MOB 13
15. Whitt Company made a substantial monetary offer to Bob to leave his design job at Lincoln Industries and come to work at Whitt. The Whitt CEO, on hearing some complaints from members of the Whitt Board of Directors about the size of Bob's pay package, responded, "Bob is one of the few people in the industry who really understands what the customer wants and can design it into the product." Bob has ____________ power. a. expert b. legitimate c. referent d. legitimate
a) Medium/Application
2. Which of the following statements regarding power distribution research is INCORRECT? a. Power distribution is visible in organizations. b. Individuals ranked themselves higher than their coworkers did. c. In comparing rankings given to managers with regard to their influence, there was general agreement on the top five but no agreement on the bottom five. d. Research indicates the ability to rank managers by influence is a consistent practice in various industries and firms.
c) Difficult/Analysis
22. Referent power a. is the ability to take something away or punish someone for noncompliance. b. is the ability to influence due to the possession of knowledge or skill. c. stems from the personal characteristics of the person such as the degree to which we respect and want to be like them. d. stems from one's organizational role or position.
c) Easy/Knowledge
11. The organizational behavior course has a project as a key requirement in the course. As part of the course's evaluation, students must indicate which group member is the most valuable to the group. The designated individual will receive bonus points. Nick is the only one in his course project group who can create effective PowerPoint presentations. As the group's presentation must feature a visual aid, Nick is very confident he will be chosen as the most valuable group member. Elizabeth just arrived at the group meeting with ideas for depicting colorful poster boards with the same information. The group was very enthusiastic about her novel ideas. This scenario demonstrates the impact ___________ has on the level of power one has. a. importance b. dependency c. scarcity d. substitutability
d) Medium/Application
36. The use of client lists by advertisers and businesses to promote goods and service is an example of the _____________ influence tactic. And, it works! a. pressure b. personal appeal c. exchange d. coalition
d) Medium/Comprehension
24. Power that comes from knowledge and skill is a. expert power. b. referent power. c. legitimate power. d. reward power.
a) Easy/Comprehension
19. Access to specific knowledge or skills is _______________ power. a. expert b. information c. referent d. reward
b) Easy/Comprehension
45. Which of the following is not an aspect of the verbal strategy of impression management? a. tone of voice b. rate of your speech c. intent of your speech d. what you choose to say
c) Difficult/Comprehension
38. 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. a. liking b. personal appeal c. pressure d. legitimating
d) Medium/Analysis
21. Coercive power a. is the ability to take something away or punish someone for noncompliance. b. is the ability to influence due to the possession of knowledge or skill. c. stems from the personal characteristics of the person such as the degree to which we respect and want to be like them. d. stems from one's organizational role or position.
a) Easy/Knowledge
65. In countries with high power distance a. decisions are sometimes based on loyalty, not performance. b. it is unclear who is in power. c. people expect small differences in pay. d. people perceive inequity to be inherently wrong.
a) Medium/Analysis
51. Political behaviors in organizations include all of the following EXCEPT a. negotiating. b. rational decision making. c. alliance building. d. resolving conflicting interests.
b) Medium/Comprehension
57. Informal social networks serve all of the following important functions EXCEPT a. delivering private information. b. providing support. c. allowing individuals access to diverse skill sets. d. helping create power.
b) Medium/Comprehension
23. Power that comes from one's organizational role or position is a. expert power. b. referent power. c. legitimate power. d. information power.
c) Easy/Comprehension
29. When a target agrees to a request and actively supports it, the target's response is a. resistance. b. compliance. c. commitment. d. conformity.
c) Easy/Comprehension
26. The ability to attract others, win their admiration, and hold them spellbound is a. power. b. influence. c. charisma. d. commitment.
c) Easy/Knowledge
59. Which of the following is NOT a key role in a social network? a. central connectors b. boundary spanners c. external specialists d. peripheral specialists
c) Easy/Knowledge
16. 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. a. coercive b. legitimate c. referent d. reward
c) Medium/Application
3. Which of the following statements regarding the positive and negative consequences of power is INCORRECT? a. Individuals are often quick to question the actions of those in power. b. Powerful CEOs can align an organization to achieve goals. c. The adage, "Power corrupts and absolute power corrupts absolutely" seems to have some merit. d. Power can corrupt and lead to the destruction of companies.
a) Difficult/Evaluation
48. Which of the following statements regarding upward influence is INCORRECT? a. While helping higher-ups be more effective can help employees gain more power for themselves, there is no gain for those same employees from allowing those below to influence them. b. Asian American and Caucasian American managers use different tactics in influencing their superiors than they utilize in influencing their subordinates. c. As organization complexity grows, the need for upward influence increases. d. Upward influence examples include forming an alliance or a perceived alliance with a higher up and appealing to a higher authority.
a) Difficult/Synthesis
53. Research on employee perception of organizational politics finds all of the following EXCEPT if employees think that their organization is overly driven by politics, a. employees have lower job satisfaction, but are no less committed to the organization. b. employees perform worse on their jobs. c. employees have higher levels of job anxiety. d. that perception can be reduced by an infusion of a high level of feedback by the leader.
a) Difficult/Synthesis
43. Which of the following is NOT an impression management category that an individual can use to accomplish the outcomes desired? a. personality b. verbal c. nonverbal d. behavior
a) Easy/Comprehension
55. All of the following are organizational antecedents of political behavior EXCEPT a. expectations of success. b. role ambiguity. c. resource scarcity. d. democratic decision making.
a) Easy/Comprehension
62. ___________ __________ indicate emotional as well as informational support in a social network. a. Strong ties b. Weak ties c. Social ties d. Casual ties
a) Easy/Comprehension
17. 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. a. legitimate b. likability c. referent d. informational
a) Medium/Application
28. Mike was playing video games. His mother came downstairs and said, "Mike, your room is a mess. I want you to go upstairs right now and clean it up or you will not be able to go out on Saturday." Mike wanted to finish his game but saved it instead and went to clean his room. Mike has responded to Mom's influence attempt with a. compliance. b. resistance. c. commitment. d. exchange.
a) Medium/Application
30. 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 a. resistance. b. conformity. c. compliance. d. commitment.
a) Medium/Application
9. Mark is the only individual in his organization who speaks Spanish fluently. His firm just purchased a firm located in Mexico. Mark's boss just told him how valuable he is to the firm. This scenario is an example of what factor in the strategic contingency model? a. scarcity b. dependent c. independence d. substitutability
a) Medium/Application
58. Social network analysis reveals all of the following EXCEPT who a. is very knowledgeable in the group. b. in the group can be trusted. c. in the group is innovative. d. in the group is important in decision making.
a) Medium/Comprehension
8. The strategic contingencies model suggests a. the more difficult it is find a substitute, the less power held by the person with the substitute. b. the more unique your resource, the more power you will have. c. the more vital the resources you control, the less power you hold. d. the more dependent an individual is on another, the less power the one being depended on has in the situation.
b) Difficult/Analysis
50. Research on the direction of influence and the effectiveness of various influence techniques indicates a. rational persuasion is the most frequently used influence tactic across all functional groups. b. subordinate use of assertiveness and rationality as influence tactics lead to negative outcomes. c. extraverts are more likely to use inspirational appeal as an influence tactic. d. the better the quality of relationship between the subordinate and supervisor, the more positively resistance to influence techniques are seen.
b) Difficult/Synthesis
27. According to surveys, the most frequently used influence tactic is a. personal appeals. b. rational persuasion. c. legitimating. d. pressure.
b) Easy/Comprehension
35. Using different forms of making others feel good about themselves is the influence tactic of a. exchange. b. ingratiation. c. pressure. d. personal appeal.
b) Easy/Comprehension
54. All of the following are individual antecedents of political behavior EXCEPT a. political skill. b. role ambiguity. c. expectations of success. d. internal locus of control.
b) Easy/Comprehension
60. People who connect one network to another within the company or even across organizations are a. central connectors. b. boundary spanners. c. external specialists. d. peripheral specialists.
b) Easy/Comprehension
1. The ability to influence the behavior of others to get what you want is a. charisma. b. power. c. conformity. d. pressure.
b) Easy/Knowledge
4. People's tendencies to behave consistently with social norms is a. culture. b. conformity. c. power. d. dependency.
b) Easy/Knowledge
47. The ability to influence those in positions lower than yours is a. upward influence. b. downward influence. c. peer influence. d. diagonal influence.
b) Easy/Knowledge
63. Brokering power in a social network means you a. have a high level role in a social network. b. can introduce people to each other. c. have expert power in a social network. d. have resources that others in a social network desire.
b) Easy/Knowledge
34. 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. a. ingratiation b. exchange c. pressure d. personal appeal
b) Medium/Analysis
66. Which of the following statements is correct about power distance? a. Leaders in high power distance countries emphasize equality and opportunity for everyone. b. In low power distance countries leaders are not to "stand out too much" from the rest of their firms. c. Organizations in low power distance countries are more hierarchical in nature than in high power distance countries. d. In high power distance countries formal review mechanisms are in place to give everyone a fair chance at pay raises.
b) Medium/Analysis
14. 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. a. referent b. reward c. expert power d. information
b) Medium/Application
39. 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. a. legitimating b. pressure c. personal appeal d. consultation
b) Medium/Comprehension
41. _______________ power is more effective than formal power bases and is positively related to employee performance and organizational commitment. a. Legitimate b. Referent c. Reward d. Information
b) Medium/Comprehension
56. Which of the following statements regarding antecedents of political behavior is INCORRECT? a. Role ambiguity presents opportunities for employees to negotiate their duties. b. Authoritarian decision making leads to more political behavior in the organization. c. Individuals high in political skill are more effective at their jobs. d. Individuals high in internal locus of control engage in more political behavior.
b) Medium/Synthesis
33. 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. a. rational persuasion b. personal appeal c. inspirational appeal d. pressure
c) Difficult/Application
10. The value of the resource is a. its scarcity. b. its substitutability. c. its importance. d. its dependency.
c) Easy/Knowledge
44. Your posture, hand gestures, and eye contact are all examples of what aspect of impression management? a. behavior b. verbal c. nonverbal d. personality
c) Medium/Analysis
49. Downward influence is best achieved through a. citing the firm's goals. b. forming alliances. c. an inspiring vision. d. forming support networks.
c) Medium/Analysis
18. When negotiating a deal on the purchase of a new automobile, Bradley had manufacturing cost data from his neighbor who worked for the car manufacturer. Bradley got himself a good deal on his purchase due to his ___________ power in the negotiation. a. referent b. legitimate c. information d. coercive
c) Medium/Application
32. The school district negotiator notes during contract negotiations with the teachers' union that the district cannot afford a 3% wage increase. The district negotiator presents the current expenditure budget, the projected tax revenue and state contributions, and the currently increasing unemployment rate in the community's tax base as evidence of the lack of extra money for the increases. The district negotiator is attempting to convince the teachers' negotiator to pull back his demands using a. inspirational appeals. b. pressure. c. rational persuasion. d. personal appeals.
c) Medium/Application
40. Your roommate says to you, "I really need to make sure that I do not have any typos or misspelled words on my cover letter for my business communications class. Will you please read it for me?" This is an example of the a. exchange influence tactic. b. ingratiation influence tactic. c. personal appeal influence tactic. d. rational persuasion influence tactic.
c) Medium/Application
37. The influence tactic that works most effectively in organizations that value democratic decision making is a. pressure. b. coalition. c. consultation. d. ingratiation.
c) Medium/Comprehension
42. Which of the following statements regarding impression management is INCORRECT? a. Whether you are actively managing your image or not, people are forming impressions of you. b. You can cause yourself psychological distress by contradicting your personal values in trying to be someone you are not. c. At work, the most effective approach to impression management is to build credibility and be the person you want to be. d. You can actively shape the way people perceive you.
c) Medium/Synthesis
52. All of the following statements regarding organizational politics are correct EXCEPT a. organizational politics are informal, unofficial, and even behind-the-scene efforts to influence, increase power or achieve objectives. b. politics arise in an organization as an attempt to influence the allocation of scarce resources. c. effective politics is all about winning at all costs. d. organizations are made up of different interests that must be aligned.
c) Medium/Synthesis
5. Which of the following statements regarding the Milgram experiment on conformity to authority is correct? a. Participants believed they were engaged in an experiment on job design. b. Over half of the participants refused to shock the learner at very high voltage levels regardless of the encouragement to do so provided by the experimenter. c. Several learners were treated for depression at the conclusion of the study. d. The researcher/experimenter's role was very important in obtaining group compliance with the experiment procedures/guidelines.
d) Difficult/Evaluation
6. Which of the following statements regarding the Asch studies is INCORRECT? a. Most of the participants in the Asch groups were confederates. b. A dissenting minority influenced the nature of response given by participants. c. Conformity with an incorrect answer was attributed to the perception that some members of the group had more information regarding the correct choice. d. A dissenting minority response caused the participants to give the correct answer only if that minority also gave the right answer.
d) Difficult/Evaluation
7. Which of the following statements regarding the Zimbardo study is correct? a. The experimental guards received training before they were told to keep order. b. The guards became abusive and aggressive, but the prisoners exhibited little reaction. c. Study participants refused to adapt to their roles. d. The Zimbardo study was ended early due to the participant's deep entrenchment of the roles.
d) Difficult/Evaluation
20. The ability to grant an increase in pay, a perk, or an attractive job assignment is ___________ power. a. referent b. legitimate c. expert d. reward
d) Easy/Comprehension
25. Attempting to get others to do what we want is a. commitment. b. power. c. charisma. d. influence.
d) Easy/Knowledge
31. When the influence target does not wish to comply with the request and either passively or actively repels the influence attempt, they are exhibiting a. conformity. b. compliance. c. commitment. d. resistance.
d) Easy/Knowledge
61. Allan does not work for Core Company, but the human resource director calls him whenever he wants some advice on labor unions. Allan is classified as a _________ __________ in a social network analysis. a. central connector b. boundary spanner c. external specialist d. peripheral specialist
d) Medium/Analysis
67. Which of the following statements regarding the perceptions of power in countries is INCORRECT? a. A country's culture determines how people will attempt to influence each other. b. In Mexico, which has a higher power distance dimension than in the United States, lower level managers were unable to make decisions on behalf of their bosses. c. Rational persuasion is seen as more effective in the United States than in China. d. Chinese managers rated influence tactics like coalitions lower than their American counterparts.
d) Medium/Analysis
12. Which of the following is correct regarding aspects of the strategic contingency model? a. If the resources you control are vital to the organization, you will be viewed as a threat to the others and will have less job security. b. If there is a clear substitute that exists, the level of power held is greater. c. The more difficult something is to obtain, the less value it tends to have. d. The more dependent you are on another, the less power you have.
d) Medium/Analysis.
13. A professor assigns grades due to _________ power. a. coercive b. referent c. reward d. legitimate
d) Medium/Application
46. Research suggests all of the following are outcomes of impression management EXCEPT impression management a. is related to higher performance ratings for the subordinate due to increased liking on the part of the manager. b. occurs throughout the workplace. c. influence is especially salient in interview and promotional contexts. d. is less influential in unstructured interviews than structured interviews.
d) Medium/Comprehension
64. Which of the following statements regarding the analysis of social networks is correct? a. Weak ties are more difficult to maintain than strong ties. b. Strong ties indicate emotional support but no informational support. c. Strong ties are particularly useful for innovation. d. Ties that are reciprocated are strong ties.
d) Medium/Synthesis
