. For the last quarter, Marilyn awarded Nick a raise while she did not award one to Algemar. Marilyn's striking the difficult customers from Nick's record could most logically be called ________. A) politicking B) unethical politicking C) identity management D) self-serving E) All are logical responses.

E) All are logical responses.

Which of the following would be an example of unethical politicking? A) complimenting your supervisor on her new car B) stating that you were an NCAA athlete when you only played intramurals C) accepting a compliment for work you did not do D) All are examples of unethical politicking. E) Only B and C are examples of unethical politicking.

E) Only B and C are examples of unethical politicking.

________ is the only power tactic that is effective for exerting upward influence, downward influence, and lateral influence. A) Legitimacy B) Exchange C) Ingratiation D) Pressure E) Rational persuasion

E) Rational persuasion

For power to exist, one person must have control over ________. A) people B) property C) knowledge D) finances E) all of the above

E) all of the above

Your immediate supervisor is a nice person. He helps you solve your problems and gives valuable advice. You admire your supervisor and aspire to become like him. The power that your supervisor possesses over you is known as ________ power. A) transactional B) coercive C) expert D) reward E) referent

E) referent

Expert power develops out of admiration of another and a desire to be like that person.

False

Leadership focuses on the lateral and upward influence patterns.

False

Legitimate power is influence wielded as a result of expertise, special skill, or knowledge.

False

People especially likely to comply with hard power tactics tend to be intrinsically motivated.

False

People in individualistic countries tend to see power in social terms and as a legitimate means of helping others.

False

Personal power is based on an individual's position in an organization. It can come from the ability to coerce or reward, or from formal authority.

False

The more organizations use objective criteria in the appraisal, the greater the likelihood that an employee can get away with politicking.

False

The most important factor leading to politics within organizations is the realization that most of the "facts" used to allocate the limited resources are not open to interpretation.

False

You're more likely to be effective if you begin with "harder" tactics and move to "softer" tactics only if the harder tactics fail.

False

Employees who self-promote receive lower performance evaluations than employees who ingratiate.

True

Employees with an internal locus of control are more likely to engage in political behavior

True

Extraverts tend to be more influential in team-oriented organizations.

True

Power does not require goal compatibility

True

Rational persuasion is the only power tactic that is effective across all organizational levels

True

Unlike power, leadership requires a significant degree of goal compatibility.

True