BUAD309 Ch. 13

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

Which of the following power tactics would be considered a soft tactic? A) rational persuasion B) exchange C) coalition D) politicking E) pressure

A) rational persuasion

Which of the following statements is true with regard to the effectiveness of tactics? A) Soft tactics are less effective than hard tactics when used individually. B) The combination of a soft tactic with reasonable persuasion is more effective than a combination of two hard tactics. C) All tactics are equally effective with regard to upward influence. D) Individuals from collectivist cultures are typically more likely to use soft tactics that reflect personal power. E) Individuals from

B) The combination of soft tactic with reasonable persuasion is more effective than a combination of two hard tactics

Joanna Mills has recently been promoted to the position of a project manager at Palmer Inc., a software development firm. As a project manager, she now has the authority to delegate work, provide supervision and feedback, and monitor employee performance. Ever since her promotion, she has been preparing herself to guide her subordinates in different project activities. However, she feels that the employees do not proactively approach her for help. Which of the following, if true, would best explain this situation? A) Joanna has several years of experience in working on software programs. B) The sole criterion for Joanna's promotion was her effectiveness in meeting individual targets. C) Employees identify with Joanna because she successfully rose from the position of a programmer to that of a manager. D) The managers who promoted her believed that her approachable nature will be a key factor in improving team performance. E) The company follows a 360-degree performance evaluation system.

B) The sole criterion for Joanna's promotion was her effectiveness in meeting individual targets

The ________ 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

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

Levin and Co. is a group of oil refineries that has been in the news recently. The company had to stop production for over two weeks because their key supplier refused to sell them crude oil at the old prices. Even after rounds of negotiations, the supplier refused to give in to the demands of Levin and Co. and finally, the company had to acquire the raw material from the same supplier because alternative suppliers, though abundant, could not provide the quantities the company demanded at such short notice. This shows the role of ________ in increasing the power one enjoys. A) alternatives B) dependence C) abundance D) substitutability E) exchange

B) dependence

Rational persuasion is a power tactic that involves the use of ________. A) formal authority B) logical arguments and factual evidence C) emotions to target the values, needs, and hopes of the other party D) benefits or favors in exchange for following a request E) warnings, repeated demands, and threats

B) logical arguments and factual evidence

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.

Carl believes that he is lucky to be working under a manager like Mr. Parker — conscientious, flexible and easy to work with. It was Mr. Parker who helped Carl learn the demands of the job, gave him opportunities to learn from the mistakes he made, and always provided sound advice. Mr. Parker, who is in the field for over eighteen years, never made Carl feel like a novice and this only increased Carl's personal confidence in his work and his loyalty toward his manager. Carl, who is now doing very well on the job, aims to be a manager like Mr. Parker. From the scenario, which of the following conclusions can be drawn? A) Mr. Parker is an authoritarian manager. B) Carl has a low degree of trust propensity. C) Mr. Parker has a high degree of referent power. D) Mr. Parker engages in a lot of ingratiation. E) Mr. Parker exercises a high degree of coercive power.

C) Mr. Parker has a high degree of referent power

When the contract with one of their major suppliers was about to expire, the management of Pierre and Collins began seeking tenders from potential vendors. One of the top management executives, Todd Hughes, wanted the contract to go to a vendor he personally knew. In order to do so, he held separate discussions with two key members of the organization wherein he downplayed the potentials of the competing tenders and convinced them to support this offer. At the meeting to finalize a supplier, Todd and his supporters strongly supported the tender of the supplier they had chosen amongst themselves and convinced their CEO to hire this supplier despite the higher price quoted by him. Which of the following power tactics is being used here? A) ingratiation B) legitimacy C) coalition D) pressure E) inspirational appeals

C) coalition

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

In the last one week, May and Phyllis have been putting in extra hours at work so that the project assigned to them by their manager is completed well within time. Though the manager was due to assign two more people for this project, he had not done so. As a result, May and Phyllis, who were having to do double their routine workload, went and complained to the division manager. May was promptly suspended from work for complaining about her immediate supervisor. This represents the operation of ________ power. 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) legitimacy B) rational persuasion C) consultation D) ingratiation E) pressure

C) consultation

When the audience does not care about the outcomes, using a combination of ________ can help lessen negative reactions to the feeling that one is dictating outcomes. A) ingratiation and personal appeals B) pressure and exchange C) legitimacy and ingratiation D) exchange and rational persuasion E) inspirational appeals and consultation

C) legitimacy and ingratiation

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

Which of the following power tactics uses warnings and threats and is typically the least effective of all the power tactics? A) coalitions B) exchange C) pressure D) rational persuasion E) consultation

C) pressure

________ is the only tactic effective across organizational levels. A) Legitimacy B) Inspirational appeal C) Rational persuasion D) Ingratiation E) Pressure

C) rational persuasion

________ 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

________ power represents the compliance that is achieved based on the ability to distribute positive benefits that others view as valuable. A) Legitimate B) Coercive C) Reward D) Personal E) Reflective

C) reward

Legitimate power is directly based on ________. A) charisma of the leader B) interpersonal trust and commitment of the manager C) structural position of the manager in the organization D) personality traits of the manager E) ability of the manager to serve his subordinates

C) structural position of the manager in the organization

Research on power is likely to provide information on the most effective ________. A) leadership styles for motivating followers B) methods to reduce dependence on leaders C) tactics for gaining compliance of employees D) methods of rewarding successful employees E) modes of assessing employee performance

C) tactics for gaining compliance of employees

Which of the following is true with regard to leadership? A) It maximizes the importance of lateral and upward influence patterns. B) It eliminates the requirement of goal compatibility. C) It stimulates research in the area of tactics of influence. D) It focuses on downward influence on followers. E) It encourages dependence of followers on leaders.

D) It focuses on downward influence on followers

Which of the following is true with regard to bases of power? A) Coercive power involves an identification with and imitation of the person in power. B) Legitimate power is used by companies when they hire celebrities to promote their products. C) Expert and referent power are the two major types of formal power. D) The personal sources of power are most effective for increasing employee performance and satisfaction. E) Reward power is the most common and broad type of power seen in operation in organizations.

D) The personal sources of power are most effective for increasing employee performance and satisfaction

Will Paten was the manager of a team of twelve people in the marketing division of Palmer Inc. Will, who was working in the company for eleven years, was held in high regard and liked by all his colleagues and subordinates. However, Aaron and Abby, two of his subordinates, were noted for flouting his rules and directives frequently. They continued behaving in this manner even after Will had categorically requested them to refrain from upsetting the momentum of the team. Which of the following, if true, would best explain Aaron and Abby's continued noncompliance with Will's requests? A) The promotions and bonuses of the team members depended heavily on Will's performance ratings. B) The company had provided Will with additional duties and he was left with little time to ensure that his team members performed well. C) Will believed that since the job demands in marketing were ambiguous and ever-changing, a supportive approach to leadership would suffice. D) Will was uncomfortable exercising coercive measures to control employees. E) Will was considered an expert at analyzing market trends and making accurate projections about demand and revenue.

D) Will was uncomfortable exercising coercive measures to control employees

Which of the following power tactics would be considered a hard tactic? A) rational persuasion B) inspirational appeals C) personal appeals D) coalition E) consultation

D) coalition

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

Which of the following impression management techniques uses ingratiation? A) flattery B) exemplification C) enhancement D) conformity E) apologies

D) conformity

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

D) dependence

________ power is influence wielded as a result of proficiency, special skill, or knowledge. A) Legitimate B) Reward C) Referent D) Expert E) Coercive

D) expert

Power may be categorized as ________. A) informational and personal B) formal and informal C) informal and legitimate D) formal and personal E) direct and indirect

D) formal and personal

Which of the following is a differentiating factor between power and leadership? A) control B) influence C) ability D) goal compatibility E) negative affect

D) goal compatibility

Which of the following is a feature of power? A) lack of dependence of followers B) use of positive styles over negative tactics C) downward influence of leader on followers D) lack of goal compatibility between leaders and followers E) lack of control on behavior of followers

D) lack of goal compatibility between leaders and followers

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

As a regional sales officer, one of Brandon's job responsibilities is to process the yearly appraisal forms of his subordinates and provide them with increments, bonuses, or benefits based on their performance that year. This job responsibility directly reflects his ________. A) active power B) expert power C) referent power D) reward power E) coercive power

D) reward power

Recently, Curtis Gibson had an interview for the position of a senior manager at a transit service. At the interview, the interviewer made a passing remark about how policies can make or break the best economy in the world. Immediately, Curtis launched into a discussion of how true the interviewer was, substantiating his claim with stories from real economies around the world. Similarly, when the interviewer suggested that Curtis work the earlier shift because, if selected, he would have to commute a significant bit to reach work, Curtis vehemently agreed saying "you couldn't be more right." Which of the following impression management techniques is Curtis using? A) favors B) exemplification C) enhancement D) self-promotion E) conformity

E) conformity

Mike Ford is a senior accountant at Coleman and Co., which is a financial management company. Mike has wanted to be on the board of representatives of his company for a long time but the company stipulates a minimum number of years an employee must work at the organization before he makes it to the board. Mike is unwilling to work two more years to reach that stipulated experience and so he found a way to transgress this rule. He met up with one of the existing board members who was having problems accounting for allocated funds that went missing and offered to settle that for him in his department provided he nominate Mike to the board. Which of the following power tactics is being used here? A) ingratiation B) legitimacy C) inspirational appeals D) pressure E) exchange

E) exchange

Dependence would be low when ________. A) the goods have very few suppliers B) the goods have low accessibility C) the goods in question are scarce D) the products are important E) the goods have substitutes

E) the good have substitutes

At the PR firm where Gerald works, everyone considers him to be very good with his work and depends heavily on his knowledge to help the organization to solve its problems. Gerald is often seen teaching interns a simpler way to present an article, helping project managers with scheduling, and even the CEO often asks him for his opinion on important matter because of his experience and skill. Gerald's specialized knowledge depicts his ________. A) expert power B) coercive power C) legitimate power D) referent power E) reward power

a) expert power