MGMT Chapter 16 SmartBook
List the steps in a plan to influence others, starting with the first step at the top.
1. set a goal and know what you want to achieve 2. identify the person(s) who can help you achieve that goal 3. determine whether you need compliance or commitment from the person 4. decide on a base power and influence tactic that will realistically be available to you 5. describe how you will apply the bases of power and tactics you chose
inspirational appeals
Appealing to others' emotions, ideals, or values
Reciprocity
Both good and bad deeds will be repaid in kind
Network Level
Cooperative pursuit of general self-interests
What techniques can individuals use to develop power and influence?
Develop referent power Match influence and political tactics to suit the situation Use position and personal power.
How can managers use their power to supercharge the performance of those they manage?
Empower employees to make sound decisions.
consistency
Get a personal commitment
Individual Level
Individual pursuit of general self-interests
Commonly used influence tactics include which of the following?
Ingratiation Consultation Rational persuasion Inspirational appeals
What are some of the perceptions that people have about organizational politics?
It decreases job satisfaction It decreases organizational commitment It increases job stress.
Robert Cialdini's research identified six principles for influencing people. What ideas were these principles based on?
People have fundamental responses to influence attempts. If your efforts align with the fundamental responses, your influence increases.
authority
People respect credible experts
When working in a virtual environment, how can people reduce ambiguity? (Check all that apply.)
Provide examples Create accountability Share information
social proof
Role models and peer pressure build influence
When you use power or influence, how might others respond to your wishes?
They may comply. They may commit. They may resist.
Which of the following are reasons why it is important to assign blame correctly? (Check all that apply.)
To keep your influence intact To influence your behavior in the future
True or false: Perceptions of politics (POP) have been linked to undesirable outcomes such as increased stress and decreased job satisfaction.
True
Liking
Use informal conversations to learn about others; offer sincere and timely praise and recognition
Which of the following are practical and effective ways for managers to use their power?
Use your power only when necessary. Apply a larger variety of influence and political tactics. Develop sources of personal power.
Impression management encompasses which of the following?
behavior appearance speech
Which of the following are ways to increase the relative effectiveness of influence tactics? (Check all that apply.)
being trustworthy being credible
meaning
belief that your goals align with your team and management
The three blaming styles researchers found in people from a large variety of industries include
blaming oneself denying blame blaming others
How do virtual teams overcome the ambiguity created by a lack of face-to-face interaction?
by sharing information
When someone you are attempting to influence not only joins your cause, but works at it even harder than you do, it is:
commitment
When someone reacts to an attempt to influence them by doing just the bare minimum to get by, it is:
compliance
Step 3 in the creation of an influence plan involves deciding what you want or need from the person you hope to influence. What are the two possible choices?
compliance commitment
Which of the core influence tactics are most effective at building commitment?
consultation inspirational appeals rational persuasion
Coalition Level
cooperative pursuit of group interests in specific issues
The management practice that enhances employee performance, well-being, and positive attitudes is __________.
empowerment
Which of the following are the forms of power you possess independent of your job or position in an organization? (Check all that apply.)
expert power referent power
impact at work
feeling that your efforts make a difference and affect the organization
What type of political action is pursued at the individual level?
general self-interests
Any attempt to control or manipulate the images related to a person, organization, or idea is ______________ ________________.
impression management
Any attempt to control or manipulate the images related to a person, organization, or idea is:
impression management
Dressing for success is a political tactic also known as ______.
impression management
Conscious efforts to affect and change a specific behavior in others are:
influence tactics
Organizational politics is defined as
intentional actions to improve individual or organizational interests
consultation
involving others in planning and making decisions about changes
Elements of structural empowerment that are inputs to psychological empowerment include:
job characteristics practices policies
Managers who obtain compliance primarily because of their formal authority to make decisions use ____________ _____________.
legitimate power
Managers who obtain compliance primarily because of their formal authority to make decisions use:
legitimate power
When Jamie, who is Lindsay's boss, says to drop everything and get the report done on time, Jamie is using:
legitimate power
The forms of power associated with one's job or position in an organization are referred to as position power and include:
legitimate power reward power coercive power
Employees who are psychologically empowered feel a sense of:
meaning competence self-determination
Which of the following are structural empowerment inputs that contribute to feelings of psychological empowerment?
organizational policies job characteristics
Intentional acts of influence to enhance or protect the self-interest of individuals or groups that are not endorsed or aligned with those of the organization are known as:
organizational politics
scarcity
people want information and opportunities that are hard to get
Empowerment tends to improve an employee's
performance organizational commitment job satisfaction
competence
personal evaluation of your ability to do your job
Intentional acts of influence to enhance or protect the self-interest of individuals or groups that are not endorsed or aligned with those of the organization are known as organizational _______________.
politics
The ability to marshal human, informational, and other resources to get something done is:
power
The discretion and the means to enforce one's will over others is called ___________.
power
When employees feel a sense of meaning, competence, and impact at work, it is because they are ___________ _____________
psychologically empowered
personal appeals
referring to friendship and loyalty when making a request
Individuals or organizations that obtain compliance by promising or granting rewards use _________ __________.
reward power
Individuals or organizations that obtain compliance by promising or granting rewards use which base of power?
reward power
A commonly used political tactic in organizations is blowing your own horn while not recognizing the accomplishments of others. This is known as:
self-promotion
Self-determination
sense that you have control over your work and its outcomes
The transfer of authority and responsibilities from management to employees is called _________________ _________________.
structural empowerment
Which of the following helps transfer authority and responsibilities from management to employees?
structural empowerment
What are ill-defined decision processes likely to trigger in organizations?
uncertainty
rational persuasion
using logic, reason, or facts to convince another
ingratiation
using praise, flattery, humor, or helpfulness before making a request
Political maneuvering in organizations is triggered by uncertainty most often caused by:
vague performance measures unclear objectives strong group competition
