Chapter 13-MGMT 4669

A)networking ability B)social astuteness C)interpersonal influence D)apparent sincerity

A)a proficiency in creating and maintaining different relationships B)the ability to view and study the actions of others C)the possession of traits that can easily adapt to a variety of circumstances D)a perception that a person is truthful and authentic

Which of the following styles of resolution make use of cooperation?

A)accommodating B)collaborating

Which of the following tend to increase uncertainty that leads to politics in an organization?

A)changing resources B)high performance pressures C)unclear performance evaluation measures

A)reward power B)coercive power C)legitimate power D)organizational power

A)power determined by someone who can promote others and provide other benefits B)power determined by someone who can discipline other employees C)power determined by a person's title and formal position within an organization D)power determined by someone's level within an organization

True or false: People generally have negative perceptions of organizational politics.

true

Pete is one of his company's most talented programmers. But his shy personality keeps him from being noticed by management and he is passed over for a promotion. Pete's expert power has been diminished by his lack of which component of power?

visibility

Integrative bargaining involves what kind of negotiating?

win-win

What is a defining trait of organizational politics?

It seeks to advance self-interest.

Before Kyah was hired at AC Technologies, Marcus was the only person in the office with detailed knowledge of the computerized inventory control system. Since Kyah is now equally familiar with the system, Marcus has found that his level of expert power within the organization has decreased due to which factor?

Substitutability

Which of the following would best describe influence?

The use of an actual behavior that causes behavioral or attitudinal changes in others

Which of the following would best describe power?

an individual's capacity to determine the actions of others and not be persuaded by others

One of the reasons that Bob is gifted as a salesperson is that he can effectively hide his shrewd competitiveness behind what appears to be a genuine and sincere persona, causing customers seem to instantly trust him. Which specific political skill has Bob mastered?

apparent sincerity

Styles of conflict resolution can be described in terms of the factors of cooperation and

assertiveness.

Camille knew that her boss was going to be furious when he learned that she hadn't met her sales quota. Rather than face his ire, she quickly arranged a business trip that so she would be out of the office for several days and hoped he'd have cooled off when she returned. Which style of conflict resolution is Camille using?

avoiding

According to research, internalization and compliance facilitated by power and influence can increase ______.

citizenship behavior

A "my way or the highway" approach to conflict management would best be described as which type of approach?

competing

The ______ style of conflict management is high in terms of concern for your own outcomes and low in terms of concern for others' outcomes.

competing

Jack's boss has asked him to serve as the department's liaison to the Quality First committee. Jack is certain that the committee is going to be a waste of his time, but he knows his boss will be upset if he turns him down, so he agrees to serve. Which response to his boss's influence tactic does Jack demonstrate?

compliance

In ______ bargaining, the negotiators approach each issue as a "fixed pie" -- if one piece is larger, then the other piece must be smaller, so each side wants to maximize its share of the pie.

distributive

You want to buy a used car, but it costs more than you want to spend. You start negotiating with the seller, figuring that every dollar you get knocked off the price is a dollar in your pocket and one less dollar in his pocket. What type of bargaining strategy does this represent?

distributive

What is the term for the use of specific actions that cause changes in the actions or moods of others?

influence

George didn't eat meat when he was with Becky, a vegetarian, because she asked him not to eat meat in her presence. However, George has since become a believer in animal rights and has permanently eliminated meat from his diet. This is an example of which response to Becky's influence tactics?

internalization

Which of the following statements about leadership are true? (Select all that apply.)

it has a topic of interest in business it has a strong impact on the behavior of followers

The use of power and influence to direct the activities of followers toward goal achievement is the definition of ______.

leadership

Mycah objected to the format her boss wanted her to use to report the monthly sales statistics. "I just don't see why I have to do it that way," she complained. Her boss responded simply, "Because I'm the boss; that's why." This is an example of ________ power.

legitimate

Power that is derived from a person's official standing within a workplace is commonly referred to as Blank______ power.

legitimate

Which of the following is an organizational characteristic that tends to increase political behavior?

limited resources

Which of the following is the most likely to occur in an organization with a highly charged political climate?

more employees who consider leaving

Adele and Tina have been battling over space in their joint cubicle for weeks, and their boss has finally called them into the office to unemotionally discuss the matter and try to come up with a plan on how they can share their space. What is a term for this sort of meeting?

negotation

n the process known as __________, multiple parties communicate their differences and try to achieve a common goal.

negotiation

Organizational __________ are actions by individuals that are directed toward the goal of furthering their own self-interests.

politics

What is the term for the capacity of individuals to persuade how others act while not be persuaded themselves?

power

In order to get senior management to approve an increase in the social media advertising budget, the marketing manager made a presentation detailing the campaign's click-through rate, number of site visits, and the number of leads generated through the banner ads. What type of influence tactic was the marketing manager using?

rational persuasion

Which of the following types of influence tactics is ranked among the most effective?

rational persuasion

Which forms of power is associated with increased levels of affective commitment in the organization?

referent

What type of power resides within an individual, regardless of his or her position within an organization?

referent power

Which of the following is not a type of power related to a person's formal position within the organization?

referent power