Mgmt 380: Lanier-Learn Smart Ch 4-7

Three tactics used by agents

-Hard Tactics -Soft Tactics -Rational Tactics

Which of the following is not part of the concept of moral potency? -Moral Ownership -Moral Efficiency -Moral Courage -More efficacy

-Moral Efficiency

Companies from around the world lose about ____ Billion each year as a result of fraudulent activity.

2.9

What is the definition of emotional intelligence given by Peter Salovey and John Mayer?

A group of mental abilities that help people to recognizer their own feelings and those of others

Long-term success as a leader requires

A high need for socialized power and a high need for activity inhibition.

General problem-solving ability refers to ____ intelligence.

Analytic

Research at the University of Michigan assumes that job-centered and employee-centered behaviors are

At opposites ends of a single continuum of leadership behavior

A policeman giving a ticket is an example of _____ Power

Coercive

The actions of the taliban against women in Afghanistan is an example of what type of power?

Coercive

Which of the following is not one of the three basic types of intelligence identifies by triarchic theory? -Creative -Cognitive -Practical -Analytical

Cognitive

The _____ dimension of the five factor model concerns those behaviors related to people's approach to work.

Conscientiousness

A minister established a committee of church members to help plan the layout and use church addition. In this scenario, the minister uses and influence tactic called

Consultation

____ Represents an organization's purpose, guiding principles, basic identity, and most important values.

Core Ideology

Leaders who believe that thoughtful attention to the needs of the people for satisfying relationships leads to a comfortable friendly organization atmosphere and work tempo have which type of leadership style?

Country Club Management

Testing of ______ Thinking can be difficult because of the many answer that are possible.

Divergent

The tendency for many leaders to react to failure by blaming external factors reflects poor _____ -loop learning.

Double

An agent influences a target by giving and taking favors. This scenario exemplifies an influence tactic called

Exchange

Rational Tactics include

Exchange

______ Power is the power of knowledge

Expert

True or False: Male managers are more likely to involve others when developing strategy.

False

True or False: The ocean model is of limited use across cultures

False

Choosing an influence tactic thinking an act would improve an employees self-esteem or morale

Frequently associated with successful influence attempts.

Choosing an influence tactic because it followed company policy and choosing one because it was a way to put a subordinate in his place

Frequently mentioned as reasons for unsuccessful influence attempts.

The group of workers identified by Zemke as entrepreneurial individuals who embrace change and take a free agency approach to their job are

Get Xers

According to the University of Michigan studies, __________ behaviors are concerned with motivating subordinates to accomplish the task at hand.

Goal Emphasis

Which of the following types is least likely to be a leader? -ESTJ -ENTJ -ISTJ -INTP

INTP

A boss who exaggerates her anger at an employee's mistake to "teach a lesson" is demonstrating which type of leadership?

Inauthentic

Which of the following is not a source of information in a 360 degree feedback review? -Self -Indirect reports -Peers -Boss

Indirect reports

The actual change in a target person's attitudes, values, beliefs, or behaviors is

Influence

A salesperson's good-natured or flattering banter with a customer before the customer makes a decision about purchasing a product is an example of an influence tactic called

Ingratiation

Soft Tactics include

Ingratiation

Leaders who demonstrate their commitment to higher principles through their actions demonstrate strong______

Integrity

Which of the following are nonverbal gestures of power? -Bowing -Interrupting -Shouting -Staring -Pointing

Interrupting Staring Pointing

Which types of power are best for a leader to use?

It depends on the situation.

The amount of information a leader needs before feeling comfortable making a decision is concerned with which dimension of the Myers-Briggs type indicator test?

Judging-Perceiving

Which dimension of the Myers-Birggs type indicator test would be concerned with an individual who prefers to have an agenda, stick to it, and make as many decision as possible in a meeting?

Judging-Perceiving

Which of the following building blocks is relatively easy to change? -Personality traits -Intelligence -Knowledge -Values

Knowledge

Early research on leader behavior at Ohio State University was compete using a questionnaire called the _____ description questionnaire

Leader behavior

Concerns for people and concern for production re the two dimensions of____

Leadership Grid

An Individual's formal or official authority is called ____ Power.

Legitimate

_______ Power is primarily a function of the situation

Legitimate

Hard Tactics include

Legitimizing or pressure tactics

____ Refers to the process leaders use to make decisions about ethical and unethical behaviors.

Moral reasoning

"I enjoy going to school" is a behavior associated with which of the factors in the OCEAN model of personality?

Openness to experience

A sentence that opens with, "John, we have known each other a long time and I have never asked anything of you before" represents the beginning of an influence tactic called

Personal Appeal

Individuals who are relatively selfish, impulsive, uninhibited, and lacking in self-control lack in a high need for which type of power?

Personalized Power

A judge who gives Samuel, a convicted prisoner, a suspended sentence but tells him to consider the suspension a "sword hanging over his head" if he breaks the law again is issuing the influence tactic called

Pressure Tactic

Studies by McClelland and also by Miner use which method of assessing the need for power?

Projective personality tests

Which type of power does an individual who is admired and seen as a role model have? -Referent -Reward -Expert _legitimate

Referent

Employee of the month and special parking spots are examples of using _____ power to influence behavior.

Reward

The dimension of the Myers-Briggs type indicator test that is concerned with how people look at data is

Sensing-Intuitition

Deciding how to balance spending time with your children versus making a bigger commitment to your career is an example of which type of dilemma?

Short-term versus Long-term

The Stanford prison experiment highlighted the role of the ____ in the leader power equation

Situation

Which theory focuses on what a leader does when solving complex mental problems? -Theory Y -Theory X -The triarchic theory of intelligence -The OCEAN model of personality

The Triatchic theory of intelligence

____ is used to explain the interesting relationship between leader intelligence and experience levels, and group performance in stressful versus non stressful conditions.

The cognitive resources theory

Rick Aberman defined emotional intelligence as

The degree to which thoughts, feelings, and actions were aligned.

Successful Managers typically subscribe to

Theory Y

In the context of influence tactics, identify a feature of coalition that is different from that of consultation

They are used when agents seek the aid of others to influence a target.

Identify the features of psychological typologies

They tend to emphasize the similarities among all people in the same category. They tend to emphasize the difference between people of dominant and submissive types.

The ______ Theory of intelligence is one of the most comprehensive and compelling theories of intelligence developed and tested over the last 30 years.

Triarchic

As demonstrated by Michelle Obama's gaffe at a dinner at Buckingham Palace, cultural difference can impact power. True or False

True

True of False: Good leaders are open to being influence by subordinates.

True

True or False: According to CRT, experience hinders performance in situations where stress is low.

True

True or False: Stanley Milgram found that many people will over an authority figure even when doing so is in conflict with their conscience.

True

Which is not a god way to find out about an individual's public reputation?

Using the MBTI test

Constructs representing generalized behaviors or states of affairs that are considered by the individual to be important are known as

Values

Which of the following is not one of the four qualities of leadership identified by Bennis and Goldman? -Consistency -Values -Integrity -Empathy

Values

When an individual justifies his behavior by comparing it to even more heinous behavior he is using

advantageous comparison

Executives at the top levels of organizations typically have high levels of ______ intelligence

analytic

Leaders with ____ intelligence tend to be quick learners, do well in school, see the connection between issues, and have the ability to make accurate deductions, assumptions, and inferences with relatively unfamiliar information

analytic

According to the ohio state studies ______ refers to how friendly and supportive a leader is to subordinates

consideration

The fortitude to face risk and overcome fears associated with taking ethical action refers to moral:

courage

Comptency models-

describe the behaviors and skills managers need to exhibit if an organization is to be successful

Which type of approach should subordinates use when assessing managerial integrity?

dubious reputation

Hume and Smith argued that ____ are central to moral judgement?

emotions

Thinking that is characterized as "do what's best for the greatest number of people" is referred to as ____ thinking.

ends-based

Principles of right conduct or a system of moral values are referred to as

ethics

An agent influence a target by giving and taking favors. This scenario exemplifies an influence tactic called

exchange

The change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics refers to

influence

A Ministers impassioned plea to members of a congregation about the good works that could be accomplished if a proposed addition to the church were built is an example of an influence called

inspirational appeal

______ describes a person's all-around effectiveness in activities directed by thought.

intelligence

An agent makes requests to targets on his or her position or authority. This scenario exemplifies an influence tactic called

legitimizing tactics

Another term for 360 degree feedback is ____ feedback

multirater

The capacity to produce effects on others or the potential to influence others refers to

power

Knowing how things get done and how to do them requires _____ intelligence

practical

One meaning of personality refers to the impression a person makes on others. This view of personality emphasizes a person's

public reputation

Plato and Kant believe mature moral judgement was a ___ process

rational

An agent uses logical arguments or factual evidence to influence others. This scenario exemplifies an influence tactic called

rational persuasion

A leaders who's primary motivation is to help others can best be described as ______ leaders

servant

Reviewing data and facts and identifying the underlying root causes from the information gathered refers to _____-loop learning

single

CRT defines _____ as the result of conflicts with supervisors or the apprehension associated with performance evaluation.

stress

According to the text, how people vary in their motivation to influence and control others is related to

the need for power