Chapter 9

Which of the following best describes what power is? An individual's capacity to influence another's behavior Behaviors perceived as self-serving tactics, sometimes at the expense of others and the organization Threats that cause attitudinal changes in others Using control and influence to direct followers' activities toward goal achievement

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 The goodwill and social capital accumulated in a social network The potential to change the attitudes of others The potential to change the behavior of others

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 Coalition formation Impression management Persuasion

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 Persuasion Silent authority Upward appeal

Assertiveness

Jaime's boss asks her to serve as the department's liaison to the Quality First committee. Jaime is certain that the committee is going to be a waste of her time, but she knows her boss will be upset if she turns him down, so she agrees to serve. Jaime is demonstrating which response to influence? Internalization Compliance Resistance Commitment

Compliance

Which are considered soft influence tactics? (Choose every correct answer.) Exchange Impression management Persuasion Information control Silent authority

Exchange Impression management Persuasion

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

Expert Referent

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

False

Which two of the following strategies would be appropriate if an organization wanted to minimize dysfunctional organizational politics? (Choose every correct answer.) Have leaders reinforce nonpolitical behavior through role-modeling Ensure that resource allocation decisions are simple and unambiguous Nurture self-serving behavior through reward systems Share information strictly on a "need-to-know" basis

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

George regularly tells his manager about his team's positive outcomes but seldom reports problems or mistakes. Which influence tactic is George using? Silent authority Coalition formation Information control Assertiveness

Information control

The sources of power that originate mostly from the person's formal position in the organization include which three of the following? (Choose every correct answer.) Legitimate power Reward power Expert power Referent power Coercive power

Legitimate power Reward power Coercive power

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 Altruism Social responsibility Impression management

Machiavellian values

Bryce earned the trust and respect of his staff by consistently modeling the kinds of behaviors he expects from them. What type of power does this describe? Coercive Referent Structural Reward

Referent

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 Compliance Commitment Internalization

Resistance

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? Discretion Visibility Centrality Substitutability

Substitutability

The conditions for the use of silent authority as an influence tactic include which two of the following? (Choose every correct answer.) Upward appeal Persuasion and negotiation The requester's legitimate power The target person's role expectations

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

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

Guanxi is important to people in Asian cultures because it is ______. used only with one's own family different from the person's self-concept a substitute for family a strategy for giving and receiving favors from others

a strategy for giving and receiving favors from others

Actively applying legitimate or coercive power to influence others is the influence tactic known as ______. upward appeal persuasion ingratiation assertiveness

assertiveness

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

capital

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 reward expert charisma

coercive

Blindly following someone else's orders or instructions without questioning the legitimacy of that authority is known as Blank______. deference to power charisma nonsubstitutability information control

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 social capital network centrality assertiveness

deference to power

A person with specialized knowledge and/or skills that are highly valued in the organization likely has ______ power.

expert

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. silent coercive referent expert

expert

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

hard

Compared to people with less power, an individual who feels powerful is generally more likely to ______. disregard stereotypes have more accurate perceptions be empathetic have less accurate perceptions

have less accurate perceptions

Organizations can control conditions that lead to dysfunctional political activities by ______. eliminating empowerment of front line employees increasing available resources having as few rules and regulations as possible giving employees less control over their work

increasing available resources

Contingencies of power aimed at getting people to alter their beliefs, feelings, or activities are known as ______. power authority influence leadership Need help? Review thes

influence

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 assertiveness coercion silent authority

information control

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. expert legitimate personal referent

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 reward referent expert

legitimate

Jaime is the only one who is able to reprogram the robots needed for production of a key part. His power in the company is greater than his formal position due to his ______. the norm of reciprocity persuasion charisma nonsubstitutability

nonsubstitutability

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 ______. upward appeals coalition formation organizational politics the grapevine

organizational politics

Jenna overhears a coworker, 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 ______. resistance tactics upward appeal organizational politics information control

organizational politics

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

power

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. reward legitimate coercive referent

referent

The type of power associated with charisma is ______ power.

referent

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 expert personal referent

reward

n 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 expert referent coercive

reward

When a supervisor makes a request of an employee without negotiations, threats, or persuasion, and that employee complies, it is an example of ______. ingratiation information control silent authority exchange

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 organization theory formal organizations organization charts

social networks

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

strong

A personal characteristic that supports organizational politics through self-serving behaviors is ______. altruistic values a need for socialized power a strong sense of social responsibility the need for personal power

the need for personal power

People who feel empowered, and therefore have feelings of control and freedom from others' authority, tend to ______. have a heightened sense of responsibility for others think more in terms of stereotypes have more accurate perceptions have greater empathy for others

think more in terms of stereotypes