ORGL 3311 comp 3 pretest

People's tendencies to behave consistently with social norms is

conformity

In his influential book, How to Make Friends and Influence People, Dale Carnegie recommends which of the following actions in order to increase your referent power?

All the above

Informal social networks serve which of the following important functions?

Allowing individuals access to diverse skill sets

The influence tactic that works most effectively in organizations that value democratic decision making is

Consultation

The ability to influence the behavior of others to get what you want is

Power

The college organization president spoke to her members noting that the organization needed monetary donations to reach their goals. She cited numerous reasons why the money was needed and encouraged all members to call alumni members of the group for such donations. She suggested that the group members remind the alumni of the organization's importance and their ties to that group. John dislikes asking anyone for money and decided not to make the calls. John is responding to the president's influence tactics with

Resistance

Managers at a pharmaceutical research and development firm have checkbooks that they carry around with them as they monitor their subordinates. If a manager notes outstanding behavior by a subordinate, they can write the high-level performer a check on the spot. This is an example of the manager's ___________ power.

Reward

The ability to grant an increase in pay, a perk, or an attractive job assignment is ___________ power.

Reward

Political behaviors in organizations include which of the following?

all of the above

Downward influence is best achieved through

an inspiring vision

People who connect one network to another within the company or even across organizations are

boundary spanners

The ability to attract others, win their admiration, and hold them spellbound is

charisma

In countries with high power distance

decisions are sometimes based on loyalty, not performance

The ability to influence those in positions lower than yours is

downward influence

If employees think that their organization is overly driven by politics

employees perform worse on their jobs.?? employees have lower job satisfaction, but are no less committed to the organization.?manybe not

Giving students a free mug, t-shirt, or blanket just for getting their names on a mailing list at an organization is an example of the ____________ influence tactic. Research suggests individuals try to repay what has been given them.

exchange

Power that comes from knowledge and skill is

expert power

Research suggests which of the following is an outcome of impression management?

higher performance ratings

Attempting to get others to do what we want is

influence

Access to specific knowledge or skills is _______________ power

information

The Teach for America representative faced the group of college students and asked, "Do you want to make a difference in this world? Do you want to give back for all the good things you have had happen to you over your lifetime? Do you want to help a child have a chance, a chance like yours? Then, won't you consider giving just nine months of your life to make a difference? Consider joining me and thousands of your peers in leading this country in a new direction by taking part in Teach for America." The representative is using the _______________ influence tactic.

inspirational appeal

Coercive power

is the ability to take something away or punish someone for noncompliance.

A professor assigns grades due to _________ power.

legitimate

Al Dunlap was recognized as a turnaround artist for firms experiencing financial and performance difficulties. When Dunlap arrived at a firm, downsizing usually followed. Dunlap received the nickname, "Chainsaw Al" due to his cost-cutting abilities. When Dunlap arrived at a firm he would recommend major restructuring and though they were not supportive of his tactics, his managers implemented his plan. Dunlap had ___________ power.

legitimate

Power that comes from one's organizational role or position is

legitimate power.

A number of weight loss products advertised on television feature doctors who note the safety and effectiveness of the product. This approach to convincing viewers to purchase the product is an example of the _______________ influence tactic.

legitimating

Getting a person to enter an employee assistance program for a substance abuse problem as a condition of keeping their job is an example of using the ____________ influence tactic.

pressure

Professor Lamb is a fabulous speaker-funny, topical, and very knowledgeable about his subject. His classes are always filled as soon as they open for scheduling and the waiting list to get into them is long. Students never miss his class and they highly recommend him to their friends. Graduate students want to study with him to learn his techniques. Professor Lamb has ___________ power.

referent

Referent Power

stems from the personal characteristics of the person such as the degree to which we respect and want to be like them.

Research on the direction of influence and the effectiveness of various influence techniques indicates

the better the quality of relationship between the subordinate and supervisor, the more positively resistance to influence techniques are seen.