Leadership Ch6
75) The outcome is called resistance when the target person is willing to carry out a request but is apathetic rather than enthusiastic about it and will make only a minimal effort.
Answer: FALSE
79) The type of power MOST likely to enhance the effectiveness of exchange is referent power.
Answer: FALSE
87) When relying on referent power as a source of influence, it is important to ensure that the target person understands how important a request is for you.
Answer: TRUE
45) ________ power is invoked by a threat or warning that the target person will suffer undesirable consequences for noncompliance with a request, rule, or policy. A) Legitimate B) Coercive C) Expert D) Referent
B) Coercive
A leader's ________ power over subordinates is based on authority over punishments, which varies greatly across different types of organizations. A) reward B) coercive C) referent D) expert
B) coercive
53) With ________, the target person is not convinced that the decision or action is the best thing to do or even that it will be effective for accomplishing its purpose. A) commitment B) compliance C) resistance D) defiance
B) compliance
8) Which statement about institutionalization in organizations is MOST accurate? A) It describes how subunits with unique expertise gain power in organizations. B) It facilitates an organization's adaptation to a changing environment. C) It describes how power is used to enhance or protect that power. D) It demonstrates why political tactics are unnecessary to maintain power.
C) It describes how power is used to enhance or protect that power.
22) Managers usually have much more reward power over ________. A) subordinates than over peers B) peers than over subordinates C) superiors than over subordinates D) superiors than over peers
A) subordinates than over peers
34) ________ theory explains how some organizational subunits gain or lose power to influence important decisions such as determination of the organization's competitive strategy and the allocation of resources to subunits and activities. A) Social exchange B) Strategic contingencies C) Institutionalization of power D) Information power
B) Strategic contingencies
9) Explaining why a proposed activity would be good for the target person is an example of which tactic? A) rational persuasion B) apprising C) exchange D) collaboration
B) apprising
6) Use of legitimate power by leaders is MOST likely to result in which outcome? A) resistance B) compliance C) commitment D) confusion
B) compliance
26) ________ power is derived from a target person's strong feelings of affection, admiration, and loyalty toward the agent. A) Reward B) Coercive C) Referent D) Expert
C) Referent
32) Power ________. A) is a static condition B) changes over time C) does not vary with conditions D) cannot be altered by the actions of individuals
B) changes over time
5) Which of the following is NOT an example of resistance to an influence attempt? A) Carry out the request with only the minimum necessary effort. B) Delay taking action to see if the agent is serious about the request. C) Tell the agent why you are too busy now to carry out the request. D) Appeal to a higher authority to rescind or change the request.
A) Carry out the request with only the minimum necessary effort.
51) ________ tactics are intended to influence people to like the agent or to have a favorable evaluation of the agent. A) Impression management B) Political C) Proactive D) Rational persuasion
A) Impression management
61) ________ persuasion is more likely to be used when the agent has expert power that includes the knowledge to explain why a request is important and feasible. A) Rational B) Pressure C) Legitimating D) Exchange
A) Rational
20) ________ power is the perception by the target person that an agent can provide important resources and remunerations desired by the target person. A) Reward B) Referent C) Expert D) Legitimate
A) Reward
55) Which of the following proactive tactics is LEAST likely to improve the agent-target relationship? A) ingratiation B) collaboration C) apprising D) exchange
D) exchange
38) Studies on the consequences of leader power ________. A) are conclusive B) indicate that effective leaders have more expert and referent power than less effective leaders C) suggest that effective leaders rely on their position power more than their personal power D) reveal that possessing position power yields no benefits for a leader
B) indicate that effective leaders have more expert and referent power than less effective leaders
67) Saying that you are in a difficult situation and would really appreciate the person's help is an example of which tactic? A) ingratiation B) personal appeal C) pressure D) exchange
B) personal appeal
4) Referent power is MOST likely to result in which type of influence process? A) internalization B) personal identification C) instrumental compliance D) collective identification
B) personal identification
17) Personal power includes ________. A) potential influence derived from legitimate authority to make important decisions B) potential influence derived from agent expertise and friendship with the target person C) control over the use of resources and access to information D) control over the use of rewards and punishments
B) potential influence derived from agent expertise and friendship with the target person
57) Rational persuasion is ________. A) an inflexible tactic B) unlikely to be effective if the agent and target have incompatible objectives C) effective even when the agent lacks expertise and credibility D) not very useful when the target person share's the agent's objective
B) unlikely to be effective if the agent and target have incompatible objectives
39) Which statement is NOT true? A) Too much position power may be as detrimental as too little. B) Personal power is immune to misuse. C) In general, a leader should have a significant amount of position power. D) Personal power resists erosion, even when a leader acts contrary to the interests of followers.
B) Personal power is immune to misuse.
50) The type of behavior used intentionally to influence the attitudes and behavior of another person is usually called ________. A) role modeling B) compliance C) an influence tactic D) scope of authority
C) an influence tactic
52) Which of the following is NOT an example of a political tactic? A) influencing the agenda for meetings to include your issues B) influencing decision makers to use criteria that will bias decisions in your favor C) changing the procedures used for a current task D) selecting decision makers who will promote and defend your interests
C) changing the procedures used for a current task
35) Which of the following is NOT one of the three factors upon which the power of a subunit depends, according to strategic contingencies theory? A) the extent to which the subunit's expertise is unique rather than substitutable B) expertise in coping with important problems C) demonstrated competency and contribution to the attainment of shared objectives D) centrality of the subunit within the workflow
C) demonstrated competency and contribution to the attainment of shared objectives
40) Which of the following is NOT a way that leaders can facilitate reciprocal influence? A) encouraging subordinates to participate in making important decisions B) fostering and rewarding innovation C) dictating how things will be done D) empowering subordinates to discover better ways of doing things
C) dictating how things will be done
44) In order to foster a more satisfying relationship in terms of mutual loyalty and friendship, rewards should be ________. A) used as impersonal incentives B) be mechanically distributed C) purely economic transactions between leader and agent D) more symbolic and recognize accomplishments
B) be mechanically distributed
43) When the agent offers to give the target person a reward for carrying out a request or performing a task, it is called a(n) ________ tactic. A) personal appeal B) pressure C) exchange D) ingratiation
C) exchange
Which two kinds of power have been found to be related most strongly to leader effectiveness in motivating subordinates? A) expert and legitimate power B) reward and referent power C) expert and referent power D) reward and expert power
C) expert and referent power
41) With ________ power, authority is usually exercised with a request, order, or instruction that is communicated orally or in writing. A) reward B) coercive C) legitimate D) referent
C) legitimate
16) Strong expert power is MOST likely to enhance the effectiveness of which tactic? A) inspirational appeals B) consultation C) rational persuasion D) legitimating
C) rational persuasion
54) Refusing to carry out a request and trying to persuade the agent to withdraw or change are associated with ________. A) commitment B) compliance C) resistance D) enthusiasm
C) resistance
33) Innovation ________. A) by a leader is a win-win situation B) that is successful will lead to credit for subordinates, not the leader C) that fails will result in loss of status for a leader D) is accepted but not expected of leaders
C) that fails will result in loss of status for a leader
66) Most of the tactics used for proactive influence attempts ________. A) cannot be used to resist a request made by a boss\ B) can be used to modify a request made by a subordinate C) should never be used with clients D) may be used to resist or modify a request, but only if the same form of the tactic is used
B) can be used to modify a request made by a subordinate
12) Which influence tactic is used more often in attempts to influence superiors than in attempts to influence subordinates? A) pressure B) coalition C) exchange D) legitimating
B) coalition
25) Over the last two centuries, there has been a general decline in use of ________ power by most types of leaders. A) reward B) coercive C) referent D) expert
B) coercive
31) All of the following are negative consequences of a subordinate having control over operating information EXCEPT ________. A) magnifying one's accomplishments B) covering up mistakes C) interpreting complex analyses of operating information D) exaggerating the amount of expertise and resources needed to do one's work
B) covering up mistakes
13) Which influence tactic is MOST likely to result in target commitment? A) consultation B) exchange C) personal appeal D) ingratiation
A) consultation
15) Which influence tactic is MOST dependent on the agent's reward power? A) rational persuasion B) legitimating C) exchange D) apprising
C) exchange
19) ________ power is based on formal authority, and it involves the rights, prerogatives, obligations, and duties associated with a particular position in an organization. A) Reward B) Referent C) Expert D) Legitimate
D) Legitimate
49) What is role modeling? A) A well-liked person sets an example of proper behavior. B) An agent clearly expresses how important a request is. C) A person provides evidence supporting a proposal. D) An agent makes an explicit threat for failing to do what the agent wants.
A) A well-liked person sets an example of proper behavior.
71) Instrumental compliance is a type of influence process where the target person imitates the agent's behavior or adopts the same attitudes to please the agent and to be like the agent.
Answer: FALSE
73) In general, research findings indicate that effective leaders rely on their position power more than on their personal power.
Answer: FALSE
80) Explaining how a person's career may be helped by doing a task for you is called an exchange tactic.
Answer: FALSE
81) In large organizations, the effectiveness of managers depends on influence over superiors and peers, but not influence over subordinates.
Answer: FALSE
10) Which influence tactic is used MOST frequently in organizations? A) consultation B) rational persuasion C) exchange D) pressure
B) rational persuasion
64) If two or more different tactics are combined, ________. A) an influence attempt will fail B) an influence attempt is less likely to be successful C) an influence attempt is more likely to succeed D) the results of an influence attempt are not affected by the compatibility of the chosen tactics
C) an influence attempt is more likely to succeed
27) Referent power ________. A) is an important source of influence over subordinates, but not peers or superiors B) has no limitations C) may lead to a target feeling exploited, if requests are extreme D) can cause a target to do things the agent is perceived to want, even without being asked
C) may lead to a target feeling exploited, if requests are extreme
63) Which of the following is NOT one of the core tactics? A) rational persuasion B) consultation C) pressure D) apprising
C) pressure
84) A polite request is less effective than an arrogant demand, because it does not emphasize a status gap or imply target dependence on the agent.
Answer: FALSE
46) In work organizations, which of the following would be the LEAST appropriate use of coercion? A) deterring subordinates from engaging in illegal activities B) keeping subordinates from violating safety rules C) urging subordinates to find new and innovative ways of getting things done D) preventing subordinates from committing reckless acts that endanger others
C) urging subordinates to find new and innovative ways of getting things done
69) Which of the following is an example of the coalition tactic? A) mentioning the names of others who endorse a proposal when asking the person to support it B) pointing out that your request is consistent with a prior agreement C) keep asking the person in a persistent way to say yes to a request D) saying that there is nobody more qualified to do a task
A) mentioning the names of others who endorse a proposal when asking the person to support it
28) Task-relevant knowledge and skill ________. A) are not major sources of personal power in organizations B) provide a potential influence over subordinates and peers, but not superiors C) grant the same power to the agent regardless of how important a problem is to the target D) must be recognized as expertise by the target in order to endow power to the agent
D) must be recognized as expertise by the target in order to endow power to the agent
3) Control over access to information is a source of power over ________. A) subordinates B) subordinates and peers C) peers and superiors D) peers, superiors, and subordinates
D) peers, superiors, and subordinates
11) Which tactic is more likely to be used in a follow-up influence attempt than in an initial influence attempt? A) ingratiation B) consultation C) personal appeal D) pressure
D) pressure
88) Rational persuasion is a flexible tactic that can be used for most influence attempts and target persons.
Answer: TRUE
59) ________ usually involves an impersonal trade of unrelated benefits, whereas ________ usually involves a joint effort to accomplish the same task. A) Collaboration; exchange B) Exchange; collaboration C) Ingratiation; exchange D) Exchange; ingratiation
B) Exchange; collaboration
37) Which statement about a powerful subunit is NOT true? A) It can get its members appointed to key leadership positions. B) It cannot influence key decisions indirectly. C) It is often able to use its power to maintain a dominant position even after its expertise is no longer critical to the organization. D) It can promote its objectives directly.
B) It cannot influence key decisions indirectly.
70) Asking for suggestions on how to improve a tentative proposal is an example of which core tactic? A) consultation B) inspirational appeal C) rational persuasion D) apprising
A) consultation
14) Which influence tactic is LEAST likely to result in target commitment? A) exchange B) rational persuasion C) collaboration D) inspirational appeals
A) exchange
56) A(n) ________ appeal is an attempt to develop enthusiasm and commitment by arousing strong emotions and linking a request or proposal to a person's needs, values, hopes, and ideals. A) inspirational B) apprising C) personal D) consultation
A) inspirational
42) Exercising legitimate power by using a polite request ________. A) is especially important for people sensitive about status differentials B) implies that you should plead C) means appearing apologetic about the request D) is less effective than an arrogant demand
A) is especially important for people sensitive about status differentials
30) All of the following are ways that an agent tries to protect expert power EXCEPT ________. A) permanently solving a problem B) keeping procedures shrouded in mystery C) using technical jargon to make a task seem more complex D) destroying alternate sources of information about task procedures
A) permanently solving a problem
18) The most general way to classify power sources is the distinction between ________. A) position power and personal power B) legitimate power and illegitimate power C) reward power and coercive power D) referent power and expert power
A) position power and personal power
23) Subordinates usually have ________ their leader's reputation and prospects for a pay increase. A) some indirect influence over B) some formal mechanism to affect C) unlimited reward power for D) no ability to impact
A) some indirect influence over
47) When an agent clearly has much more relevant expertise than target persons, ________. A) the effects of the expert power will be automatic B) explanations will be required to support a request C) the proposal's adoption relies on supporting evidence D) prior successes in dealing with such problems should be described
A) the effects of the expert power will be automatic
86) Using coercion is more likely to result in commitment than compliance.
Answer: FALSE
89) Proactive influence tactics are always needed in an influence attempt.
Answer: FALSE
90) It is not feasible for a manager to use more than one direct influence tactic at the same time or in a sequence.
Answer: FALSE
72) Using political tactics to increase power or protect existing power sources is called institutionalization of power.
Answer: TRUE
74) When using coercive power it is sometimes important to establish credibility by demonstrating the will and ability to cause unpleasant consequences for the target person.
Answer: TRUE
76) For influence attempts that address simple, routine requests, compliance may be all that is necessary to accomplish the agent's task objectives.
Answer: TRUE
77) Political tactics are used to influence how important decisions are made in an organization.
Answer: TRUE
78) Ingratiation is used more for initial requests than for follow-up attempts.
Answer: TRUE
82) Power is a dynamic variable that changes as conditions change.
Answer: TRUE
83) The most general way to classify power sources is the distinction between position power and personal power.
Answer: TRUE
85) Even when the conditions are favorable for using rewards, they seldom motivate someone to put forth extra effort beyond what is required to complete the task and get the reward.
Answer: TRUE
48) Referent power ultimately depends on the agent's ________. A) seniority within the organization B) expertise and skills C) past accomplishments D) character and integrity
D) character and integrity
62) An agent with strong ________ power may be more successful in gaining compliance with a simple request, even though no pressure or exchange tactics are used. A) legitimate B) expert C) referent D) coercive
D) coercive
7) The status and influence accorded an emergent leader depends primarily on the leader's ________. A) social popularity among the members B) control over rewards desired by group members C) seniority among group members D) demonstrated competence and loyalty
D) demonstrated competence and loyalty
36) Success in solving important problems is a source of ________ power for subunits, just as it is for individuals. A) referent B) information C) reward D) expert
D) expert
60) Giving compliments, doing unsolicited favors, acting deferential and respectful, and acting especially friendly and helpful before making a request are examples of ________. A) pressure B) collaboration C) apprising D) ingratiation
D) ingratiation
58) The exchange tactic ________. A) involves explicit but not implicit offers to reward a person for doing what is requested B) is likely to be effective even if the target person doesn't think the agent is able to provide the promised benefit and can be trusted to actually deliver it C) is more likely to be used in influence attempts with bosses than subordinates and peers D) is especially appropriate for a request that offers no important benefits for the target person and would involve considerable effort and inconvenience
D) is especially appropriate for a request that offers no important benefits for the target person and would involve considerable effort and inconvenience
68) Explaining that your request is consistent with office rules and policies is an example of the ________ tactic. A) apprising B) pressure C) coalition D) legitimating
D) legitimating
65) Which type of influence attempt is LEAST likely to be effective? A) rational persuasion B) inspirational appeal C) apprising D) legitimating tactic
D) legitimating tactic
29) Which is the MOST important evidence of expertise? A) displaying diplomas B) attending workshops C) winning awards D) making good decisions
D) making good decisions
21) Reward power depends ________. A) only on a manager's actual control over resources and rewards B) only on the target person's perception that the agent has the capacity and willingness to provide promised rewards C) on both a manager's actual control and the target's perception of that control, with the actual control being more important D) on both a manager's actual control and the target's perception of that control, with the target's perception being more important
D) on both a manager's actual control and the target's perception of that control, with the target's perception being more important
1) What kind of power is dependent upon friendship and trust? A) affiliation power B) dyadic power C) expert power D) referent power
D) referent power
