Leadership MANA exam 2

personal magnetism

A captivating, inspiring personality with charm and charismatic-like qualities

Adrian has the option of using two influence tactics, rational persuasion and upward appeal. One of the tactics is a low-cost, low-risk tactic, while the other carries both higher cost and risk. In the context of influence tactics, which of the following statements is most likely to be true?

Adrian is most likely to begin with rational persuasion.

expectancy

An individual's assessment of the probability that effort will lead to correct performance of the task

Which of the following is true of the power-oriented linguistic style?

Clear ideas at the outset of a session make an individual a strong persuader.

Anna is a talented and ambitious engineer. She is aggressive and places her personal goals over the collective goals of her team. She does not hesitate to reach her goals at the expense of others. Which of the following conflict management styles best described Anna's behavior?

Competitive style

Which of the following is the most likely behavior of a leader who attempts to make a personal appeal?

Emphasizing the bond of friendship with a subordinate while asking him to do a task

Debasement

Essentially dishonest and unethical

apprising

Influence tactic in which influence agent explains how carrying out a request or supporting a proposal will benefit the target personally, including advancing the target's career

Which of the following is true of apprising?

It is an ethical and honest influence tactic

positive tactic

When ingratiation takes the form of well-deserved flattery or compliments

George, the chief executive officer of Bright Automotive Inc., plans to address the production department about the company's plans for the next year. In order to make his speech persuasive, George should _____.

adapt the message to the listeners' interests and motivations

political skill

an interpersonal style that manifest itself in being socially astute and engaging in behaviors that lead to feelings of confidence trust, and sincerity.

outcome

anything that might stem from performance such as a reward

Joking or kidding is often used as an influence tactic when:

being direct might be interpreted as being too harsh.

Boris is criticized by his manager for his low productivity levels in the past month. Boris acknowledges that he has been underperforming and states that he would look at ways to improve his productivity. This scenario is an example of the _____ style of conflict management.

collaborative

Steven, the legal representative of a company entering into a joint venture with another firm, formulates an agreement after discussions with his counterparts. The agreement is such that both companies are satisfied and stand to gain from the joint venture. The given example shows the _____ style of conflict management.

collaborative

The purpose of forming a coalition is to:

combine your power with that of others.

In the context of outcomes of influence tactics, _________ means that the influence agent has changed the person's behavior but not his attitude.

compliance

Debasement

demeaning or insulting oneself to control the behavior of another person

debasement

demeaning or insulting oneself to control the behavior of another person

Ronnie plans to work on Sunday so that the project she is involved in does not get delayed. She also plans to cancel her weekend plans so she can invest even more time in the project. This behavior reflects Ronnie's _____.

engagement

Legitimating a request

essentially ethical and honest

The technology heads of major automobile companies of a country are in a group on a social media network. They are closely acquainted with each other and often exchange industry-related information. According to the strength-of-ties perspective, this network is considered to be a(n) _____.

high-density network

leading by example

influencing others by acting as a positive role model

organizational politics

informal approaches to gaining power through means other than merit or luck

Define Coalition

is a specific arrangement of parties working together to combine their power

A barrier buster is a manager who:

removes obstacles that hinder work accomplishment

During a face-to-face feedback session with his teammates, Kevin finds that they were more inclined toward long term goals than an immediate reward for performance. In the context of the expectancy theory, Kevin's teammates primarily focus on _____.

second-level outcomes

Engagement is reflected in employee willingness to?

stay with the firm and go beyond the call of duty

Influence

the ability to affect the behavior of others in a particular direction

delegation

the assignment of formal authority and responsibility for accomplishing a specific task to another person

upward appeal

A means of influence in which the leader enlists a person with more formal authority to do the influencing

executive coaching

A one-on-one development process formally contracted between a coach and a management-level client to help achieve goals related to professional development and/or business performance

strategic contingency theory

An explanation of sources of power suggesting that units best able to cope with the firm's critical problems and uncertainties acquire relatively large amounts of power

instrumentality

An individual's assessment of the probability that performance will lead to certain outcomes

positive psychological capital

An individual's positive psychological state of development, characterized by four psychological resources: self-efficacy, hope, optimism, and resilience

Co-opting antagonists

Essentially neutral with respect to ethics and honesty

Saul, a scientist leading a group of researchers in a project, often drops by their work stations and has informal chats with them. Which of the following best describes Saul's actions?

Making the rounds

Mark, the manager of the marketing team of a company, often contacts the members of the finance team for budget-related details. Mark needs this information to design marketing strategies that fall within the allocated budget. Which kind of leadership network is Mark using for performing his tasks efficiently?

Operational network

Machiavellians

People in the work-place who ruthlessly manipulate others

A good example of ingratiation when dealing with a person you are trying to influence would be for you to:

Praise that person lavishly

Win-win approach to conflict resolution

The belief that after conflict has been resolved, both sides should gain something of value

meaningful work

The feeling of doing work that matters or makes a difference

making the rounds

The leader casually dropping by constituents to listen to their accomplishments, concern, and problems and to share information

dependence perspective

The point of view that a person accrues power by other being dependent on him or her for things they value

Ryan's team has performed beyond the performance standard set for the team in the previous financial year. This makes the team eligible for additional incentives, and the improved performance will also make them eligible for a promotion in a few months. In the context of the expectancy theory, which of the following statements is true in this case?

The team being considered eligible for promotion is a second-level outcome.

collaborative style

is based on the underlying philosophy of the win-win approach to conflict resolution, the belief that after conflict has been resolved, both sides should gain something of value

An advantage of a goal related to a noble cause is that it:

is likely to inspire workers.

An axiom of persuasive communication

is that a speaker must adapt the message to the listener's interests and motivations.

Roberto demonstrates the desired behavior expected from his group members when a client visit takes place. In the context of coaching skills and techniques, he is:

modeling the desired performance.

Recognition is an effective motivator is because:

most employees feel they do not receive enough recognition.

compliance

partial success of an influence attempt by a leader: the person makes a modest effort

empowerment

passing decision making authority and responsibility from managers to group members

implicit leadership theories

personal assumptions about the traits and abilities that characterize an ideal organizational leader

leader political support

political acts and influence behaviors performed by leaders to provide followers with valuable resources to advance individual, group, or organizational objectives

Personal Power

power derived from the person rather than from the organization

Reward Power

the authority to give employees rewards for compliance

self-efficacy

the confidence in one's ability to carry out a specific task

Moral identity

the extent to which an individual holds morality as part of his or her self-concept

Engagement

the high levels of personal investment in the tasks performed on a job

self-leadership

the idea that all organizational members are capable of leading themselves, at least to some extent

Legitimate power

the lawful right to make a decision and expect compliance

An important implication of expectancy theory for leaders is that:

the link between rewards and performance should be made explicit.

Stuart, the director of a company producing electrical appliances, is preparing to address the sales team to appreciate their performance. When preparing his message for the speech, Stuart should ensure that _____.​

the message is geared to the listeners

commitment

the most successful outcome of a leader's influence tactic: the person makes a full effort

Power

the potential or ability to influence decisions and control resources

Prestige Power

the power stemming from one's status and reputation

Coercive Power

the power to punish for noncompliance, power based on fear

resistance

the state that occurs when an influence attempt by a leader is unsuccessful: the target is opposed to carrying out the request and finds ways to either not comply or do a poor job

Valence

the worth of attractiveness of an outcome

goal

what a person is trying to accomplish

Co-opting antagonists is defined as:

winning over opponents by making them part of your team.

hands on leader

A leader who gets directly involved in the details and process of operations

Which of the following is an example of debasement?

A manager pretending to be incapable of doing a task so that he gets help from his subordinates

territorial games

Also referred to as turf wars, political tactics that involve protecting and hoarding resources that give one power, such as information, relationships, and decision-making authority

Which of the following is true of the motivational use of recognition and praise?

An individual's preference for the type of praise should be taken into account.

Which of the following examples illustrates an indirect tie according to the strength-of-ties perspective​?

Sarah is connected to Michael through her friend Shirley.

In the context of appealing to the pride of employees, which of the following statements is true?

Workers can experience pride in relation to recognition symbols.

linguistic style

a person's characteristic speaking pattern

altercasting

a principle of persuasion in which you characterize another person as a certain type of person to encourage him of her to behave in a desired manner.

coalition

a specific arrangement of parties working together to combine their power

expectancy theory

a theory of motivation based on the premise that the amount of effort people expend depends on how much reward they can expect in return.

co-opt

To win over opponents by making them part of your team or giving them a stake in the system