Chapter 9

Persuasion works best Question options: A) through media-rich communication channels. B) when there is a clear profit motive for the persuader. C) when emotional appeals are not used. D) with highly intelligent audiences.

through media-rich communication channels. Generally, persuasion works best in face-to-face conversations and through media-rich channels.

People with high Machiavellian values tend to Question options: A) use more socially acceptable forms of power to influence others. B) stay away from organizations where politics is tolerated. C) place a lot of trust in their colleagues. D) use power to manipulate others toward their own personal goals.

use power to manipulate others toward their own personal goals.

________ involves explicitly manipulating others' access to critical work issues for the purpose of changing their attitudes and/or behavior. Question options: A) Ingratiation B) Information control C) Persuasion D) Assertiveness

Information control

Organizational politics may be reduced by Question options: A) encouraging leaders to become role models of organizational citizenship instead of symbols of successful organizational politicians. B) being more tolerant of employees who use political tactics to get what they want from the organization. C) cutting back resources available to organizational units. D) selecting employees with a high need for personalized power.

encouraging leaders to become role models of organizational citizenship instead of symbols of successful organizational politicians.

A new employee in the finance department of the Hogan Company prominently displays diplomas and past awards indicating his financial adeptness. What type of power is this employee most likely trying to attain? Question options: A) reward B) coercive C) legitimate D) expert

expert

________ literally refers to how much you are located between others in a network. Question options: A) Visibility B) Betweenness C) Degree centrality D) Closeness

Betweenness

Your quiz has been submitted successfully. Question 11 / 1 point ________ is the strongest outcome of influence, whereby people identify with the influencer's request and are highly motivated to implement it even when extrinsic sources of motivation are no longer present. Question options: A) Role modeling B) Commitment C) Compliance D) Organizational politics

Commitment

________ is the strongest outcome of influence, whereby people identify with the influencer's request and are highly motivated to implement it even when extrinsic sources of motivation are no longer present. Question options: A) Commitment B) Organizational politics C) Compliance D) Role modeling

Commitment

Which of the following statements is TRUE of power? Question options: A) Power requires asymmetric dependence in a relationship. B) Power exists only when one person has something of value for a second person, but the second person has nothing of value for the first person. C) Power is the actual practice of influencing others. D) Power exists only when the power holder is able to change someone's behavior.

Power requires asymmetric dependence in a relationship.

________ involves calling upon higher authority or expertise, or symbolically relying on these sources to support the influencer's position. Question options: A) Machiavellianism B) Assertiveness C) Ingratiation D) Upward appeal

Upward appeal

________ involves calling upon higher authority or expertise, or symbolically relying on these sources to support the influencer's position. Question options: A) Upward appeal B) Ingratiation C) Machiavellianism D) Assertiveness

Upward appeal

Your team is allocated a project involving a major client, the Beswick Company. Although the organization has many clients, this client, and project, is the largest source of revenue and affects the work of several other teams in the organization. The project requires continuous involvement with the client, so any problems with the client are immediately felt by others in the organization. Jamie, a member of your team, is the only person in the company with whom this client is willing to deal. It can be said that Jamie has Question options: A) a low degree of centrality. B) a high level of discretion. C) a low degree of substitutability. D) a high referent power.

a low degree of substitutability.

Persuasion, impression management, and exchange are called "soft" tactics because they Question options: A) are based on nonverbal communication. B) appeal to people's value system. C) lack strength. D) are based on personal sources of power.

are based on personal sources of power.

At DoubleTalk Inc., Jeremy, a supervisor, pushes his employees' performance by constantly checking their work and threatening them if they fail to keep their deadlines. After months of mistreatment, the employees get together and sign a letter to the human resources department to express their grievances. Which form of influence is Jeremy using? Question options: A) impression management B) assertiveness C) referent D) persuasion

assertiveness

Extreme forms of ________ include bullying, such as through explicit reminders of one's obligations and using threats of sanctions to force compliance. Question options: A) assertiveness B) coalition forming C) persuasion D) upward appeal

assertiveness

Organizational politics typically involves Question options: A) a conscious attempt to motivate others to work harder for the firm. B) helping other employees to fulfill their needs through organizational activities. C) an unconscious attempt to increase your own power. D) attempts to influence others to promote self-serving objectives.

attempts to influence others to promote self-serving objectives.

Organizational politics is more common where decisions are Question options: A) easy to understand. B) based on clearly defined principles. C) based on the brainstorming technique. D) based on complex and ambiguous rules.

based on complex and ambiguous rules.

In terms of managing social networks, organizational leaders should Question options: A) ignore them; they are irrelevant. B) forbid employees from engaging in them, as they damage the formal structure of the organization. C) be aware of them, as they reflect the real distribution of power. D) always manage and monitor them personally.

be aware of them, as they reflect the real distribution of power. Even if organizational leaders do not try to manage social networks, they need to be aware of them. People gain power in organizations by knowing what the social networks around them look like.

Your centrality in a social network is determined by your Question 1 options: A) closeness, discretion, and visibility. B) closeness, degree centrality, and visibility. C) betweenness, closeness, and degree centrality. D) betweenness, visibility, and discretion.

betweenness, closeness, and degree centrality.

Your centrality in a social network is determined by your Question options: A) closeness, degree centrality, and visibility. B) closeness, discretion, and visibility. C) betweenness, visibility, and discretion. D) betweenness, closeness, and degree centrality.

betweenness, closeness, and degree centrality.

Which contingency of power are unions mainly applying by going on strike at a critical time in the company's business cycle? Question options: A) absorption B) centrality C) visibility D) discretion

centrality Centrality refers to the degree and nature of interdependence between the power holder and others. If centrality is high, many people within the organization would be adversely affected by the strike, and they would be affected quickly.

Your importance in a social network is called your Question options: A) absorption. B) centrality. C) discretion D) visibility.

centrality.

Referent power is typically associated with Question options: A) power distance. B) uncertainty avoidance. C) charisma. D) reward systems.

charisma.

"Strong ties" are Question options: A) relationships a manager has with upper-level managers. B) close-knit relationships. C) acquaintances who are usually different from us. D) easier to form than "weak ties."

close-knit relationships.

At DoubleTalk Inc., Jeremy, a supervisor, pushes his employees' performance by constantly checking their work and threatening them if they fail to keep their deadlines. After months of mistreatment, the employees get together and sign a letter to the human resources department to express their grievances. What form of influence are the employees using? Question options: A) impression management B) silent authority C) assertiveness D) coalition formation

coalition formation

Kristi's boss in the accounting department initially rejected her proposal for a new budgeting process. So, Kristi spoke to and received support from the heads of two departments that would benefit from the proposed budgeting process. She also found support from several coworkers in the accounting department because they believed the new budgeting process would be simpler and fairer. When Kristi's boss realized that several key people supported the new budgeting system, he agreed to test it in a pilot project. What form of influence is Kristi mainly using here? Question options: A) impression management B) coalition formation C) information control D) assertiveness

coalition formation

Employees have ________, ranging from sarcasm to ostracism, to ensure that coworkers conform to team norms. Question options: A) reward power B) referent power C) coercive power D) legitimate power

coercive power

Employees have ________, ranging from sarcasm to ostracism, to ensure that coworkers conform to team norms. Question 2 options: A) referent power B) reward power C) legitimate power D) coercive power

coercive power Coercive power is the ability to apply punishment. Employees have coercive power, such as being sarcastic toward coworkers or threatening to ostracize them if they fail to conform to team norms.

In order to maintain the exchange relationship, the dependent party must have ________ over the dominant party. Question options: A) visibility B) countervailing power C) substitutability D) reverse dependence

countervailing power

Which of the following is NOT a source of power in a social network? Question options: A) referent power B) visibility C) information D) isolation

isolation

Which of the following is the most common form of influence in high power distance cultures? Question options: A) silent authority B) coalition formation C) assertiveness D) ingratiation

silent authority

The gap between two clusters in a network is called a Question options: A) structural hole. B) liaison. C) network breakdown. D) closeness break.

structural hole.

Betweenness gives power because the more of it you have, Question options: A) the more you control the distribution of information to people on either side of you. B) the more it increases your reward power. C) the shorter your paths to many people in the network. D) the fewer demands people make on you.

the more you control the distribution of information to people on either side of you.

Grace makes sure that she walks by her boss's office several times a day and tries to greet and make eye contact with her. She is trying to increase her Question options: A) discretion. B) visibility. C) absorption. D) centrality.

visibility.