Organizational Behavior CH.9

True or false: The sharing of resources, information, trust, and knowledge among those in a social network creates legitimate power.

False

Which contingency of power refers to the availability of alternatives?

substitutability

A professor refuses a student's request for an assignment extension, citing university policy indicating that late assignments are not accepted. Which influence tactic is the professor using?

Upward appeal

What two sources of power originate primarily from the power holder's own characteristics, rather than his or her position or role?

Referent Expert

Social network relationships in which resources are freely and frequently shared among members are known as ______ ties.

strong

People who feel empowered, and therefore have feelings of control and freedom from others' authority, tend to ______.

think more in terms of stereotypes

The type of influence that relies on someone with higher authority or expertise is ______.

upward appeal

George regularly tells his manager about his team's positive outcomes but seldom reports problems or mistakes. Which influence tactic is George using?

Information control

The quotation, "Flattery will get you everywhere," demonstrates the power of which influence tactic?

Ingratiation

Although one party in a relationship is dependent on the other, the dependent person also has some power over the power holder, known as ______ power.

countervailing

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

Mike is the "go-to guy" when anyone in the department has problems with the computerized inventory system. No matter what the problem is, Mike seems to be able to fix it. As a result, Mike has ______ power.

expert

Which of the following sources of power originates from the power holder's own characteristics?

expert power

People with centrality in social networks are able to influence others using ______ when they provide access to a resource to some people but not to others.

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

The ability to influence others by presenting facts, logical arguments, and emotional appeals is ______.

persuasion

In terms of managing social networks, which of the following would be good advice for organizational leaders?

Be aware of them as they are a source of power for organizational members.

A retail store has only one manager who is capable of opening the store. If she is late for work, none of the other employees can do their jobs, and potential sales are lost. The manager's position is an example of which contingency of power?

Centrality

Muriel feels like she has no input into the design projects assigned to her area because Garrett and Simone have direct contact with the manager and Muriel does not. Which contingency of power is frustrating Muriel?

Centrality

The power holder's importance based on the degree and nature of that person's interdependence with others describes which contingency of power?

Centrality

Which of the following statements is TRUE of countervailing power in organizational relationships?

Countervailing power is the weaker party's power to maintain the stronger party's continued participation in the relationship.

Ted is a ruthless competitor at work. He is determined to win at any cost, and if he has to lie, cheat, or manipulate others to get to the top, he will do so without hesitation because he believes the end justifies the means. Which of the following best describes Ted's approach?

Machiavellian values

Before Tyler was hired, Laura was the only employee with detailed knowledge of the computerized inventory system. Now that Tyler is equally familiar with the system, Laura has found that her level of expert power within the organization has decreased based on what contingency of power?

Substitutability

The conditions for the use of silent authority as an influence tactic include which two of the following?

The target person's role expectations The requester's legitimate power

Why are persuasion, impression management, and exchange called "soft" tactics?

They are based on personal sources of power.

The influence tactic that involves actively shaping our public image is ______.

impression management

Organizations can control conditions that lead to dysfunctional political activities by ______.

increasing available resources

Contingencies of power aimed at getting people to alter their beliefs, feelings, or activities are known as ______.

influence

Highly trusted power holders have a ________ zone of indifference.

larger

A persuasive communication strategy that warns listeners to be wary of others' future arguments is ______.

the inoculation effect

How does referent power increase in a social network?

through the norm of reciprocity

________ increases automatic rather than mindful thinking.

empowerment

Legitimate power is based on a person's ______.

formal job description

The capacity of a person, team, or organization to influence others is called ______.

power

An area between two or more dense social networks that lacks network ties is called a(n) ______.

structural hole

Persuasion works best for which of the following?

when media-rich communication channels are used

Which of the following best describes what power is?

An individual's capacity to influence another's behavior

What is the best description of influence?

Any behavior that attempts to alter someone's attitudes or behavior

Jorge is worried about losing his job because his supervisor checks and criticizes his work frequently. Which influence tactic is Jorge's boss using?

Assertiveness

The sales manager at a large car dealership tells his sales staff, "If you don't make your sales quota next month, you're history." What influence tactic is the manager using?

Assertiveness

In a show of solidarity to protest the firing of a favorite teacher and to try to convince the school to reinstate him, students at a high school walk out right after the first period bell rings. Which influence tactic are they attempting to use?

Coalition formation

In an effort to persuade management to offer vegetarian options in the cafeteria, Vanessa circulated a petition to be signed by employees in her division. Which type of influence tactic is Vanessa using?

Coalition formation

Which two of the following strategies would be appropriate if an organization wanted to minimize dysfunctional organizational politics?

Have leaders reinforce nonpolitical behavior through role-modeling Ensure that resource allocation decisions are simple and unambiguous

Tim's motto is, "clothes make the man." He always dresses well when he goes to the office because he is convinced that wearing expensive suits and ties gives him an aura of power. What influence tactic does this best describe?

Impression management

Which are considered soft influence tactics?

Impression management Persuasion Exchange

The sources of power that originate mostly from the person's formal position in the organization include which three of the following?

Legitimate power Reward power Coercive power

Lee convinces his friends to try a new restaurant by showing them glowing online user reviews. He is using which influence tactic?

Persuasion

Bryce's boss has asked him several times to submit monthly expense reports, but Bryce seems to forget more often than not. This is an example of which reaction to his boss's influence tactic?

Resistance

True or false: Weak ties with many people can be a stronger source of power in a social network than having strong ties with just a few people.

True

Which of the following is true as your betweenness in a network increases?

You have more control of the distribution of information to people on either side of you.

Guanxi is important to people in Asian cultures because it is ______.

a strategy for giving and receiving favors from others

Actively applying legitimate or coercive power to influence others is the influence tactic known as ______.

assertiveness

When resource allocation decisions are ________, organizational politics are more likely to occur.

based on complex and ambiguous rules

What are the three factors that determine your centrality in a social network?

betweenness, closeness, and degree centrality

Someone who connects two independent social networks and controls the information flow between them is called a ______.

broker

The power generated by resource sharing among members of a social network is called social ______.

capital

An important contingency of power in social networks that refers to where you are located in the network is ______.

centrality

Bill started with the company in the accounting department as a staff accountant nearly two years ago. Yesterday, after several moves within the organization, he was named vice president of accounting. Other employees, even those who had been with the company for years, said there was just something about Bill that made you like and trust him. He worked well with everyone, never threw others under the bus to further his own career and is described by coworkers and management as an all-around great guy. Bill's interpersonal attraction, known as ________, is associated with ________ power.

charisma; referent power

Kristi's boss in the accounting department initially rejected her proposal for a new budgeting process. So, Kristi spoke to and received support from the heads of two departments that would benefit from the proposed budgeting process. She also found support from several coworkers in the accounting department because they believed the new budgeting process would be simpler and fairer. When Kristi's boss realized that several key people supported the new budgeting system, he agreed to test it in a pilot project. What form of influence is Kristi mainly using here?

coalition formation

The ability of a manager to dock an employee's pay for coming in late is an example of ______ power.

coercive

When team members ostracize another member for not meeting team norms, they are using ______ power.

coercive

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 up together. Cesar has used soft influence tactics to develop ______.

commitment

Suzanne is the most productive salesperson in the store. Her manager wants to schedule her full-time but is afraid she will quit since she is a full-time student. Suzanne's power in this relationship is ______ power.

countervailing

Blindly following someone else's orders or instructions without questioning the legitimacy of that authority is known as ______.

deference to power

McKenna works in customer service by answering phones. One day, out of the blue, a manager from the product development department asks her to take his car to the car wash for him. Since the manager is friendly and exerts an air of authority, McKenna agrees to do it even though she does not work in his department. McKenna is demonstrating ______.

deference to power

Organizational politics can be minimized by which of the following actions?

encouraging leaders to become role models of organizational citizenship instead of symbols of successful organizational politicians

The application of extrinsic conditions, such as obligations and rewards, is associated with ______ influence tactics.

hard

Compared to people with less power, an individual who feels powerful is generally more likely to ______.

have less accurate perceptions

Mycah objects to the way her boss wants her to report monthly sales statistics. "I don't see why I have to do it that way," she complains. Her boss responds simply, "Because I'm the boss, that's why." Mycah's boss is displaying ______ power.

legitimate

The police officer who pulls you over for doing 72 MPH in a 55 MPH zone and issues you a speeding ticket is exercising ______ power.

legitimate

When people have the right to control information that others receive, they have a potent form of ________ power.

legitimate

Behaviors that others perceive as self-serving tactics at the expense of the organization and possibly contrary to the interests of the entire organization are known as ______.

organizational politics

Jenna overhears a co-worker, Liam, talking about his ideas for improving departmental efficiency. Jenna quickly writes up a proposal using Liam's ideas and submits it to her boss, thereby gaining her boss's favor. Jenna is engaging in ______.

organizational politics

A popular Gatorade commercial showing highlights of basketball superstar Michael Jordan and people trying to replicate his ability, along with voices singing the jingle, "I wanna be like Mike," best describes ______ power.

referent

The type of power associated with charisma is ______ power.

referent

________ occurs when people or work units oppose the behavior desired by the influencer.

resistance

At the completion of a long, arduous project during which her assistant put in long hours without complaint, Jilleen decides to give him a day off with pay. This is an example of ______ power.

reward

In the midst of a cold, snowy winter, Aileen desperately wants to attend the national sales conference in Hawaii and tries to convince her boss to approve her travel. In this situation, Aileen's boss has ______ power.

reward

People with expertise tend to have more influence using persuasion, whereas those with a strong legitimate power source are usually more successful applying which influence tactic?

silent authority

When a supervisor makes a request of an employee without negotiations, threats, or persuasion, and that employee complies, it is an example of ______.

silent authority

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

An example of ______ is when employees are replaced by technology to produce a product more cheaply.

substitutability

According to ________, a speaker can be more persuasive by warning the audience about potential opposing arguments.

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

Janeen taught a class for her colleague when he was ill last month. She now feels comfortable asking him to do the same for her. This is an example of ______.

the norm of reciprocity

Ralph helped Sandy to finish a project last week. Sandy is now helping Ralph with a difficult client. The sense of obligation Sandy feels to help Ralph in return is known as ______.

the norm of reciprocity

A new employee in the finance department of the Hogan Company prominently displays diplomas and past awards indicating his financial expertise. What contingency of power is this person trying to increase?

visibility