Chapter 13
A moderate amount of _____ impression management is a necessity for _____ today. Answers: upward; top management diagonal; customers upward; the average employee downward; consultants upward; all employees
upward; the average employee Response Feedback: A moderate amount of upward impression management is a necessity for all employees today.
Social power is the ability to: A) marshal the human, informational, and material resources to get something done. B) use faster, more user-friendly methods of resolution, instead of traditional approaches. C) be expressive and self-enhancing, and the attempt to take excessive advantage of others. D) foster a structured debate of opposing viewpoints prior to making a decision. E) encourage and facilitate friendships via social events.
A) marshal the human, informational, and material resources to get something done. Feedback: Learning Objective: 13-02 Topic: Social Power and Empowerment Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 344 Explanation: Social power is defined as "the ability to marshal the human, informational, and material resources to get something done."
Which of the following factors influences participative management? A) Employees' competence B) Commitment to work C) Interpersonal contact D) Level of power E) Degree of responsibility
A) Employees' competence Feedback: Learning Objective: 13-03 Topic: Social Power and Empowerment Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 349 Page: 350 Explanation: The design of work, the level of trust between management and employees, and the employees' competence and readiness to participate represent three factors that influence the effectiveness of participative management.
Organizational politics or political maneuvering is triggered primarily by: A) uncertainty. B) clear measures of performance. C) well-defined decision processes. D) lack of change. E) clear organizational objectives.
A) uncertainty. Feedback: Learning Objective: 13-04 Topic: Organizational Politics and Impression Management Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 351 Explanation: Organizational politics is triggered primarily by uncertainty. Five common sources of uncertainty within organizations are: unclear objectives, vague performance measures, ill-defined decision processes, strong individual or group competition, and any type of change.
As operations head, Nick is implementing pay-for-performance and positive reinforcement programs at ValueTech Center. Nick is attempting to exploit which power? Answers: Coercive Expert Referent Reward Legitimate
Reward Response Feedback: Pay-for-performance plans and positive reinforcement practices attempt to exploit reward power.
_____ encompasses speech, behavior, and appearance; it often strays into questionable, if not unethical, territory. A) Participative management B) Impression management C) Empowering leadership D) Influence sharing E) Scapegoating
B) Impression management Feedback: Learning Objective: 13-05 Topic: Organizational Politics and Impression Management Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 354 Explanation: Impression management encompasses speech, behavior, and appearance; it often strays into questionable, if not unethical, territory.
Research concerning the relative effectiveness of influence tactics indicates that _____ increases the likelihood of executives being recommended to sit on boards of directors. A) legitimating tactics B) ingratiation C) coalition tactics D) pressure E) downward influence
B) ingratiation Feedback: Learning Objective: 13-01 Topic: Influencing and Persuading Others Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 342 Explanation: According to research, subtle flattery and agreeing with the other person's opinion (both forms of ingratiation) were shown to increase the likelihood of executives being recommended to sit on boards of directors.
Which of the following influence tactics is most effective at building commitment? A) Using legitimating tactics B) Using coalition tactics C) Rational persuasion D) Personal appeals E) Pressure
C) Rational persuasion Feedback: Learning Objective: 13-01 Topic: Influencing and Persuading Others Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 340 Explanation: Research initiated by David Kipnis and his colleagues reveals how people influence each other in organizations. The Kipnis methodology involved asking employees how they managed to get their bosses, co-workers, and subordinates to do what they wanted them to do. Statistical refinements and replications by other researchers eventually yielded nine influence tactics. Amongst the nine tactics identified, rational persuasion was most effective at building commitment in the workplace.
Dwayne is known as a serial entrepreneur because of his passion for developing multiple business ventures. Once the businesses start generating profits, he sells them to the highest bidder. He is said to be wielding _____ power. A) reward B) referent C) expert D) legitimate E) coercive
C) expert Feedback: Learning Objective: 13-02 Topic: Social Power and Empowerment Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 345 Explanation: An individual who has valued knowledge or information has expert power over others who need the know-how.
As a manager, if Sharon wants to steer clear of using "hard" influence tactics, which of the following should she avoid? Answers: Inspirational appeals Coalition tactics Personal appeals Ingratiation Rational persuasion
Coalition tactics Response Feedback: Exchange, coalition, pressure, and legitimating tactics are called "hard" tactics because they involve more overt pressure than "soft" tactics.
According to research, which of the following power bases have a slightly negative effect on work outcomes such as performance, satisfaction, and turnover? Answers: Expert power Reward power Legitimate power Referent power Coercive power
Coercive power Response Feedback: According to researchers, coercive power have a slightly negative effect on work outcomes.
Which of the following statements about employee empowerment is true? A) Almost all employees' are similar in terms of how much empowerment they desire. B) All employees show a need for responsibility and freedom. C) Employees who feel empowered provide the same quality of service as those who do not feel empowered. D) Employee empowerment is not a zero-sum situation where one person's gain is another's loss. E) It is important that employees see empowerment as an either-or proposition.
D) Employee empowerment is not a zero-sum situation where one person's gain is another's loss. Feedback: Learning Objective: 13-03 Topic: Social Power and Empowerment Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 348 Explanation: Employees interpret empowerment in terms how much personal responsibility and control over their work they experience. Some employees like to have responsibility and freedom, while others do not. Power is not a zero-sum situation where one person's gain is another's loss. Empowerment should be seen as a matter of degree, not as an either-or proposition.
Which of the following statements about the different levels of political action in organizations is true? A) Coalitions are loose associations of individuals seeking social support for their general self-interests. B) Networks pivot on specific issues. C) Politically, networks are issue-oriented. D) Politically, coalitions are people-oriented. E) Networks have broader and longer-term agendas than do coalitions.
E) Networks have broader and longer-term agendas than do coalitions. Feedback: Learning Objective: 13-04 Topic: Organizational Politics and Impression Management Blooms: Understand AACSB: Reflective Thinking Level of Difficulty: Hard Page: 353 Explanation: Unlike coalitions, which pivot on specific issues, networks are loose associations of individuals seeking social support for their general self-interests. Politically, networks are people-oriented, while coalitions are issue-oriented. Networks have broader and longer-term agendas than do coalitions.
Getting someone in a good mood prior to making a request by using praise, flattery, or humor is called: A) a personal appeal. B) an exchange. C) a legitimating tactic. D) rational persuasion. E) ingratiation.
E) ingratiation. Feedback: Learning Objective: 13-01 Topic: Influencing and Persuading Others Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 340 Explanation: Ingratiation is the process of getting someone in a good mood prior to making a request by using praise, flattery or humor.
Freya is trying to convince Angela, her superior, with reason, logic, and facts about why her approach to implementing the new sales plan should be used. Freya is using which of the following influence tactics? Answers: Inspirational appeal Ingratiation Pressure Consultation Rational persuasion
Rational persuasion Response Feedback: Rational persuasion involves using reason, logic, or facts to try and convince someone.
According to researchers, the three possible outcomes of an influence attempt are: Answers: respect, fear, and denial. friendship, trust, and interest. commitment, compliance, and resistance. promotion, transfer, and demotion. satisfaction, turnover, and dissatisfaction.
commitment, compliance, and resistance. Response Feedback: According to researchers, an influence attempt has three possible outcomes: commitment, compliance, and resistance.
A political coalition: Answers: consists of a group of individuals pursuing a single issue. always coincides with formal membership. has a very clear structure and is permanent. involves cooperative pursuit of general self-interests. is a weak force in the organization.
consists of a group of individuals pursuing a single issue. Response Feedback: A coalition is an informal group bound together by the active pursuit of a single issue.
A meta-analysis on keeping organizational politics in check revealed that perceptions of organizational politics were negatively associated with: Answers: Correct job satisfaction. job stress. intentions to quit. job dissatisfaction. low wages.
job satisfaction. Response Feedback: A meta-analysis revealed that perceptions of organizational politics were negatively associated with job satisfaction and organizational commitment, and positively related to job stress and intentions to quit.
A favorable upward impression management tactic can be: Answers: interest-focused, nature-focused, or issue-focused. coalition-focused, people-focused, or network-focused. plan-focused, objective-focused, or politics-focused. Issue-focused, individual-focused, or network-focused. job-focused, supervisor-focused, or self-focused.
job-focused, supervisor-focused, or self-focused. Response Feedback: Favorable upward impression management tactics can be job-focused, supervisor-focused, and self-focused.
According to research, _____ is (are) the least commonly used means of social influence in the workplace. Answers: exchange ingratiation consultation legitimating tactics personal appeals
legitimating tactics Response Feedback: According to research on the nine influence tactics and ranked in diminishing order of use in the workplace, legitimating tactics are the least commonly used.
Edgar is a police officer. He extorts protection money from storeowners on behalf of the local Mafia. He is using: Answers: coercive power. expert power. referent power. negative legitimate power. reward power.
negative legitimate power. Response Feedback: Negative legitimate power tends to be threatening and demeaning to those being influenced. Its main purpose is to build the power holder's ego.
A belief that people should be paid back for their positive and negative acts is part of the _____ principle identified by Cialdini. Answers: reciprocity social power expert power empowerment coalition
reciprocity Response Feedback: The belief that both good and bad deeds should be repaid in kind is a part of the reciprocity principle identified by Cialdini.
Celebrities like Michael Jackson and Kurt Cobain had a huge fan following. Due to this following, they can be said to have _____ power over the masses. Answers: expert legitimate referent coercive reward
referent Response Feedback: Referent power comes into play when one's personal characteristics become the reason for compliance.
At Micro Systems, a firm of 40 employees, only 5 percent of them are eligible for a 5-star rating in their performance evaluation. This entitles them to additional privileges and use of the company club free of cost for a quarter. The company is using the principle of _____ to influence their employees. Answers: reciprocity consistency social proof scarcity authority
scarcity Response Feedback: According to Cialdini's principle of scarcity, people want items, information, and opportunities that have limited availability.
A moral apology is warranted when: Answers: one leader offends another. the follower of an organization offends another member of the organization. a follower of an institution offends an external party. followers cannot forgive or forget. there is a genuine regret for a wrongdoing that was committed.
there is a genuine regret for a wrongdoing that was committed. Response Feedback: A moral apology is warranted when there is a genuine regret for a wrongdoing that was committed. Refer: Table 13-2
