MGT 321 Quiz 12 (Final)

When a group of people actively pursue a particular issue, this is called a(an): network. consultation. coalition. alliance. lobbying group.

Coalition

Getting others to support your efforts to persuade someone is called: coalition tactics. consultation. exchange. legitimating tactics. ingratiation.

Coalition tactics

Alexa, a manager, explains to Harvey that if he is late to work one more time in the next six weeks he will be suspended without pay for a day. Alexa is exercising _______ power. expert coercion reward legitimate referent

Coercion

Which of the following statements about the effect of power is true? Expert power has a generally negative effect. Coercive power has a slightly negative effect. Referent power has a slightly positive effect. Reward power has a generally negative effect. Legitimate power has a slightly negative effect.

Coercive power has a slightly negative effect

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: hindrance. compliance. defiance. resistance. commitment.

Commitment

The best possible influence outcome is __________ because the target person's intrinsic motivation energizes good performance. commitment compliance defiance resistance hindrance

Commitment

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: hindrance. commitment. compliance. defiance. resistance

Compliance

Alexis, a customer service supervisor at ABC 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? Rational persuasion Personal appeals Consultation Ingratiation Coalition tactics

Consultation

Getting others to participate in planning, making decisions, and changes is known as using: consultation. ingratiation. exchange. legitimating tactics. coalition tactics.

Consultation

Which of the following is most likely to build commitment, as opposed to compliance or resistance? Consultation Coalition building Legitimizing Ingratiation Pressure

Consultation

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? Exchange Legitimating tactic Personal appeal Rational persuasion Consultation

Exchange

Jeff has been a project assistant for XYZ Corporation for five years. Recently he was asked to train Harriet, a new employee. He suggests to her that she use an Excel worksheet to lay out the projects she is currently working on, and she complies. He is using _______ power. legitimate coercion expert reward referent

Expert

You are a management consultant. During a training session you are conducting, a manager from XYZ Energy Corporation asks you to summarize the best research evidence on the impact of the five bases of power on job performance, job satisfaction, and turnover. Which of these would be a correct response? Legitimate power had stronger positive impact than expert power. Referent power had a weaker positive impact than legitimate power. Expert and referent power had a generally positive impact. Reward power had stronger positive impact than referent power. Coercive power had a positive impact on performance and a negative impact on satisfaction.

Expert and referent power had a generally positive impact

Which of the following statements about impression management is false? Ingratiation can improve your performance appraisal results. Too little impression management can cause you to be overlooked by your boss. Impression management is generally damaging to careers. Ingratiation can make your boss like you more. Too much impression management can get you labeled a "phony".

Impression management is generally damaging to careers

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? Inspirational appeal Ingratiation Consultation Rational persuasion Coalition tactic

Ingratiation

Dewey, a manager at the Busy Bee Restaurant, gives Alice her schedule for the next week. Alice knows she must follow that schedule. What kind of power is Dewey exercising? Coercion Referent Expert Legitimate Reward

Legitimate

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? Personal appeal Ingratiation Legitimating tactics Consultation Exchange

Legitimating tactics

__________ power tend to produce compliance. Negative legitimate, reward, and expert Positive legitimate, expert, and referent Positive legitimate, expert, and reward Negative legitimate, expert, and referent Negative legitimate, coercive, and reward

Negative legitimate, coercive and reward

Loose associations of people seeking social support for their general self-interests are called: political aggregations. project teams. coalitions. networks. alliances.

Networks

Which of the following is not a principle of persuasion? People tend to follow the lead of those most like themselves. People tend to resent and disrespect credible experts. People tend to like those who like them. People tend to do what they are personally committed to do. The belief in reciprocity is almost universal.

People tend to resent and disrespect credible experts

The type of influence a person exercises independent of his or her job or position is: reward power. political power. legitimate power. coercion power. personal power.

Personal power

The type of influence a person exercises because of the job he or she holds is: reward power. position power. referent power. political power. personal power.

Position power

_________ power tend to produce commitment. Positive legitimate, expert, and referent Negative legitimate, expert, and referent Negative legitimate, reward, and expert Negative legitimate, coercive, and reward Positive legitimate, expert, and reward

Positive legitimate, expert and referent

Therese is a charismatic person who is often able to get other employees to work late on special projects by being very friendly and fun to be around. She is exercising her ______ power. coercion legitimate reward expert referent

Referent

Professor Jones asks Professor Brown to cover class for her while she is out of town presenting a paper at a conference. They are good friends and work together effectively on several committees. Professor Brown not only covers the class, but develops a special lecture and exercise for the students. Professor Jones is using her _______ power and Professor Brown is ________. reward; committed referent; complying referent; committed reward; complying expert; complying

Referent; committed

A person who is passive-aggressive in reaction to another's influence attempt is exhibiting: commitment. resistance. rebellion. coercion. compliance.

Resistance

ABC Company purchases new safety glasses for its machine operators. Unfortunately, the equipment makes the operators very uncomfortable on hot days. Davey removes the equipment when the foreman is not around. This is an example of: citizenship. commitment. resistance. attribution. compliance.

Resistence

Hugh tried his best to convince Irene about a new business proposal, but Irene presented some good counterarguments and stalled the proposal. This is an example of: adherence. commitment. resistance. allegiance. compliance.

Resistence

In his annual performance review meeting with Eileen, who has been working at the company for two years, Ruben suggests that if she keeps up her good work she is likely to be offered a promotion within the next year. Ruben is exercising his _______ power. legitimate reward referent expert coercion

Reward

Individuals or organizations have _______ power if they can obtain compliance by promising or delivering positive reinforcement. reward expert coercion referent legitimate

Reward

John leads a team of 10 salespersons. He informs the team members that the first member to achieve the year's target will be sent on an all-expenses-paid holiday to the Grand Canyon National Park. John is demonstrating __________ power. expert reward referent coercive legitimate

Reward

____________ power tends to produce __________. Negative legitimate; commitment Reward; compliance Expert; compliance Positive legitimate; compliance Reward; commitment

Reward; compliance

Professor Smith promises Professor Davis that he will buy him dinner if Professor Davis covers class for him one day while Professor Smith is presenting a paper at a conference. Professor Davis agrees, although he is merely going to hand out an assignment to students and be available for questions if they have any. Professor Smith is using his _____ power and Professor Davis is _______. reward; complying reward; committed expert; complying referent; committed referent; complying

Reward; complying

To make a good first impression in an interaction with another, a person should do all but one of the following. Which one? Avoid bad moods Set a specific goal for your interaction Talk a lot about yourself Match your "ornaments" to your personality and intended message Be aware of your nonverbal behaviors

Talk a lot about yourself