Chapter 13 Questions

The aspect of power that involves how important a person's job is and how many people depend on that person to accomplish their tasks is known as A. position. B. visibility. C. centrality. D. discretion. E. substitutability.

centrality

The type of power most likely to result in negative feelings toward those who wield it is A. expert. B. reward. C. referent. D. personal. E. coercive.

coercive

Resistance is most likely to occur when the target A. fails to complete similar tasks previously. B. experiences a shift in behavior but not attitude. C. has ambiguous feelings about the request itself. D. considers the request inappropriate or unreasonable. E. puts forth a greater level of effort than the influencer requested.

considers the request inappropriate or unreasonable

The influence tactic that increases commitment from targets by allowing them to participate in deciding how to carry out or implement a request is known as A. consultation. B. collaboration. C. legitimate power. D. rational persuasion. E. inspirational appeal.

consultation

Active listening, asking questions, and making one's case are all part of the step in the negotiation process known as A. adjourning. B. bargaining. C. preparation. D. setting goals. E. exchanging information.

exchanging information

T/F: Distributive bargaining has a tendency to produce a higher level of outcome favorability when both parties' views are considered, compared with integrative bargaining

false

T/F: Leaders use avoiding when they know they are right and a quick decision needs to be made

false

T/F: Rational persuasion is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction

false

The use of power and influence to direct the activities of followers toward goal achievement is known as A. emotional intelligence. B. entrepreneurship. C. ingratiation. D. leadership. E. influence.

leadership

The "accommodating" style of handling conflict is characterized by A. low assertiveness, low cooperation. B. low assertiveness, high cooperation. C. high assertiveness, low cooperation. D. high assertiveness, high cooperation. E. moderate assertiveness, moderate cooperation.

low assertiveness, high cooperation

The correlation between power and influence on the one hand, and organizational commitment on the other, is A. weak and negative. B. strong and positive. C. strong and negative. D. moderate and positive. E. moderate and negative.

moderate and positive

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, this is known as A. personal politics. B. personal leadership. C. organizational politics. D. political aggrandizement. E. organizational internalization.

organizational politics

The type of power that exists when others have a desire to identify and be associated with a person is ______ power. A. expert B. reward C. referent D. coercive E. legitimate

referent

T/F: Apparent sincerity involves appearing to others to have high levels of honesty and genuineness

true

T/F: People with legitimate power have the understood right to ask others to do things that are considered within the scope of their authority

true