CHAPTER 13

Martin George is the vice president (Finance) of Rutherford Inc. His position and title in the company gives him _____ power. A. collaborative B. diplomatic C. substitutable D. referent E. legitimate

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title—some term on an organizational chart or on their door.

_____ involves the leader helping complete the task, providing required resources, or removing obstacles that make task completion difficult. A. Rational persuasion B. Personal appeal C. Collaboration D. Ingratiation E. Internalization

A leader uses collaboration by attempting to make it easier for the target to complete a request. Collaboration could involve the leader helping complete the task, providing required resources, or removing obstacles that make task completion difficult.

Gregory is a manager in an insurance company and heads a team of 30 agents. In order to meet the company's target, every agent needs to increase his or her target for the month by 15 percent. Gregory promises his agents a bonus if the company's target is met. Which influence tactic is Gregory using? A. Pressure B. Ingratiation C. Coalition D. Personal appeal E. Exchange

An exchange tactic is used when the requestor offers a reward or resource to the target in return for performing a request. This type of request requires that the requestor have something of value to offer.

Which of the following occurs when the requestor clearly explains why performing a request will benefit the target personally? A. Apprising B. Ingratiation C. Coalition D. Personal appeal E. Exchange

Apprising occurs when the requestor clearly explains why performing a request will benefit the target personally. It differs from rational persuasion in that it focuses solely on the benefit to the target as opposed to simple logic or benefits to the group or organization.

Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others. These leaders are exhibiting the contingency factor called _____. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Centrality represents how important a person's job is and how many people depend on that person to accomplish their tasks. Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others.

_____ represents how important a person's job is and how many people depend on that person to accomplish their tasks. A. Centrality B. Discretion C. Substitutability D. Ingratiation E. Visibility

Centrality represents how important a person's job is and how many people depend on that person to accomplish their tasks. Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others.

In order to bring Steven, the marketing manager, on board with the idea of introducing a line of new products at Gold Coffee, Bree, the operations manager, enlisted the help of Natalie and Noah, the top two salespeople at the company. Bree is using which of the following influence tactics? A. Apprising B. Ingratiation C. Coalition D. Personal appeal E. Pressure

Coalitions occur when an influencer enlists other people to help influence the target. These people could be peers, subordinates, or one of the target's superiors. Coalitions are generally used in combination with one of the other tactics effort in accomplishing what they are asked to do.

Which type of power exists when a person has control over punishments in an organization? A. Reward B. Legitimate C. Coercive D. Referent E. Expert

Coercive power exists when a person has control over punishments in an organization. Coercive power operates primarily on the principle of fear.

Which type of power operates primarily on the principle of fear? A. Legitimate B. Expert C. Reward D. Referent E. Coercive

Coercive power exists when a person has control over punishments in an organization. Coercive power operates primarily on the principle of fear.

_____ power is generally regarded as a poor form of power to use regularly, because it tends to result in negative feelings toward those that wield it. A. Referent B. Expert C. Reward D. Coercive E. Legitimate

Coercive power exists when a person has control over punishments in an organization. Coercive power operates primarily on the principle of fear. It is generally regarded as a poor form of power to use regularly, because it tends to result in negative feelings toward those that wield it.

_____ occurs when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence. A. Resistance B. Ingratiation C. Compliance D. Internalization E. Engagement

Compliance occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence. Compliance reflects a shift in the behaviors of employees but not their attitudes.

_____ reflects a shift in the behaviors of employees but not their attitudes. A. Resistance B. Ingratiation C. Compliance D. Internalization E. Engagement

Compliance occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence. Compliance reflects a shift in the behaviors of employees but not their attitudes.

The dean of a reputed B-school has decided to pursue a coveted accreditation for the college. To get the faculty's buy-in and support, he has created a faculty-driven process whereby members of the faculty participate and carry out the accreditation process under his guidance. This approach has increased the commitment of the faculty, who now have a stake in seeing the process succeed and the goal of accreditation accomplished. Identify the influence tactic used by the dean. A. Rational persuasion B. Personal appeals C. Consultation D. Ingratiation E. Exchange

Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request. This tactic increases commitment from the target, who now has a stake in seeing that his or her opinions were right.

Which of the following influence tactics increases commitment from the target who has a stake in seeing that his or her opinions were right? A. Rational persuasion B. Personal appeals C. Consultation D. Ingratiation E. Exchange

Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request. This tactic increases commitment from the target, who now has a stake in seeing that his or her opinions were right.

Discretion is defined as: A. the degree to which people have alternatives in accessing resources. B. the degree to which managers have the right to make decisions on their own. C. the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. D. the degree of importance of a person's job and how many people depend on that person to accomplish their tasks. E. the level of awareness others have of a leader's power and position.

Discretion is the degree to which managers have the right to make decisions on their own. If managers are forced to follow organizational policies and rules, their ability to influence others is reduced.

Nathan is the administrative manager at Woodlands, Inc. The organizational procedures and policies of the company prevent Nathan from implementing many of his ideas to increase efficiency. This indicates a low degree of _____, which reduces Nathan's ability to influence others. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Discretion is the degree to which managers have the right to make decisions on their own. If managers are forced to follow organizational policies and rules, their ability to influence others is reduced.

Rebecca is the head of the primary department at La Perouse High School. She believes that children will absorb and retain more information if they are taken on educational tours and field trips. But the school's rules and policies do not encourage such activities and Rebecca feels her endeavor to improve the children's education is being stifled. This low degree of _____ is reducing Rebecca's ability to influence others. A. centrality B. discretion C. substitutability D. ingratiation E. visibility

Discretion is the degree to which managers have the right to make decisions on their own. If managers are forced to follow organizational policies and rules, their ability to influence others is reduced.

Jake is well-known for his excellent diagnoses of skin-related problems. The other dermatologists in the hospital where he works often consult him when dealing with difficult cases. This gives Jake _____ power in the hospital. A. coercive B. structural C. reward D. referent E. expert

Expert power derives from a person's expertise, skill, or knowledge on which others depend. When people have a track record of high performance, the ability to solve problems, or specific knowledge that is necessary to accomplish tasks, they are more likely to be able to influence other people who need that expertise.

Which type of power is derived from a person's skill or knowledge on which others depend? A. Referent B. Expert C. Reward D. Coercive E. Legitimate

Expert power derives from a person's expertise, skill, or knowledge on which others depend. When people have a track record of high performance, the ability to solve problems, or specific knowledge that is necessary to accomplish tasks, they are more likely to be able to influence other people who need that expertise.

_____ is the use of an actual behavior that causes behavioral or attitudinal changes in others. A. Influence B. Discretion C. Power D. Internalization E. Visibility

Influence is the use of an actual behavior that causes behavioral or attitudinal changes in others. Influence can be seen as directional. It most frequently occurs downward. Influence is all relative. The absolute power of the "influencer" and "influencee" isn't as important as the disparity between them.

_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. A. Centrality B. Personal appeal C. Consultation D. Ingratiation E. Internalization

Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. Ingratiation has been shown to be more effective when used as a long-term strategy and not nearly as effective when used immediately prior to making an influence attempt.

"Sucking up" refers to which of the following influence tactics? A. Apprising B. Ingratiation C. Coalition D. Personal appeals E. Exchange

Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. You might more commonly hear this referred to as "sucking up," especially when used in an upward influence sense.

Just before the final football game of the season, the captain of the team made an emotional appeal to all his teammates to win the last game for their coach, who passed away recently. Which of the following influence tactics did the captain use? A. Rational appeal B. Inspirational appeal C. Consultation D. Collaboration E. Coalition

Inspirational appeal is a tactic designed to appeal to a target's values and ideals, thereby creating an emotional or attitudinal reaction. To use this tactic effectively, leaders must have insight into what kinds of things are important to the target.

To influence others using _____, leaders must have insight into the kinds of things are important to the target. A. rational persuasion B. inspirational appeals C. consultation D. internalization E. pressure tactics

Inspirational appeal is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction. To use this tactic effectively, leaders must have insight into what kinds of things are important to the target.

Which of the following occurs when the target of influence agrees with and becomes committed to the influence request? A. Resistance B. Ingratiation C. Compliance D. Collaboration E. Internalization

Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.

_____ reflects a shift in both the behaviors and the attitudes of employees. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. A. Resistance B. Ingratiation C. Compliance D. Collaboration E. Internalization

Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.

Which of the following refers to the use of power and influence to direct the activities of followers toward goal achievement? A. Pressure B. Administration C. Ingratiation D. Leadership E. Sustainability

Leadership can be defined as the use of power and influence to direct the activities of followers toward goal achievement. That direction can affect followers' interpretation of events, the organization of their work activities, their commitment to key goals, their relationships with other followers, and their access to cooperation and support from other work units.

Joanne is the store manager at Glitter, a jewelry store. New merchandise has arrived which needs to be priced and displayed soon, before the festive season. She asks all the sales staff to stay back after work hours to get this task done. Joanne is exercising her _____ power that she gets from her position of authority. A. reward B. legitimate C. coercive D. referent E. expert

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title—some term on an organizational chart or on their door.

Which type of power is sometimes referred to as "formal authority?" A. Structural B. Personal C. Legitimate D. Referent E. Expert

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title—some term on an organizational chart or on their door.

_____ power is derived from a position of authority inside the organization. A. Legitimate B. Structural C. Personal D. Expert E. Referent

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title—some term on an organizational chart or on their door.

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, it is termed as _____. A. leadership B. internalization C. negotiation D. organizational politics E. substitutability

Organizational politics can be seen as actions by individuals that are directed toward the goal of furthering their own self-interests. A leader needs to be able to push his or her ideas and influence others through the use of organizational politics.

_____ can be defined as the ability to influence the behavior of others and to resist unwanted influence in return. A. Pressure B. Power C. Ingratiation D. Leadership E. Force

Power can be defined as the ability to influence the behavior of others and resist unwanted influence in return. Just because a person has the ability to influence others does not mean he or she will actually choose to do so. In many organizations, the most powerful employees don't even realize how influential they could be.

Major types of power can be grouped along two dimensions: A. internal and external. B. personal and social. C. organizational and personal. D. professional and organizational. E. upward and downward.

Power in organizations can come from a number of different sources. There are five major types of power that can be grouped along two dimensions: organizational power and personal power.

Which of the following is the use of coercive power through threats and demands? A. Apprising B. Ingratiation C. Coalition D. Centrality E. Pressure

Pressure is the use of coercive power through threats and demands. Such coercion is a poor way to influence others and may only bring benefits over the short term.

_____ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one. A. Rational persuasion B. Internalization C. Consultation D. Ingratiation E. Visibility

Rational persuasion is the use of logical arguments and hard facts to show the target that the request is a worthwhile one.

All the statements below are true about legitimate power EXCEPT: A. people with legitimate power have an organizational title. B. people with legitimate power have the right to ask others to do things that are within the scope of their authority. C. the higher up in an organization a person is, the more legitimate power he or she generally possesses. D. people with legitimate power have a desire to identify and be associated with a specific individual. E. it can be a very weak form of power if it used ineffectively.