OB Chapter 12

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

A

If you are strong at ___________, your employees are likely to think that it is right to follow your lead. A. political tactics B. impression management C. influence management D. coalition building E. consultation

B

A(n) ________ is a group of people actively pursuing a particular issue. A. coalition B. consultation C. network D. alliance E. lobbying group

A

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 A. resistance. B. citizenship. C. compliance. D. commitment. E. attribution.

A

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? A. legitimating tactics B. exchange C. personal appeal D. ingratiation E. consultation

A

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. A. reward B. coercion C. referent D. legitimate E. expert

A

Meghan resents Tom's promotion to sale manager. She knows she has performed as well as Tom and feels that his promotion was not deserved. She doesn't verbally express this, but when Tom runs a meeting, she doesn't participate or contribute. Rather, she looks at her phone or out the window.This passive-aggressive reaction to Tom's influence attempt reflects Meghan's A. resistance. B. rebellion. C. compliance. D. commitment. E. coercion.

A

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

A

To have more effective meetings, managers should A. experiment with the numbers and frequencies of meetings held. B. allow meetings to go longer than scheduled; schedules are only guidelines. C. create a general agenda showing just the time, date, and place of the meeting. D. insist that only problems be fully discussed, and possible solutions aired at later meetings. E. set general goals for each meeting.

A

What type of power tends to produce commitment? A. positive legitimate, expert, and referent B. negative legitimate, expert, and referent C. negative legitimate, coercive, and reward D. negative legitimate, reward, and expert E. positive legitimate, expert, and reward

A

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

A

You own your own management consulting firm. At a recent seminar, the owner of a local supermarket chain asks you to help him differentiate between a coalition and a network. Which of the following would be a correct response? A. Networks are people-oriented. B. Coalitions have longer-term agendas. C. Coalitions involve the pursuit of general self-interests. D. Coalitions always coincide with formal group membership. E. Networks revolve around specific issues.

A

______ is the feeling that your efforts make a difference and affect the organization. A. Impact B. Meaning C. Self-determination D. Competence E. Significance

A

______ is(are) conscious efforts to affect and change a specific behavior in others. A. Influence tactics B. Political tactics C. Impression management D. Power sharing E. Influence sharing

A

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. A. reward B. coercion C. referent D. legitimate E. expert

B

Many former executives of Eastern Health Insurance and Green Bay Healthcare have become high-level government employees in the U.S. Department of Health and Human Services. The goal of this ______ has been questioned by a number of people. A. coalition B. network C. alliance D. political aggregation E. project team

B

Noreen is extremely happy to be working at QBiz. They are a socially conscious, community-focused company. Noreen knows that her goals align with those of her manager, team, and employer. Noreen has ________ in relation to her company. A. impact B. meaning C. self-determination D. competence E. significance

B

Of the following, ________ is the least frequently used influence tactic. A. personal appeals B. pressure C. inspirational appeals D. coalition tactics E. exchange

B

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 ________. A. reward; committed B. reward; complying C. referent; committed D. referent; complying E. expert; complying

B

The ability to make threats or deliver punishment gives an individual or organization _______ power. A. reward B. coercion C. referent D. legitimate E. expert

B

Using ______ is a way of getting others to participate in planning, making decisions, and changes. A. ingratiation B. consultation C. exchange D. coalition tactics E. legitimating tactics

B

When psychologically empowered, an employee feels all of the following except A. self-determination. B. agreeableness. C. meaning. D. competence. E. impact at work.

B

Which of the following is a "hard" influence tactic? A. consultation B. legitimating tactics C. ingratiation D. personal appeals E. rational persuasion

B

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

B

_______ is the ability to marshal resources to get things done. A. Politics B. Power C. Networking D. Coalition-building E. Empowerment

B

_________ power tends to produce _________. A. Negative legitimate; commitment B. Reward; compliance C. Positive legitimate; compliance D. Reward; commitment E. Expert; compliance

B

Compliance can be a result of __________ power. A. positive legitimate, expert, and referent B. negative legitimate, expert, and referent C. negative legitimate, coercive, and reward D. negative legitimate, reward, and expert E. positive legitimate, expert, and reward

C

Grace's overriding goal is to increase productivity and competitiveness in her company. She is willing to take her time because she knows that _____ is a matter of degree, not an either-or proposition. A. domination B. consultation C. empowerment D. delegation E. growth

C

John leads a team of 10 salespersons. He informs the team 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. A. referent B. legitimate C. reward D. coercive E. expert

C

Maxine spends almost one day every week just managing e-mail and at least another two days a week in meetings. She clearly needs help to accomplish all of her responsibilities. To do this will necessitate _______ and _______ empowerment. A. reinforcement; expectancy B. equity; job C. structural; psychological D. expert; coercive E. legitimate; reward

C

Meg manages a small nonprofit group that assists abused women. Recently Sarah, one of her employees, notices that Meg has been more focused on getting good press for herself than for the women that she helps. Meg wants to position herself to win the Personal Service Award from the mayor of their community. Sarah thinks they should work towards positioning their group for additional funding. In this case, political tactics that counter Meg's interests will likely A. harm the organization. B. cause the organization to restructure. C. benefit the organization. D. harm both Meg and the organization. E. help both Meg and the organization.

C

Of the following, the most frequently used influence tactic is A. personal appeals. B. pressure. C. rational persuasion. D. coalition tactics. E. exchange.

C

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 ________. A. reward; committed B. reward; complying C. referent; committed D. referent; complying E. expert; complying

C

Psychological empowerment is related to A. the job characteristics model. B. equity theory. C. self-efficacy. D. personality theory. E. political tactics.

C

The highest degree of empowerment is A. authoritarian power. B. power sharing. C. power distribution. D. influence sharing. E. structural.

C

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. A. reward B. coercion C. referent D. legitimate E. expert

C

To make a good first impression in an interaction with another, a person should do all of the following except A. avoid bad moods. B. match your "ornaments" to your personality and intended message. C. talk a lot about yourself. D. set a specific goal for your interaction. E. be aware of your nonverbal behaviors.

C

_______ power comes into play when one's personal characteristics and social relationships become the reason for compliance. A. Reward B. Coercion C. Referent D. Legitimate E. Expert

C

__________ are intentional acts of influence to enhance or protect the self-interest of individuals or groups that are not endorsed by or aligned with those of the organization. A. Influence tactics B. Coalition tactics C. Organizational politics D. Political tactics E. Organizational citizenship behaviors

C

___________ power tends to produce __________. A. Positive legitimate; resistance B. Reward; commitment C. Expert; commitment D. Referent; compliance E. Legitimate negative; commitment

C

"Carolyn, you are the best facilitator we have. Can you help me to create a discussion guide for my focus group?" This is a soft influence tactic, known as A. exchange. B. coalition tactics. C. legitimating tactics. D. ingratiation. E. pressure.

D

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 pounds 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? A. rational persuasion B. coalition tactic C. inspirational appeal D. ingratiation E. consultation

D

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? A. reward B. coercion C. referent D. legitimate E. expert

D

George has persuaded most of his department to support a cancer run this spring. He really wants to get Nathan on board since Nathan frequently runs in marathons. George asks Terry, Sandy, and Marvin to "work on Nathan." This is using ______ to get others to support your efforts to persuade someone. A. ingratiation B. consultation C. exchange D. coalition tactics E. legitimating tactics

D

Hugh tries his best to convince Irene about a new business proposal, but Irene presents some good counterarguments and stalls the proposal. This is an example of A. compliance. B. adherence. C. allegiance. D. resistance. E. commitment.

D

In power distribution, the manager adopts the _____ style. A. domination B. consultation C. participation D. delegation E. laissez-faire

D

The critical aspect of organizational politics is the emphasis on A. self-efficacy. B. bases of power. C. political tactics. D. self-interest. E. personality.

D

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

D

You are a management consultant. During a training session, 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? A. Reward power has a stronger positive impact than referent power. B. Legitimate power has a stronger positive impact than expert power. C. Referent power has a weaker positive impact than legitimate power. D. Expert and referent powers have a generally positive impact. E. Coercive power has a positive impact on performance and a negative impact on satisfaction.

D

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 just as he is heading 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? A. rational persuasion B. legitimating tactic C. personal appeal D. exchange E. consultation

D

______ power is the basis of power that most people think of as authority. A. Reward B. Coercion C. Referent D. Legitimate E. Expert

D

______ power is the type of influence a person exercises independent of his or her job or position. A. Reward B. Coercion C. Legitimate D. Personal E. Political

D

________ is your personal evaluation of your ability to do your job. A. Impact B. Meaning C. Self-determination D. Competence E. Significance

D

_________ is(are) the efforts to enhance employee performance, well-being, and positive attitudes. A. Organizational citizenship behavior B. Positive organizational behavior C. Organizational politics D. Empowerment E. Organization development

D

__________ is most likely to build commitment, as opposed to compliance or resistance. A. Pressure B. Coalition building C. Legitimizing D. Consultation E. Ingratiation

D

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? A. ingratiation B. personal appeals C. rational persuasion D. coalition tactics E. consultation

E

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 A. resistance. B. defiance. C. hindrance. D. compliance. E. commitment.

E

Fred always announces his decisions at weekly staff meetings. He doesn't waste time asking for employee input because he already knows what he wants to do. This reflects ________, the lowest level of empowerment. A. power sharing B. influence sharing C. power distribution D. influence distribution E. authoritarian power

E

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

E

Marcy grudgingly agrees to Herb's proposal and needs a lot of prodding to satisfy the minimum requirements. Marcy is exhibiting A. hindrance. B. defiance. C. commitment. D. resistance. E. compliance.

E

Using _________ basing a request on explicit or implied support from superiors. A. ingratiation B. consultation C. exchange D. coalition tactics E. legitimating tactics

E

Which of the following would necessarily require an apology? A. A leader has offended another. B. A follower has offended another organizational member. C. A follower has offended an external party. D. A wrongdoing is genuinely regretted. E. An organization has criticized another organization.

E

You are a management consultant. An executive from Swell Systems asks you to present a workshop on empowerment to her managers. Which of the following ideas should you include? A. Power can be handed to employees who are not prepared without any ill effects. B. Power is a zero-sum situation where one person's gain is another's loss. C. Social power is limited and requires win-win thinking. D. Authoritarian managers have win-win thinking about employee empowerment. E. Empowerment is a matter of degree, not an either-or proportion.

E

______ power is the type of influence a person exercises because of the job he or she holds. A. Reward B. Personal C. Political D. Referent E. Position

E

________ is when you try to build enthusiasm by appealing to others' emotions, ideals, or values. A. Ingratiation B. Consultation C. Exchange D. A coalition tactic E. An inspirational appeal

E