BA350 Ch.13

Which political tactic entails befriending powerful people or starting small subgroups to promote specific aims?

building coalitions

If a subunit's work can be outsourced, that unit's power

decreases

Which of the following does NOT contribute to the leadership motive pattern?

high need for achievement

Which political tactic entails the use of "spin doctors" to project a desirable image?

image building

Which term refers to the process of portraying a desired image or attitude to control the impression others form of us?

impression management

____________ refers to going along in order to get ahead.

inaction

Which term reflects how people translate their power to affect the behavior of others?

influence tactics

____ power is derived from control over access to valuable data.

informational

The use of humor may contribute to which influence tactic?

ingratiation

Which influence tactic entails flattering or praising someone to put them in a good mood or to make them more likely to want to help?

ingratiation

Which influence tactic is seen as more credible when used early rather than after other influence attempts have failed?

ingratiation

Which influence tactic entails appealing to someone's aspirations, values, and ideals to gain her commitment or increasing people's confidence that they can do something in order to increase motivation?

inspirational appeals

In general, how do leaders exercise legitimate power?

issuing formal requests

Which of the following is NOT a way that managers can enhance expert power?

keeping experiences and accomplishments private

____ power is granted by virtue of one's position in the organization.

legitimate

Which influence tactic entails enhancing one's formal authority to make a certain request by referring to rules, precedents, or official documents?

legitimating

Which influence tactic should be used early if you expect doubts about the validity of your request?

legitimating

Techniques of political behavior include all of the following EXCEPT

leveraging technology

When resources become scarce, it causes power differences across subunits to

magnify

A guideline for using legitimate power is

making requests politely but confidently

Which of the following is NOT a "tell" that someone is using impression management?

more hand gesturing

David McClelland found that the primary driver of a leader's performance was the leader's

need for power

What term refers to making informal or formal appeals to organizational superiors for intervention?

upward appeal

Which political tactic entails using "neutral" third parties who are actually paid and directed by someone, or otherwise predisposed to act in her favor?

using outside experts

Because the effects of referent and expert power rely on the employee's internal motivation and voluntary compliance, they are

always appropriate

Which of the following recommendations would NOT help someone to be more persuasive?

begin with a hard sell

Which of the following is NOT a source of empowerment for employees?

being told that they are empowered

Managers may enhance their referent power by

All of these are correct

Which of the following behaviors can lead to abuse of power?

All of these are correct

Which of the following describes how subunits obtain power?

All of these are correct

Which of the following increases the incidence of political behaviors?

All of these are correct

Which of the following is an example of abuse of power?

All of these are correct

Each of the following reduces political behavior EXCEPT

All of these can reduce political behavior

__________ power exists when subordinates behave as the manager does and wants because they seek his or her approval.

referent

Position power includes all of the following EXCEPT

referent power

A person in the organization has the ability to given bonuses to employees as part of a corporate compensation program. This is an example of __________ power.

reward

Offering incentives that are desirable to workers is an example of how to effectively use __________ power.

reward

Which of the following is NOT a type of personal power?

reward

____ power involves the use of pleasurable consequences to influence and motivate followers.

reward

What is the reasoning behind role modeling?

A leader behaves in the same way that he or she want subordinates to behave

Which of the following describes the concept of empowerment?

It is the process of sharing power and giving others the authority to make decisions

Which term refers to acting in a way that influences someone to do something against their better judgment that they later regret?

abuse of power

Which response to influence entails rejecting the influence attempt and actively trying to stop the influencer from doing what she is trying to do?

active resistance

Leaders should adjust their use of power

based on the people the leaders are tying to influence

Which political tactic entails establishing gatekeepers to restrict access to information?

controlling lines of communication

Which term refers to having a high concern with others' perceptions and adjusting one's behavior to fit the situation?

self-monitoring

If a subunit's work __________, its power position decreases.

can be outsourced

A subunit's _________ is the extent to which it influences the work of other subunits and has a critical impact on the firm's key product or service.

centrality

Which influence tactic entails engaging the help of others to persuade someone to do something?

coalition

____ power exists when a person has the ability to punish or harm someone else

coercive

Which response to influence entails endorsing the influence attempt and becoming an actively involved participant?

commitment

Which response to influence entails going along with what the influencer wants without becoming personally invested?

compliance

Which influence tactic entails requesting someone's advice to solve a problem or mutually setting goals to increase a follower's commitment to the leader's decision?

consultation

Which of the following influence tactics is generally the most effective?

consultation

Which political tactic entails trying to influence decisions before they are made?

controlling decision parameters

Which political tactic entails strategically restricting who has access to what data?

controlling information

Jim strongly disagrees with a new program that is being developed and wants to prevent the program from moving forward. Jim manages to fill up the department meeting agenda with other issues, so there isn't enough time to discuss the new program. Which political behavior technique has Jim used?

controlling the agenda

Which political tactic may entail getting an opponent promoted?

eliminating political rivals

Which term refers to sharing power with employees and giving them the authority to make and implement at least some decisions?

empowerment

Because of its higher cost, which influence tactic do leaders typically only use after other tactics have failed?

exchange

Which influence tactic entails offering to provide something of value now or in the future for someone's cooperation?

exchange

Which type of power does NOT rely on external motivation and obligatory obedience?

expert

____ power exists when a person has valuable skills or knowledge.

expert

Which political tactic entails the use of tricks such as leaking information or having only friends fill out a survey?

game playing

The subunits most capable of coping with uncertainty tend to have

greater power

Sexual ___________, which is a form of abuse of power, refers to unwanted sexual advances, requests, communication, or contact with the threat of punishment for noncompliance

harassment

Which response to influence entails rejecting the influence attempt but not getting in the way of what the influencer is trying to do?

passive resistance

________ can increase a leader's power.

performing well

Which influence tactic entails asking someone to do something "because we're friends"?

personal appeals

Referent, expert, informational, and persuasive powers all contribute to

personal power

____ power is derived from one's ability to convince others of something.

persuasive

The desire to control, influence, or be responsible for others is called a need for

power

Which of the following terms refers to a person or group's potential to influence another person or group to do something that would otherwise not have been done?

power

Of the various influence tactics, which one has been found to be the least effective?

pressure

Which influence tactic entails using coercion or persistent follow-up or reminders to gain influence?

pressure

Which influence tactic risks undesirable side effects such as resentment?

pressure

Referent power involves all of the following EXCEPT

promotions

Of the various influence tactics, which one has been found to be the most effective?

rational persuasion

Which influence tactic entails using logic and facts to persuade someone?

rational persuasion

An up-and-coming executive who is charismatic is likely exhibiting __________ power.

referent

A subunit's power is reduced to the extent that others inside or outside of the organization can also perform its responsibilities. This reflects the subunit's

substitutability

Examples of reward power include all of the following EXCEPT

tenure