OB 6301 CHAPTER 10
Which of the following are commonalities that can form social networks?
Common interests Physical proximity Kinship
What is the influence tactic that uses the promise of future benefits for the targeted person to get compliance with a request?
Exchange
________ is called a ________ influence tactic.
Exchange; soft
ABA Power and Influence: A Managerial Thrill Ride: Keep in mind you, as a Park Engineer, and Kevin both report to Selena. Which of the following is most likely your primary source of power?
Expert
Which of the following statements about power are true?
It exists when others believe you have power. It is the potential to change someone's attitudes.
Which of the following describes legitimate power?
It is agreed that people in certain roles can request certain behaviors of others.
ABA Power and Influence: A Managerial Thrill Ride: Based on your expertise, you are confident this is not operator assistant error and that the tracks are getting worse and worse. What influence tactic should you utilize?
Legitimating tactic
Willy is attempting to get promoted more quickly by taking credit for the work of others when presenting it to management. His behavior can be described as ______.
Machiavellian
ABA Power and Influence: A Managerial Thrill Ride: Which of the following would be an example of a legitimating tactic?
Providing Selena with Park Operating Regulations that provide a Park Engineer with authority to shut down a ride that is deemed unsafe by the engineer.
ABA Power and Influence: A Managerial Thrill Ride: What influence tactic should you utilize to overcome Selena and Kevin's objections?
Rational persuasion
________ are/is the goodwill and resulting resources shared among members in a social network.
Social capital
What are some benefits of having strong ties in contrast to weak ties?
They lead to better cooperation for favors. They provide greater social support. They offer more resources more quickly.
True or false: When describing the range of the zone of indifference, it is important to know that it increases with the level of trust in the person with legitimate authority.
True
Social networks are inherent in all organizations, yet they can create a formidable barrier to those who are excluded from those networks. An example of barriers formed by informal male social networks is ______.
a men's golf tournament
The definition of influence is ______.
any behavior that attempts to alter someone's attitudes or behavior
Actively applying legitimate or coercive power to influence others is ______.
assertiveness
Jorge is worried about losing his job because his supervisor frequently checks and corrects his work and has let him know that he needs to 'clean up his act' or face dismissal. Jorge's boss is using the influence tactic known as ______.
assertiveness
Organizational politics is more common when decisions are
based on complex and ambiguous rules
Employees can increase visibility by ______.
being located in central work areas
A disadvantage of social networks is that they ______.
can increase workplace discrimination
An important contingency of power in social networks that refers to where you are located in the network is ______.
centrality
The power holder's importance based on the degree and nature of that person's interdependence with others is ______.
centrality
Which contingency of power are unions applying by going on strike at a critical time in a company's business cycle?
centrality
Potential sources of power in an organization can generate power only in certain conditions. These contingencies include:
centrality visibility nonsubstitutability
George regularly shares positive outcomes by his work group with his manager while seldom reporting problems or mistakes. He is using the tactic of ______.
centrality to control information
What are the three consequences of influence tactics?
commitment, compliance, and resistance
Although one party in a relationship is dependent on the other, the dependent person also has some power known as ______ power.
countervailing
Organization A in Germany and Organization B in Japan may use a different influence tactic because of their ______.
cultural values
A factor in centrality in social networks that refers to the number of connections to others in the network is ______.
degree centrality
The number or percentage of connections you have to others in the network is called
degree centrality
The difference between hard and soft influence tactics is that ______.
hard tactics are based on position power
Jaime is the only one who is able to reprogram the robots needed for production of a key part. His power in the company is greater than his formal position based on ______.
nonsubstitutability
The ability to influence others by presenting facts, logical arguments, and emotional appeals is ______.
persuasion
The capacity of a person, team, or organization to influence others is the definition of
power
ABA Power and Influence: A Managerial Thrill Ride: Which of the following would be an example of rational persuasion?
providing Selena with a study of the Inferno's structure showing track misalignment.
Introducing clear rules for resource allocation is one way of
reducing organizational politics regarding that decision
The type of power that may be based on charisma is ______ power.
referent
The source of power in an organization based on a person's ability to decide pay, promotions, scheduling, and work assignments is ______ power.
reward
The sources of power that originate mostly from a person's formal position in an organization include ______ power.
reward legitimate coercive
Conditions that support organizational politics include ______.
scarce resources
When someone complies with a request because of the requester's legitimate power as well as the target person's role expectations, it is an example of ______.
silent authority
In social networks, the more people a person knows, the harder it is to form ________, which are close-knit relationships.
strong ties
An example of ______ is when employees are replaced by technology to produce a product more cheaply.
substitutability
A persuasive communication strategy that warns listeners to be wary of others' future arguments is ______.
the inoculation effect
Bill is selling vacuum cleaners and always explains to customers that the product he sells is more expensive than other brands but does a better job. This is an example of the persuasion tactic known as ______.
the inoculation effect
A personal characteristic that supports organizational politics through self-serving behaviors is ______.
the need for personal power
Rafael helped Sandy finish a project last week. Sandy is now helping Rafael with a difficult client. The sense of obligation Sandy felt to help Rafael in return is known as ______.
the norm of reciprocity
The conditions for the use of silent authority as an influence tactic include ______.
the target person's role expectations the requester's legitimate power
The range of activities an individual is willing to engage in at the direction of a person with legitimate authority is ______.
the zone of indifference
The advantage of having strong ties in social networks is that ______.
they offer resources more quickly and plentifully than weak ties
Relying on the authority of the firm's policies or values is an example of the influence tactic known as ______.
upward appeal
The type of influence that calls on someone with higher authority or expertise is ______.
upward appeal
A problem that telecommuters have in generating power is their lack of ______ because they are seldom seen in the office.
visibility
When doctors prominently display their diplomas and credentials on their office walls, they are using which power contingency?
visibility
Which of the following is most likely to encourage organizational politics?
A one-sentence announcement that there will be layoffs starting next week
Which of the following is an example of the influence tactic of forming coalitions?
Employees get together to show management that they collectively request that the company purchase new computer equipment.
Which of the following are ways to minimize organizational politics?
Encourage employee involvement. Have clear guidelines and rules.
True or false: Valuable expertise alone can make one powerful in an organization.
False
Riz wants to make some changes to the company break room policy, but he doesn't have the power to make those changes. He talks to others in his department and is able to persuade them to join his cause. Which of the following best explains what Riz has done?
He formed a coalition.
Selecting the most appropriate influence tactic depends on which of the following values?
Personal values Cultural values Organizational values
Lee has been able to convince his friends to see the movie he wants to see by explaining why they will all like it better and that the price is lower than the other choices. He is using which influence tactic?
Persuasion
The effectiveness of persuasion depends on ______.
characteristics of the persuader the audience being persuaded contents of the message
Attempts to influence people outside a group by pooling the resources and power of its members is the tactic known as ______.
coalition formation
When team members are sarcastic or ostracize another member for not meeting team norms, they are using ______ power.
coercive
Employees can use their ________ power by pressuring coworkers to conform to team norms.
coercive power
Because Cesar, the manager, persuaded Team Blue that extra effort will make a major contribution to the success of the company, Team Blue has been working hard to meet the goals they set with Cesar. Cesar has used soft influence tactics to develop ______.
commitment
Power requires ________, such as when Person A believes Person B controls a resource that will hinder or help erson A attain a goal.
dependence
An example of ______ as a contingency of power is the frequent complaint of middle managers that they have limited power to make decisions without approval from upper management.
discretion
The freedom to make decisions without referring to a specific rule or getting permission from someone with more authority is a contingency of power known as ______.
discretion
A personal source of power based on the possession of knowledge or skills valued by others is ______ power.
expert
James often seeks Isabel's help because she understands the capabilities of the tax program better than anyone else in the department, including their boss. Isabel has ______ power in this relationship.
expert
The ability to cope with uncertainty in the environment is an important source of ______ power.
expert
True or false: The sharing of resources, information, trust, and knowledge among those in a social network creates legitimate power.
false
Legitimate power is based on a person's ______.
formal job description
Impression management is often used to ______.
get ahead in the workplace develop a personal brand
The source of power for ______ influence tactics such as assertiveness is position power, while the source of power for ______ influence tactics such as persuasion is personal power.
hard, soft
Which of the following would be a predictor of political behavior in the workplace?
high Machiavellianism
The practice of actively shaping our public image is ______.
impression management
Power in motion, or any behavior designed to change someone's attitudes or behavior, is known as ______.
influence
People with centrality in social networks are able to influence others using ______.
information control
Flattering your boss, agreeing with your boss publicly, and asking your boss for advice are all examples of the influence tactic known as ______.
ingratiation
Kellyanne wants to move up the corporate ladder, so she makes sure to frequently and publicly compliment her manager. Kellyanne also tries to dress similarly to her boss and always agrees with her boss in meetings. Kellyanne is using an excessive form of ______.
ingratiation
Organizations can control conditions that lead to dysfunctional political activities by ______.
keeping employees well informed
An agreement among organizational members that people in certain roles can request a set of behaviors from others, such as a manager making requests of those she supervises, is known as ______ power.
legitimate
Assertiveness and silent authority are influence tactics that are based on ______ power.
legitimate
The strategy of developing a personal brand increases which power contingency?
nonsubstitutability
Dependence in an exchange relationship is asymmetric if ______.
one person controls a resource needed by the other
Genevieve has shown her manager new cost savings to convince him to change to a new supplier. She is using the influence tactic of ______.
persuasion
The type of power that originates within the person, that develops slowly, and is based on interpersonal skills is ______ power.
referent
John's supervisor, Jilleen, recognizes that he is working long hours and produces more than others by giving him extra time off. This is an example of ______.
reward power
The influence tactics most commonly used in organizations include ______.
silent authority information control assertiveness
The knowledge and other resources available to people or social units from a durable network that connects to others is ______.
social capital
Social structures of individuals or social units that are connected to each other through one or more forms of interdependence are known as ______.
social networks
The ability of a manager to punish an employee is ______ power.
coercive
Arturo is a highly motivated telecommuter who appreciates his supervisor's trust and works hard to achieve company goals. Arturo is demonstrating the outcome of the soft influence tactic known as ______.
commitment
What influence tactic relies on the norm of reciprocity?
exchange
Janeen taught a class for her colleague when he was ill last month. He now feels an obligation to do the same for her. This is an example of ______.
the norm of reciprocity
