MGMT 301 Final

Which of the following factors influences participative management? A) Employees' competence B) Commitment to work C) Interpersonal contact D) Level of power E) Degree of responsibility

A) Employees' competence Feedback: Learning Objective: 13-03 Topic: Social Power and Empowerment Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 349 Page: 350 Explanation: The design of work, the level of trust between management and employees, and the employees' competence and readiness to participate represent three factors that influence the effectiveness of participative management.

According to _____, leaders must learn to manipulate or influence the leadership situation in order to create a "match" between their leadership style and the amount of control within the situation at hand. A) Fiedler's contingency model B) path-goal theory C) trait theory D) LMX model E) expectancy theory

A) Fiedler's contingency model Feedback: Learning Objective: 14-02 Topic: Situational Theories Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 370 Explanation: Fiedler's contingency model suggests that leaders must learn to manipulate or influence the leadership situation in order to create a "match" between their leadership style and the amount of control within the situation at hand.

Followers want organizational leaders to create which of the following emotional responses in others? A) Significance B) Dominance C) Self-confidence D) Consideration E) Intuition

A) Significance Feedback: Learning Objective: 14-07 Topic: Additional Perspectives on Leadership Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 390 Explanation: Followers want organizational leaders to create feelings of significance (what one does at work is important and meaningful).

Skinner's work became known as: A) behaviorism. B) conditioning. C) operant behavior. D) respondent behavior. E) cognitive conditioning.

A) behaviorism. Feedback: Learning Objective: 08-05 Topic: Principles of Reinforcement Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 213 Explanation: Skinner refined Thorndike's conclusion that behavior is controlled by its consequences. Skinner's work became known as behaviorismbecause he dealt strictly with observable behavior.

Alan listens to the paper presentation and jots down arguments and questions challenging the conviction of the speaker. His listening style is dominantly: A) evaluative. B) discerning. C) comprehensive. D) appreciative. E) empathetic.

A) evaluative. Feedback: Learning Objective: 12-05 Topic: Interpersonal Communication Blooms: Apply AACSB: Analytic AACSB: Communication Level of Difficulty: Medium Page: 323 Explanation: Evaluative listeners listen analytically and continually formulate arguments and challenges to what is being said. They tend to accept or reject messages based on personal beliefs, ask a lot of questions, and can become interruptive.

The management had promised Albert a 20 percent raise in his salary if he completed the project before the scheduled date. In order to receive the raise as promised by the management, Albert worked hard and over time and completed the project two days prior to the scheduled date. It can be said that Albert was: A) extrinsically motivated. B) intrinsically motivated. C) self-motivated. D) negatively motivated. E) socially motivated.

A) extrinsically motivated. Feedback: Learning Objective: 08-03 Topic: Organizational Reward Systems Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 208 Explanation: An employee who works to obtain extrinsic rewards, such as money or praise, is said to be extrinsically motivated.

In a field study of 238 corporate managers, upward feedback had a positive impact on the performance of: A) low-to-moderate performers. B) moderate performers. C) moderate-to-high performers. D) high performers. E) non-performers.

A) low-to-moderate performers. Feedback: Learning Objective: 08-02 Topic: Providing Effective Feedback Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 204 Explanation: In a field study of 238 corporate managers, upward feedback had a positive impact on the performance of low-to-moderate performers.

Social power is the ability to: A) marshal the human, informational, and material resources to get something done. B) use faster, more user-friendly methods of resolution, instead of traditional approaches. C) be expressive and self-enhancing, and the attempt to take excessive advantage of others. D) foster a structured debate of opposing viewpoints prior to making a decision. E) encourage and facilitate friendships via social events.

A) marshal the human, informational, and material resources to get something done. Feedback: Learning Objective: 13-02 Topic: Social Power and Empowerment Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 344 Explanation: Social power is defined as "the ability to marshal the human, informational, and material resources to get something done."

Herbert Simon, a decision theorist, is known for his _____ model of decision making. A) normative B) contact C) rational D) garbage can E) descriptive

A) normative Feedback: Learning Objective: 10-01 Topic: Models of Decision Making Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 254 Page: 255 Explanation: Herbert Simon, a decision theorist, earned the Nobel Prize in 1978 for his work on decision making. Herbert Simon proposed the normative model to describe the process that managers actually use when making decisions.

Organizational politics or political maneuvering is triggered primarily by: A) uncertainty. B) clear measures of performance. C) well-defined decision processes. D) lack of change. E) clear organizational objectives.

A) uncertainty. Feedback: Learning Objective: 13-04 Topic: Organizational Politics and Impression Management Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 351 Explanation: Organizational politics is triggered primarily by uncertainty. Five common sources of uncertainty within organizations are: unclear objectives, vague performance measures, ill-defined decision processes, strong individual or group competition, and any type of change.

Terrence is a supervisor working with Sophie on a project. He continually discounts her contributions, ideas, and often criticizes her. Terrence is engaging in: A) workplace incivility. B) in-group thinking. C) conflict management. D) devil's advocacy. E) quid pro quo harassment.

A) workplace incivility. Feedback: Learning Objective: 11-02 Topic: Major Forms of Conflict Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 290 Explanation: Workplace incivility is defined as low-intensity deviant behavior intended to harm the target person in ways that violate norms of mutual respect.

_____ refers to avoiding costly lawsuits by resolving conflicts informally or through mediation or arbitration. Answers: Smoothing Alternative dispute resolution Value-added negotiation Dissention Preferential conflict settlement

Alternative dispute resolution Response Feedback: The intent of alternative dispute resolution (ADR), according to a pair of Canadian labor lawyers, is that it "uses faster, more user-friendly methods of dispute resolution, instead of traditional, adversarial approaches (such as unilateral decision making or litigation)."

In ____, disputing parties agree ahead of time to accept the decision of a neutral arbitrator in a formal court-like setting, often complete with evidence and witnesses. Answers: Arbitration Mediation Peer review Facilitation Conciliation

Arbitration Response Feedback: Disputing parties agree ahead of time to accept the decision of a neutral arbitrator in a formal court-like setting, often complete with evidence and witnesses.

Which of the following statements about nonverbal behavior is true? Answers: Men do more touching during conversation than women do. A smile conveys the same emotion across all countries. Asians are taught to avoid eye contact with superiors and parents in order to show obedience and subservience. Association between facial expressions and emotion is a constant across all cultures. Gestures such as folding arms, crossing hands, and crossing one's legs indicate openness and warmth.

Asians are taught to avoid eye contact with superiors and parents in order to show obedience and subservience. Response Feedback: Westerners are taught at an early age to look at their parents when spoken to. In contrast, Asians are taught to avoid eye contact with a parent or superior in order to show obedience and subservience.

Which of the following is the first step involved in added-value negotiation? A) Identify options B) Clarify interests C) Design alternative packages D) Explore innovative solutions E) Select a panel of trustworthy coworkers

B) Clarify interests Feedback: Learning Objective: 11-07 Topic: Negotiating Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 303 Explanation: During added-value negotiation (AVN), the negotiating parties cooperatively develop multiple deal packages while building a productive long-term relationship. AVN consists of these five steps: clarify interests, identify options, design alternative deal packages, select a deal, and perfect the deal.

According to Locke's model, which of the following motivational mechanisms for goal setting shows that goals are personally meaningful and tend to focus one's attention to what is relevant and important? A) Goals regulate effort B) Goals direct attention C) Goals increase persistence D) Goals foster strategies and action plans E) Goals change with time

B) Goals direct attention Feedback: Learning Objective: 07-05 Topic: Motivation through Goal Setting Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 185 Explanation: Goals direct one's attention and effort toward goal relevant activities and away from goal-irrelevant activities.

_____ encompasses speech, behavior, and appearance; it often strays into questionable, if not unethical, territory. A) Participative management B) Impression management C) Empowering leadership D) Influence sharing E) Scapegoating

B) Impression management Feedback: Learning Objective: 13-05 Topic: Organizational Politics and Impression Management Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 354 Explanation: Impression management encompasses speech, behavior, and appearance; it often strays into questionable, if not unethical, territory.

Which of the following is true of the written medium of communication? A) It is useful for communicating in situations where intensive interaction is involved. B) It is formal and creates a tangible record. C) It saves money compared to other means of communication. D) It is a more secure means of communication than paper-based alternatives. E) It helps save time unlike other forms of communication.

B) It is formal and creates a tangible record. Feedback: Learning Objective: 12-01 Topic: Basic Dimensions of the Communication Process Blooms: Understand AACSB: Communication Level of Difficulty: Medium Page: 311 Explanation: Although written communication is time consuming, it is useful for formal occasions when a written record is required.

_____ model is based on the assumption that leaders develop unique one-to-one relationships with each of the people reporting to them. A) Path-goal B) Leader-member exchange C) Laissez-faire D) Fiedler's contingency E) Behavioral styles

B) Leader-member exchange Feedback: Learning Objective: 14-05 Topic: Additional Perspectives on Leadership Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 383 Explanation: The leader-member exchange (LMX) model is based on the assumption that leaders develop unique one-to-one relationships with each of the people reporting to them.

Which of the following statements is true of listening as an interpersonal communication skill? A) Effective listening is an inborn gift and cannot be inculcated through training. B) Listening skills are critical when giving feedback to others. C) Listening is essentially hearing a message. D) Hearing involves information processing. E) People have one dominant listening style that they use.

B) Listening skills are critical when giving feedback to others. Feedback: Learning Objective: 12-05 Topic: Interpersonal Communication Blooms: Understand AACSB: Analytic AACSB: Communication Level of Difficulty: Medium Page: 322 Explanation: Listening skills are critical when we give feedback to others and involves much more than hearing a message.

_____ justice is defined as the perceived fairness of the process and actions used to make allocation decisions. A) Informational B) Procedural C) Interpersonal D) Distributive E) Interactional

B) Procedural Feedback: Learning Objective: 07-01 Topic: Adams's Equity Theory of Motivation Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 177 Explanation: Procedural justice is defined as the perceived fairness of the process and procedures used to make allocation decisions.

_____ is the process of reinforcing closer and closer approximations to a target behavior. A) Modeling B) Shaping C) Stimulus fading D) Chaining E) Cognitive dissonance

B) Shaping Feedback: Learning Objective: 08-06 Topic: Principles of Reinforcement Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 218 Explanation: Shaping is defined as the process of reinforcing closer and closer approximations to a target behavior.

When looking at goal development, what does the acronym "SMART" stand for? A) Substantial, measurable, attributable, results oriented, and time consuming B) Specific, measurable, attainable, results oriented, and time bound C) Selective, motivational, achievable, results oriented, and time consuming D) Substantial, measurable, attributable, results oriented, and time bound E) Special, motivational, achievable, real, and target oriented

B) Specific, measurable, attainable, results oriented, and time bound Feedback: Learning Objective: 07-05 Topic: Motivation through Goal Setting Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 189 Explanation: In accordance with available research evidence, goals should be "SMART," an acronym that stands for specific, measurable, attainable, results oriented, and time bound.

_____ leaders can produce significant organizational change and results as this form of leadership fosters higher levels of employee engagement, trust, and loyalty from followers than any other leadership. A) Transactional B) Transformational C) Laissez-faire D) Implicit E) Explicit

B) Transformational Feedback: Learning Objective: 14-04 Topic:The Full-range Model of Leadership: From Laissez-faire to Transformational Leadership Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 378 Explanation: Transformational leaders can produce significant organizational change and results because this form of leadership fosters higher levels of employee engagement, trust, and loyalty from followers than does transactional leadership.

Based on her previous experiences with Ann, Tanya believes that she will have done a shoddy job on the new project and gives her a bad appraisal. She is biased in her decision by the _____ heuristic. A) representativeness B) availability C) confirmation D) rational E) anchoring

B) availability Feedback: Learning Objective: 10-02 Topic: Decision-Making Biases Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 257 Explanation: The availability heuristic represents a decision maker's tendency to base decisions on information that is readily available in memory.

According to Victor Vroom, motivation: A) deals with the need for affiliation, achievement, and power. B) boils down to the decision of how much effort to exert in a specific task situation. C) occurs when an unfulfilled need appears in a hierarchical manner from physiological needs to self-actualization needs. D) occurs when a job satisfies one's intrinsic factors such as recognition. E) occurs when a person has no tolerance for negative inequity.

B) boils down to the decision of how much effort to exert in a specific task situation. Feedback: Learning Objective: 07-03 Topic: Expectancy Theory of Motivation Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 180 Explanation: Motivation, according to Vroom, boils down to the decision of how much effort to exert in a specific task situation.

Robbie wants to ensure that he can be eligible for the annual dance competition by attending his dance classes regularly. However, his mom has forbidden him from practice sessions until his yearly exams are over. Robbie and his mom are experiencing a(n): A) controversy. B) conflict. C) communication barrier. D) generation gap. E) ego clash.

B) conflict. Feedback: Learning Objective: 11-01 Topic: A Modern View of Conflict Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 286 Explanation: Conflict is a process in which one party perceives that its interests are being opposed or negatively affected by another party.

Researchers at Ohio State University determined that there are only two independent dimensions of leader behavior: _____ and: A) compliance; authority. B) consideration; initiating structure. C) assertiveness; task competence. D) biophysical traits; personal traits. E) emotional intelligence; supportiveness.

B) consideration; initiating structure. Feedback: Learning Objective: 14-01 Topic: Trait and Behavioral Theories of Leadership Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 368 Explanation: Researchers at Ohio State University determined that there are two independent dimensions of leader behavior: consideration and initiating structure, which yielded four behavioral styles of leadership.

With regard to the alternative dispute resolution (ADR) techniques to resolve organizational conflicts, a mediator differs from an arbitrator in that the mediator: A) establishes direct communication between the disputing parties. B) does not render a decision. C) is well versed in relevant laws and case precedents. D) makes decisions that will be binding. E) remains objective.

B) does not render a decision. Feedback: Learning Objective: 11-06 Topic: Managing Conflict Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 301 Explanation: Unlike an arbitrator, a mediator does not render a decision. It is up to the disputants to reach a mutually acceptable decision.

Jarvis thinks that a good leader should be assertive without being aggressive. He also assumes that people who are willing to help always make better leaders than those who do not. He believes in the: A) servant-leadership. B) implicit theory of leadership. C) behavioral theory of leadership. D) "great man" theory of leadership. E) trait theory of leadership.

B) implicit theory of leadership. Feedback: Learning Objective: 14-01 Topic: Trait and Behavioral Theories of Leadership Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 365 Explanation: Implicit leadership theory is based on the idea that people have beliefs about how leaders should behave and what they should do for their followers.

Research concerning the relative effectiveness of influence tactics indicates that _____ increases the likelihood of executives being recommended to sit on boards of directors. A) legitimating tactics B) ingratiation C) coalition tactics D) pressure E) downward influence

B) ingratiation Feedback: Learning Objective: 13-01 Topic: Influencing and Persuading Others Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 342 Explanation: According to research, subtle flattery and agreeing with the other person's opinion (both forms of ingratiation) were shown to increase the likelihood of executives being recommended to sit on boards of directors.

A(n) _____ is a mental representation of the traits and behaviors that people believe are possessed by leaders. A) leader trait B) leadership prototype C) initiating structure D) contingency factor E) consideration

B) leadership prototype Feedback: Learning Objective: 14-01 Topic: Trait and Behavioral Theories of Leadership Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 365 Explanation: A leadership prototype is a mental representation of the traits and behaviors that people believe are possessed by leaders.

The _____ has been successfully used in many different decision-making situations, and has been found to generate more ideas than a standard brainstorming session. A) rational model B) nominal group technique C) consensus technique D) garbage can model E) Delphi technique

B) nominal group technique Feedback: Learning Objective: 10-06 Topic: Group Decision Making Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 279 Explanation: The nominal group technique (NGT) has been successfully used in many different decision-making situations, and has been found to generate more ideas than a standard brainstorming session.

The _____ theory was originally proposed by Robert House in the 1970s. A) trait B) path-goal C) behavioral D) laissez-faire E) contingency

B) path-goal Feedback: Learning Objective: 14-03 Topic: Situational Theories Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 372 Explanation: Path-goal theory was originally proposed by Robert House in the 1970s.

The term "_____" was coined by Robert Greenleaf in 1970 and is more a philosophy of managing than a testable theory. A) shared leadership B) servant-leadership C) transformational D) transactional E) implicit

B) servant-leadership Feedback: Learning Objective: 14-06 Topic: Additional Perspectives on Leadership Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 386 Explanation: The term servant-leadership was coined by Robert Greenleaf in 1970 and is more a philosophy of managing than a testable theory.

Which of the following is an example of a barrier due to variations in information processing and interpretation? Answers: People not trusting each other. People's oversimplified beliefs about specific groups. Being raised in a loving home. Egos affecting people's receptiveness to being influenced by others. Natural tendency to evaluate others' messages.

Being raised in a loving home. Response Feedback: People selectively attend to various stimuli based on their unique frames of reference. This means that these differences affect our interpretations of what we see and hear.

Which of the following would be considered effective feedback? A) "You're lazy." B) "You have a bad attitude." C) "Your document had 10 spelling errors and was submitted two days late." D) "You need improvement here." E) "That story you gave to me to read was really good."

C) "Your document had 10 spelling errors and was submitted two days late." Feedback: Learning Objective: 08-01 Topic: Providing Effective Feedback Blooms: Apply AACSB: Reflective Thinking Level of Difficulty: Hard Page: 199 Explanation: Subjective assessments such as, "You're lazy" or "You have a bad attitude" do not qualify as effective feedback. But hard data such as units sold, days absent, dollars saved, projects completed, customers satisfied, and quality rejects are all candidates for effective feedback programs.

Which of the following is an example of a medium barrier within the communication process? A) Stereotypes and prejudices B) Variations in interpersonal trust C) A block in the communication channel D) Variations in how information is processed and interpreted E) Poor listening skills

C) A block in the communication channel Feedback: Learning Objective: 12-02 Topic: Basic Dimensions of the Communication Process Blooms: Understand AACSB: Communication Level of Difficulty: Medium Page: 314 Refer: Table 12-1 Explanation: A block in the communication channel is a medium barrier, which is a barrier within the communication process.

In which of the following conflict-handling styles do interested parties confront the issue and cooperatively identify the problem, generate and weigh alternatives, and select a solution? A) Compromising B) Avoiding C) Integrating D) Obliging E) Dominating

C) Integrating Feedback: Learning Objective: 11-05 Topic: Managing Conflict Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 298 Page: 299 Explanation: According to conflict specialist Afzalur Rahim's model of the five different conflict-handling styles, in the integrating (problem solving) style, interested parties confront the issue and cooperatively identify the problem, generate and weigh alternatives, and select a solution.

Which of the following influence tactics is most effective at building commitment? A) Using legitimating tactics B) Using coalition tactics C) Rational persuasion D) Personal appeals E) Pressure

C) Rational persuasion Feedback: Learning Objective: 13-01 Topic: Influencing and Persuading Others Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 340 Explanation: Research initiated by David Kipnis and his colleagues reveals how people influence each other in organizations. The Kipnis methodology involved asking employees how they managed to get their bosses, co-workers, and subordinates to do what they wanted them to do. Statistical refinements and replications by other researchers eventually yielded nine influence tactics. Amongst the nine tactics identified, rational persuasion was most effective at building commitment in the workplace.

Nick believed that if he religiously studied for two hours every day, he would pass his exam. This statement represents Nick's: A) benevolence. B) positive inequity. C) expectancy. D) instrumentality. E) equity sensitivity.

C) expectancy. Feedback: Learning Objective: 07-03 Topic: Expectancy Theory of Motivation Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 181 Explanation: An expectancy, according to Vroom's terminology, represents an individual's belief that a particular degree of effort will be followed by a particular level of performance.

Dwayne is known as a serial entrepreneur because of his passion for developing multiple business ventures. Once the businesses start generating profits, he sells them to the highest bidder. He is said to be wielding _____ power. A) reward B) referent C) expert D) legitimate E) coercive

C) expert Feedback: Learning Objective: 13-02 Topic: Social Power and Empowerment Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 345 Explanation: An individual who has valued knowledge or information has expert power over others who need the know-how.

The equity theory is a motivational theory that explains how people strive for _____ in social exchanges. A) justice and development B) organization and development C) justice and fairness D) organization and justice E) planning and organization

C) justice and fairness Feedback: Learning Objective: 07-01 Topic: Adams's Equity Theory of Motivation Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 174 Explanation: Defined generally, equity theory is a model of motivation that explains how people strive for fairness and justice in social exchanges or give-and-take relationships.

The comparison in which another person receives greater outcomes for similar inputs is known as: A) positive inequity. B) positive equity. C) negative inequity. D) negative equity. E) sensitivity.

C) negative inequity. Feedback: Learning Objective: 07-01 Topic: Adams's Equity Theory of Motivation Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 175 Explanation: If the comparison person enjoys greater outcomes for similar inputs, negative inequity will be perceived.

Monetary incentives tied to one's results or accomplishments are called: A) negative reinforcements. B) positive reinforcements. C) pay for performance. D) intrinsic rewards. E) non-variable pay.

C) pay for performance. Feedback: Learning Objective: 08-04 Topic: Organizational Reward Systems Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 210 Explanation: Pay for performance is the popular term for monetary incentives linking at least some portion of the paycheck directly to results or accomplishments.

Hannah was looking out for a job as a recruitment consultant. She had researched a lot about the average salary structure for the job. When Hannah received an offer letter with a salary that was way higher than the market average, she was elated. Hannah was experiencing: A) negative inequity. B) job dissatisfaction. C) positive inequity. D) cognitive dissonance. E) equity.

C) positive inequity. Feedback: Learning Objective: 07-01 Topic: Adams's Equity Theory of Motivation Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 175 Explanation: A person will experience positive inequity when his/her outcome to input ratio is greater than that of a relevant co-worker.

Brian does not want to hire people from the National Cake Design Institute. He does this because the last two candidates he hired from the institute left their jobs immediately after the training period. He is biased in his judgment due to the _____ heuristic. A) confirmation B) anchoring C) representativeness D) hindsight E) overconfidence

C) representativeness Feedback: Learning Objective: 10-02 Topic: Decision-Making Biases Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 257 Explanation: The representativeness heuristic is used when people estimate the probability of an event occurring.

As a manager, if Sharon wants to steer clear of using "hard" influence tactics, which of the following should she avoid? Answers: Inspirational appeals Coalition tactics Personal appeals Ingratiation Rational persuasion

Coalition tactics Response Feedback: Exchange, coalition, pressure, and legitimating tactics are called "hard" tactics because they involve more overt pressure than "soft" tactics.

According to research, which of the following power bases have a slightly negative effect on work outcomes such as performance, satisfaction, and turnover? Answers: Expert power Reward power Legitimate power Referent power Coercive power

Coercive power Response Feedback: According to researchers, coercive power have a slightly negative effect on work outcomes.

_____ is a process in which one party perceives that its interests are being opposed or negatively affected by another party. Answers: Groupthink Conflict Ostracism Cross-functionalism Groupshift

Conflict Response Feedback: Conflict is a process in which one party perceives that its interests are being opposed or negatively affected by another party.

_____ approach to goal setting deals with picking a method that seems best suited for the individual and situation at hand. Answers: Equity Expectancy Contingency Participative Management by objectives

Contingency Response Feedback: Managers are advised to use a contingency approach by picking a method that seems best suited for the individual and situation at hand.

Ross was given an evaluation form and asked to rate his supervisor Tom on leadership skills, helpfulness, attitude toward employees, etc. Other supervisors, top management, and a few clients were also asked to rate Tom's performance. At the end of all these evaluations, a consolidated feedback was to be given to the supervisor. This type of feedback is known as: A) upward feedback. B) intrinsic feedback. C) motivational feedback. D) 360-degree feedback. E) bottom-up feedback.

D) 360-degree feedback. Feedback: Learning Objective: 08-02 Topic: Providing Effective Feedback Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 204 Explanation: Letting individuals compare their own perceived performance with behaviorally specific (and usually anonymous) performance information from their manager, subordinates, and peers is known as 360-degree feedback.

Which of the following statements about employee empowerment is true? A) Almost all employees' are similar in terms of how much empowerment they desire. B) All employees show a need for responsibility and freedom. C) Employees who feel empowered provide the same quality of service as those who do not feel empowered. D) Employee empowerment is not a zero-sum situation where one person's gain is another's loss. E) It is important that employees see empowerment as an either-or proposition.

D) Employee empowerment is not a zero-sum situation where one person's gain is another's loss. Feedback: Learning Objective: 13-03 Topic: Social Power and Empowerment Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 348 Explanation: Employees interpret empowerment in terms how much personal responsibility and control over their work they experience. Some employees like to have responsibility and freedom, while others do not. Power is not a zero-sum situation where one person's gain is another's loss. Empowerment should be seen as a matter of degree, not as an either-or proposition.

Which of the following statements is true of nonverbal communication? A) Leaning backward is a defensive body position. B) A smile conveys the same emotion of warmth and happiness in all cultures. C) Association between facial expressions and emotions are stable across cultures. D) Norms for touching vary significantly around the world. E) Gesturing with palms facing up indicates guilt.

D) Norms for touching vary significantly around the world. Feedback: Learning Objective: 12-04 Topic: Interpersonal Communication Blooms: Understand AACSB: Analytic AACSB: Communication Level of Difficulty: Medium Page: 321 Explanation: It is important to be careful about touching people from diverse cultures as norms for touching vary significantly around the world.

What type of reinforcement schedule is administered when a random number of responses must be emitted before reinforcement occurs? A) Fixed ratio B) Fixed interval C) Variable interval D) Variable ratio E) Continuous reinforcement

D) Variable ratio Feedback: Learning Objective: 08-06 Topic: Principles of Reinforcement Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 216 Refer: Table 8-1 Explanation: A variable ratio is used when a varying or random number of responses must be emitted before reinforcement occurs.

Joshua organizes a team meeting before the Annual Trade Expo conducted by his company where he encourages the team to come up with the wildest possible alternatives for the Expo this year. He is using: A) the nominal group technique. B) the Delphi technique. C) the "30-second soap box" technique. D) brainstorming. E) the normative model of decision making.

D) brainstorming. Feedback: Learning Objective: 10-06 Topic: Group Decision Making Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 278 Explanation: Brainstorming is used to help groups generate multiple ideas and alternatives for solving problems. Managers are advised to encourage wild ideas for brainstorming.

A study of over 1,600 ethnic majority (in-group) and ethnic minority (out-group) students on contact hypothesis revealed that: A) any type of interaction, short of actual conflict, reduced stereotyping. B) the more the members of different groups interacted, the less intergroup conflict they experienced. C) contact over time increased the desire for social distance in the out-group. D) contact reduced the prejudice of the minority out-group on the majority in-group. E) the quality of the contacts was not as important as the time the in-group and out-group spent in contact.

D) contact reduced the prejudice of the minority out-group on the majority in-group. Feedback: Learning Objective: 11-03 Topic: Major Forms of Conflict Blooms: Understand AACSB: Reflective Thinking AACSB: Diversity Level of Difficulty: Medium Page: 293 Explanation: A study of over 1,600 ethnic majority (in-group) and ethnic minority (out-group) students from Germany, Belgium, and England revealed that contact did reduce prejudice. Those in the out-group were more reluctant to engage or contact the in-group. Moreover, contact had no effect on reducing prejudice of the minority out-group on the majority in-group.

Gatekeeping in telecommuting refers to: A) tracking work from afar. B) accommodating employee needs and desires. C) dealing with the work-life boundaries. D) determining who should be allowed to work from home and why. E) guarding workers against feeling of being disconnected.

D) determining who should be allowed to work from home and why. Feedback: Learning Objective: 12-07 Topic: Information Communication Technology and OB Blooms: Remember AACSB: Communication AACSB: Technology Level of Difficulty: Easy Page: 329 Explanation: Managers of teleworkers are responsible for gatekeeping which involves determining who should be allowed to telecommute and why.

According to a laboratory study, _____ produced more potential solutions and made better recommendations for a case problem when compared to the dialectic method. A) arbitration B) consensus decision making C) the contact method D) devil's advocacy E) unprogrammed conflict

D) devil's advocacy Feedback: Learning Objective: 11-05 Topic: Managing Conflict Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 297 Explanation: A laboratory study showed that devil's advocacy produced more potential solutions and made better recommendations for a case problem than did groups using the dialectic method.

Ruth is working on developing a presentation and is out of ideas. She goes to the library, picks up four random books and reads through them, spends time at the park, and goes out to swim while unconsciously considering various obstacles and arriving at associations for her work. She is said to be in the _____ phase of creativity. A) concentration B) preparation C) verification D) incubation E) illumination

D) incubation Feedback: Learning Objective: 10-04 Topic: Dynamics of Decision Making Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 269 Explanation: Incubation is done unconsciously. During this stage, people engage in daily activities while their minds simultaneously mull over information and make remote associations.

According to Simon's normative model of decision making: A) satisficing resolves problems by producing solutions that are optimal. B) problems, solutions, participants, and choice opportunities interact and lead to a decision. C) political motives frequently guide the process by which participants make decisions. D) personal characteristics or internal and external resources reduce rational decision making. E) limitations result in the tendency to acquire optimal rather than manageable amounts of information.

D) personal characteristics or internal and external resources reduce rational decision making. Feedback: Learning Objective: 10-01 Topic: Models of Decision Making Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 255 Explanation: According to Simon's normative model, managers are "bounded" or restricted by a variety of constraints when making decisions. These constraints include any personal characteristics or internal and external resources that reduce rational decision making.

Which of the following is an important practical managerial implication of the expectancy theory? 1. Design challenging jobs. 2. Monitor employee motivation through interviews. 3. Reward people for desired performance. 4. Determine the outcomes employees value. 5. Tie some rewards to group accomplishments to build teamwork.

Determine the outcomes employees value. Response Feedback: Expectancy theory has important practical implications for individual managers and organizations as a whole. All distracters other than D are organizational implications of the expectancy theory. Refer: Table 7-1

Which of the following calls for managers to foster a structured debate of opposing viewpoints prior to making a decision? Answers: Devil's advocacy Peer review Dialectic Smoothing Arbitration

Dialectic Response Feedback: Dialectic method calls for managers to foster a structured debate of opposing viewpoints prior to making a decision.

Dmitri is the most senior researcher at Viatus Corp. He likes to make his decisions quickly and always wants to see people working on projects that yield tangible results. He looks at short-term goals and likes having control over how things are run. He can be described as having which decision-making style? Answers: Directive Analytical Conceptual Behavioral Perceptual

Directive Response Feedback: Individuals with a directive style of decision making are in pursuit of speed and results. However, they tend to be autocratic, exercise power and control, and focus on the immediate goals.

Which of the following alternative dispute resolution (ADR) techniques is the most difficult to implement and of high cost to a company? A) Peer review B) Conciliation C) Facilitation D) Ombudsman E) Arbitration

E) Arbitration Feedback: Learning Objective: 11-06 Topic: Managing Conflict Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 300 Page: 301 Page: 302 Explanation: The following ADR techniques represent a progression of steps third parties can take to resolve organizational conflicts. They are ranked from easiest and least expensive to most difficult and costly: facilitation, conciliation, peer review, ombudsman, mediation, and arbitration.

What would research call someone who has a higher tolerance for negative inequity? A) Expectant B) Entitled C) Sensitive D) Emotional E) Benevolent

E) Benevolent Feedback: Learning Objective: 07-01 Topic: Adams's Equity Theory of Motivation Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 175 Explanation: Benevolents are people who have a higher tolerance for negative inequity.

Which of the following statements is true of an assertive communication style? A) It involves taking advantage of others. B) It makes use of qualifiers such as "kind of" or "maybe". C) It involves frequent interruptions during communication. D) It makes use of nonverbal behavior patterns such as a loud voice, glaring. E) It is expressive and self-enhancing and uses direct, unambiguous language.

E) It is expressive and self-enhancing and uses direct, unambiguous language. Feedback: Learning Objective: 12-03 Topic: Interpersonal Communication Blooms: Understand AACSB: Communication Level of Difficulty: Medium Page: 319 Explanation: An assertive communication styleis expressive and self-enhancing and is based on the ethical notion that it is not right or good to violate our own or others' basic human rights.

Which of the following is an advantage of involving groups in the decision-making process? A) There is high support for the creativity of individual contributors. B) There is representation of the quieter voices in group decision making. C) The emphasis is on the primary task of making a sound decision. D) There are no vested interests that interfere with decision making by groups. E) Less experienced participants learn how to cope with group dynamics.

E) Less experienced participants learn how to cope with group dynamics. Feedback: Learning Objective: 10-05 Topic: Group Decision Making Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 275 Refer: Table 10-1 Explanation: Group decision making creates a training ground wherein the less experienced participants in a group learn how to cope with group dynamics by being involved. Disadvantages: Unwillingness to "rock the boat" and pressure to conform may combine to stifle the creativity of individual contributors. Sometimes the quality of group action is reduced when the group gives in to those who talk the loudest and longest. Political wheeling and dealing can displace sound thinking when an individual's pet project or vested interest is at stake. Sometimes secondary considerations such as winning an argument, making a point, or getting back at a rival displace the primary task of making a sound decision or solving a problem.

According to three separate meta-analyses and a series of studies conducted by consultants across the United States, which of the following statements about leadership traits in men and women is true? A) Men scored more than women in peer ratings when rated on a number of effectiveness criteria. B) Men are more assertive than women. C) Women use a more autocratic and directive style than men. D) Men use a more democratic or participative style than women. E) Men and women were seen as displaying more task and social leadership, respectively.

E) Men and women were seen as displaying more task and social leadership, respectively. Feedback: Learning Objective: 14-01 Topic: Trait and Behavioral Theories of Leadership Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 367 Explanation: Three separate meta-analyses and a series of studies conducted by consultants across the United States uncovered the following differences: (1) Men and women were seen as displaying more task and social leadership, respectively; (2) women used a more democratic or participative style than men, and men used a more autocratic and directive style than women; (3) men and women were equally assertive; and (4) women executives, when rated by their peers, managers, and direct reports, scored higher than their male counterparts on a variety of effectiveness criteria.

Richard is a diving instructor who awards certificates to students as they master the complete set of diving skills. Which of the following types of feedback does this serve? A) Instructional feedback B) 360-degree feedback C) Upward feedback D) Intrinsic feedback E) Motivational feedback

E) Motivational feedback Feedback: Learning Objective: 08-01 Topic: Providing Effective Feedback Blooms: Apply AACSB: Reflective Thinking Level of Difficulty: Medium Page: 200 Explanation: Feedback motivates when it serves as a reward or promises a reward.

Which of the following statements about the different levels of political action in organizations is true? A) Coalitions are loose associations of individuals seeking social support for their general self-interests. B) Networks pivot on specific issues. C) Politically, networks are issue-oriented. D) Politically, coalitions are people-oriented. E) Networks have broader and longer-term agendas than do coalitions.

E) Networks have broader and longer-term agendas than do coalitions. Feedback: Learning Objective: 13-04 Topic: Organizational Politics and Impression Management Blooms: Understand AACSB: Reflective Thinking Level of Difficulty: Hard Page: 353 Explanation: Unlike coalitions, which pivot on specific issues, networks are loose associations of individuals seeking social support for their general self-interests. Politically, networks are people-oriented, while coalitions are issue-oriented. Networks have broader and longer-term agendas than do coalitions.

Which of the following statements is true with regard to the impact of information communication technology (ICT) on organizational behavior? A) Older people do not like and do not use ICT. B) Job satisfaction is lower in individuals using ICT. C) Work-life balance is disturbed in people using ICT. D) Communication costs are higher when using ICT. E) Operating margins and marketing effectiveness are higher when using ICT.

E) Operating margins and marketing effectiveness are higher when using ICT. Feedback: Learning Objective: 12-06 Topic: Information Communication Technology and OB Blooms: Understand AACSB: Communication AACSB: Technology Level of Difficulty: Medium Page: 328 Explanation: Research shows that information communication technology (ICT) improved access to valuable market and customer information, increased marketing effectiveness, reduced communication costs, and enhanced supplier and strategic partner satisfaction leading to higher operating margins.

Which of the following situations could lead to intergroup conflict? A) Moby loudly calls his colleague Ritchie "a total dunce" during a meeting. B) Ricky continuously mimics his friend Sam who has a stuttering problem. C) David makes fun of Aaron's accent while talking to the team. D) Freya is always competing with her friend June whenever she gets the chance even if they are on different projects. E) Rose belongs to the licensing team and does not like people from other teams talking to her teammates.

E) Rose belongs to the licensing team and does not like people from other teams talking to her teammates. Feedback: Learning Objective: 11-03 Topic: Major Forms of Conflict Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 292 Explanation: In-group thinking sows the seeds for intergroup conflict; in-groups view outsiders as a threat.

Stanford professors Jeffrey Pfeffer and Robert Sutton have been studying evidence-based management for some time. Based on this experience, which of the following is an implementation principle they suggest to help companies integrate EBDM into an organization's culture? A) Treat your organization as a completed prototype. B) Evidence-based management is solely for senior executives. C) The best diagnostic question: what happens when ideas click? D) Unlike everything else, you do no need to still sell it. E) See yourself and your organization as outsiders do.

E) See yourself and your organization as outsiders do. Feedback: Learning Objective: 10-03 Topic: Evidence-Based Decision Making Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 262 Explanation: According to Stanford professors Jeffrey Pfeffer and Robert Sutton, treat your organization as an unfinished prototype. See yourself and your organization as outsiders do. Evidence-based management is not just for senior executives. Like everything else, you still need to sell it. The best diagnostic question: what happens when people fail?

Which of the following is an example of a good listener? A) Mathew prefers to pick out the facts from any news that he watches. B) Mabel tunes out the conversation when it switches to sports. C) Derrick prefers to listen to music while hearing his wife discuss shopping. D) When on a project, Bobby prefers to only hear information that is positive. E) Swen likes to hear both sides of an argument before making a judgment.

E) Swen likes to hear both sides of an argument before making a judgment. Feedback: Learning Objective: 12-05 Topic: Interpersonal Communication Blooms: Apply AACSB: Analytic AACSB: Communication Level of Difficulty: Medium Page: 323 Refer: Table 12-3 Explanation: An effective listener hears what is said, withholds judgment until comprehension is complete, and listens to both favorable and unfavorable information.

Which of the following is true about the encoding barrier in the communication process? A) You do not understand the message. B) You do not respond enough. C) The communication channel is blocked. D) You do not get any message. E) You choose the right words but use the wrong tone.

E) You choose the right words but use the wrong tone. Feedback: Learning Objective: 12-02 Topic: Basic Dimensions of the Communication Process Blooms: Apply AACSB: Analytic AACSB: Communication Level of Difficulty: Medium Page: 314 Refer: Table 12-1 Explanation: The answer illustrates the encoding barrier—the message is not expressed correctly.

If some employees are paid less compared to their co-workers for the same work, then they would have concerns about _____ justice. A) informational B) interpersonal C) procedural D) interactional E) distributive

E) distributive Feedback: Learning Objective: 07-01 Topic: Adams's Equity Theory of Motivation Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 177 Explanation: Distributive justice reflects the perceived fairness of how resources and rewards are distributed or allocated.

Getting someone in a good mood prior to making a request by using praise, flattery, or humor is called: A) a personal appeal. B) an exchange. C) a legitimating tactic. D) rational persuasion. E) ingratiation.

E) ingratiation. Feedback: Learning Objective: 13-01 Topic: Influencing and Persuading Others Blooms: Remember AACSB: Analytic Level of Difficulty: Easy Page: 340 Explanation: Ingratiation is the process of getting someone in a good mood prior to making a request by using praise, flattery or humor.

According to consultants David Snowden and Mary Boone, in a chaotic decision environment: A) there is one right answer, but there are many unknowns. B) the rational model of decision making offers the best solution. C) there is a complex interaction between problems, solutions, participants, and choice opportunities. D) there is a clear relationship between cause and effect and more than one solution may be effective. E) the use of evidence-based decision making and intuition may be helpful.

E) the use of evidence-based decision making and intuition may be helpful. Feedback: Learning Objective: 10-01 Topic: Models of Decision Making Blooms: Understand AACSB: Analytic Level of Difficulty: Medium Page: 256 Explanation: In a chaotic decision environment, decision makers have to act first to establish order and then find areas where it is possible to identify patterns so that aspects of the problem can be managed.

Croma, Inc., recently introduced a new system of rewarding employees. This system would encompass not only compensation and benefits, but also training in management information systems which would ultimately help in improving performance. This method of rewarding employees is known as: A) intrinsic rewards. B) merit pay. C) fringe benefits. D) extrinsic rewards. E) total rewards.

E) total rewards. Feedback: Learning Objective: 08-03 Topic: Organizational Reward Systems Blooms: Apply AACSB: Analytic Level of Difficulty: Medium Page: 207 Explanation: Total rewards encompass not only compensation and benefits, but also personal and professional growth opportunities and a motivating work environment that includes recognition, job design, and work-life balance.

Traditionally, managers dealt with personality conflicts by: A) using penalties for misconduct. B) giving diversity training. C) providing constructive feedback. D) acting as caring and courteous role models. E) transferring one party.

E) transferring one party. Feedback: Learning Objective: 11-02 Topic: Major Forms of Conflict Blooms: Remember AACSB: Analytic Level of Difficulty: Medium Page: 292 Explanation: Traditionally, managers dealt with personality conflicts by either ignoring them or transferring one party. Other ways to reduce conflict and its negative effects include having an organizational culture that places a high value on respect for co-workers. This requires managers and leaders to act as caring and courteous role models and provide constructive feedback. Diversity training and penalties for misconduct also would help.

_____ is a model of motivation that explains how people strive for fairness and justice in social exchanges or give-and-take relationships. Answers: Hierarchy of needs theory McClelland's need theory Theory X Herzberg's motivator-hygiene theory Equity theory

Equity theory Response Feedback: Equity theory is a model of motivation that explains how people strive for fairness and justice in social exchanges or give-and-take relationships.

_____ theory holds that people are motivated to behave in ways that produce desired combinations of expected outcomes. Answers: Equity Expectancy Motivator-hygiene Goal setting Hierarchy of needs

Expectancy Response Feedback: Expectancy theory holds that people are motivated to behave in ways that produce desired combinations of expected outcomes.

_____ is the exchange of information about the status and quality of work products. It provides a road map to success. Answers: Performance appraisal Performance management Management by objectives Feedback Total quality management

Feedback Response Feedback: Feedback is the exchange of information about the status and quality of work products. It provides a road map to success.

Which of the following actions is recommended for managers to minimize intergroup conflict? Answers: Formal resolution of difficult conflicts with the help of hired counselors. Passive withdrawal from the problem. Active suppression of the issue. Generation of ideas based on personal preference or political interests. Minimization of differences and emphasis on similarities to please the other party.

Formal resolution of difficult conflicts with the help of hired counselors. Response Feedback: Managers need to refer difficult conflicts to human resource specialists or hired counselors for formal resolution attempts and other interventions.

_____ conflict serves organizational interests and is characterized by consultative interactions, a focus on the issues, mutual respect, and useful give and take. Answers: Dysfunctional Negative Personality Functional Intergroup

Functional Response Feedback: Functional conflict is commonly referred to in management circles as constructive or cooperative conflict and is characterized by consultative interactions, a focus on the issues, mutual respect, and useful give and take.

_____ refers to the process where the manager determines who should be allowed to telecommute and why. Answers: Social integration Gatekeeping Work-life boundary management Monitoring Work group culture

Gatekeeping Response Feedback: Gatekeeping involves deciding who should be allowed to telecommute and why. Not every person or every job benefits.

When communicating with his subordinates, Greg has a tendency to lean backward. Which of the following is communicated by his behavior? Answers: Aloofness Defensiveness Aggressiveness Immediacy Nonassertiveness

Immediacy Response Feedback: Open body positions, such as leaning backward or gesturing with palms facing up communicate immediacy, which represents warmth and openness.

____, according to Vroom's terminology, represents a person's belief that a particular outcome is contingent on accomplishing a specific level of performance. Answers: Expectancy Benevolence Equity Instrumentality Valence

Instrumentality Response Feedback: An instrumentality is a performance → outcome perception. It represents a person's belief that a particular outcome is contingent on accomplishing a specific level of performance.

In handling conflict, Joey believes that the concerned parties must tackle the issue and cooperatively identify the problem, generate and weigh alternative solutions, and select a solution. Joey can be described as advocating which conflict-handling style? Answers: Obliging Integrating Dominating Avoiding Compromising

Integrating Response Feedback: Integrating is a conflict-handling style characterized by interested parties confronting the issue and cooperatively identifying the problem, generating and weighing alternatives, and selecting a solution.

What is the main consideration when using devil's advocacy to prevent groupthink in an organization? Answers: It makes people overly analytical. It is too expensive a technique to employ. It makes people move away from reality testing. It leads to an individual developing a negative reputation. It leads to escalation of commitment across multiple decisions.

It leads to an individual developing a negative reputation. Response Feedback: It is important to rotate the job of devil's advocate so no one person or group develops a strictly negative reputation

Which of the following statements is true of the "Darwinian perspective"? Answers: Girls learn conversational skills and habits that focus on status and hierarchies. Women see conversations as negotiations in which people try to achieve and maintain the upper hand. Men come to view communication as a network of connections in which conversations are negotiations for closeness. Men tactfully give feedback by mitigating criticism with praise. Men have an inherent desire to possess features attractive to females.

Men have an inherent desire to possess features attractive to females. Response Feedback: "Darwinian perspective" attributes gender differences in communication to drives, needs, and conflicts associated with reproductive strategies used by women and men. For example, proponents would say that males communicate more aggressively, interrupt others more than women, and hide their emotions because they have an inherent desire to possess features attractive to females.

Which of the following styles has a primary strength of encouraging cooperation, but fails to confront the underlying problem? Answers: Avoiding Integrating Compromising Dominating Obliging

Obliging Response Feedback: Obliging encourages cooperation but fails to confront the underlying problem.

Morgan, a manager with T&T, is never happy with "good enough" solutions. He is always looking at finding the best possible solution to the problems in his workplace. Which of the following decision-making traits is Morgan utilizing? Answers: Optimizing Brainstorming Rationalizing by set boundaries Satisficing Normalizing

Optimizing Response Feedback: Morgan solves problems by optimizing, which involves finding the best possible solution.

Which of the following is an intrinsic reward? Answers: Financial Social Psychic Material Environmental

Psychic Response Feedback: Financial, material, and social rewards qualify as extrinsic rewards because they come from the environment. Psychic rewards, however, are intrinsic rewards because they are self-granted.

Freya is trying to convince Angela, her superior, with reason, logic, and facts about why her approach to implementing the new sales plan should be used. Freya is using which of the following influence tactics? Answers: Inspirational appeal Ingratiation Pressure Consultation Rational persuasion

Rational persuasion Response Feedback: Rational persuasion involves using reason, logic, or facts to try and convince someone.

According to Skinner, which of the following categories of behavior described a very small proportion of adult human behavior, such as shedding tears while peeling onions and reflexively withdrawing one's hand from a hot stove? Answers: Operant behavior Respondent behavior Cognitive dissonance Learned behavior Unobservable inner states

Respondent behavior Response Feedback: Skinner labeled unlearned reflexes or stimulus-response connections as respondent behavior. This category of behavior was said to describe a very small proportion of adult human behavior, such as shedding tears while peeling onions and reflexively withdrawing one's hand from a hot stove.

As operations head, Nick is implementing pay-for-performance and positive reinforcement programs at ValueTech Center. Nick is attempting to exploit which power? Answers: Coercive Expert Referent Reward Legitimate

Reward Response Feedback: Pay-for-performance plans and positive reinforcement practices attempt to exploit reward power.

As a software development project manager, Chang is extremely busy working on new products as well as improving old ones. Given the time crunch, Chang's operational philosophy for problems is to go with a solution that meets his minimum standard of acceptance. Which of the following describes his approach? Answers: Escalation of commitment Optimizing Representativeness heuristics Anchoring bias Satisficing

Satisficing Response Feedback: Satisficing consists of choosing a solution that meets some minimum qualifications, one that is "good enough."

From her gut feeling, derived from having worked 30 years as an HR recruiter, Phoebe knows that hiring Vladimir would be a bad idea. When asked, she cannot explain her strong feeling. What kind of knowledge is this? Answers: Shared Explicit Cultural Tacit Conceptual

Tacit Response Feedback: Tacit knowledge is information gained through experience that is difficult to express and formalize.

_____ encompass not only compensation and benefits, but also personal and professional growth opportunities and a motivating work environment that includes recognition, job design, and work-life balance. Answers: Performance evaluations Total rewards Full-circle rewards Profit-sharing plans Non-performance considerations

Total rewards Response Feedback: Total rewards encompass not only compensation and benefits, but also personal and professional growth opportunities and a motivating work environment that includes recognition, job design, and work-life balance.

According to researchers, which of the following is a disadvantage to applying situational theories with members of a team? Answers: Employees need to identify situational factors that affect the leadership style. It advocates using one single leadership style for multiple situations. It can lead to a need for identifying outcomes before determining what goals are to be achieved. Treating group members differently resulted in some employees feeling that they were not among the leader's "in-group." It requires changing the person in the leadership role to increase leadership effectiveness.

Treating group members differently resulted in some employees feeling that they were not among the leader's "in-group." Response Feedback: Study findings revealed that treating group members differently resulted in some employees feeling that they were not among the leader's "in-group."

According to the original path-goal theory, which of the following is NOT a contingency factor in leadership effectiveness? Answers: Employees' need for achievement Employees' need for clarity Employees' task ability Employees' work experience Work-unit performance

Work-unit performance Response Feedback: Five important employee characteristics that act as contingency factors are locus of control, task ability, need for achievement, experience, and need for clarity. Two relevant environmental factors are task structure (independent versus interdependent tasks) and work-group dynamics.

Which of the following is considered to be the seeds of personality conflict? Answers: Workplace incivility Competition for limited resources Collective decision making In-group thinking Ethnocentrism

Workplace incivility Response Feedback: Personality conflict is defined as interpersonal opposition based on personal dislike and/or disagreement. Workplace incivility is considered to be the seeds of personality conflict.

According to path-goal theory, encouraging employees to perform at their highest level by setting challenging goals, emphasizing excellence, and demonstrating confidence in employee abilities refers to the _____ leadership style. Answers: supportive achievement-oriented directive participative authoritarian

achievement-oriented Response Feedback: According to path-goal theory, encouraging employees to perform at their highest level by setting challenging goals, emphasizing excellence, and demonstrating confidence in employee abilities is achievement-oriented leadership behavior. Refer: Table 14-2

The _____ represents a decision maker's tendency to base decisions on information that is readily available in memory. Answers: escalation of commitment representative heuristic hindsight bias overconfidence bias availability heuristic

availability heuristic Response Feedback: The availability heuristic represents a decision maker's tendency to base decisions on information that is readily available in memory.

According to Festinger's theory, people are motivated to maintain consistency between their cognitive beliefs and their: Answers: behavior. attitude. personality. character. traits.

behavior. Response Feedback: According to Festinger's theory, people are motivated to maintain consistency between their cognitive beliefs and their behavior. Perceived inconsistencies create cognitive dissonance (or psychological discomfort), which, in turn, motivates corrective action.

In communication, when compared to women, men are likely to: Answers: share credit for success. bluntly give feedback. indirectly tell others what to do. ask questions for clarification. promote interpersonal communication.

bluntly give feedback. Response Feedback: Women are more likely to share credit for success, to ask questions for clarification, to tactfully give feedback by mitigating criticism with praise, and to indirectly tell others what to do.

According to researchers, the three possible outcomes of an influence attempt are: Answers: respect, fear, and denial. friendship, trust, and interest. commitment, compliance, and resistance. promotion, transfer, and demotion. satisfaction, turnover, and dissatisfaction.

commitment, compliance, and resistance. Response Feedback: According to researchers, an influence attempt has three possible outcomes: commitment, compliance, and resistance.

In a _____ context, there is one right answer but decision makers do not understand cause-and-effect relationships as there are many unknowns. Answers: complex simple complicated chaotic normative

complex Response Feedback: In a complex context, there is one right answer, but there are so many unknowns that decision makers do not understand cause-and-effect relationships.

People with a(n) ______ decision-making style adopt a long-term perspective and rely on intuition and discussions with others to acquire information. Answers: conceptual cultural analytical behavioral directive

conceptual Response Feedback: People with a conceptual decision-making style adopt a long-term perspective and rely on intuition and discussions with others to acquire information.

A political coalition: Answers: consists of a group of individuals pursuing a single issue. always coincides with formal membership. has a very clear structure and is permanent. involves cooperative pursuit of general self-interests. is a weak force in the organization.

consists of a group of individuals pursuing a single issue. Response Feedback: A coalition is an informal group bound together by the active pursuit of a single issue.

Rent A Wordsmith is conducting an online competition wherein it allows its users and employees to work toward arriving at a new logo and tagline for the company. This is an example of: Answers: teleworking. crowdsourcing. semantics. bulletin board. community membership.

crowdsourcing. Response Feedback: Through crowdsourcing, companies invite nonemployees to contribute to particular goals and manage the process via the Internet.

According to Harvard Business School professor, Constance Bagley, a(n) _____ can help managers to make more ethical decisions. Answers: decision tree intuitive choice rational model normative model peer environment

decision tree Response Feedback: Harvard Business School professor Constance Bagley suggests a decision tree can help managers to make more ethical decisions.

An employee with high task ability and experience is less apt to need additional guidance and thus would respond negatively to _____ leadership. Answers: participative achievement-oriented appreciative performance-oriented directive

directive Response Feedback: An employee with high task ability and experience is less apt to need additional direction and thus would respond negatively to directive leadership.

Annie always takes notes while listening and likes to segregate the information into the essential points to arrive at the main message of what she listens to. She is a(n) _____ listener. Answers: evaluative empathetic discerning appreciative comprehensive

discerning Response Feedback: Discerning listeners attempt to understand the main message and determine important points. They like to take notes and prefer logical presentations.

The two basic types of negotiation are _____ and: Answers: peer review; ombudsman. arbitration; mediation. distributive; integrative. facilitation; ostracism. voluntary; mandatory.

distributive; integrative. Response Feedback: Negotiation experts distinguish between two types of negotiation—distributive and integrative.

Communication begins when a sender _____ an idea or thought. Answers: decodes selects a medium for provides feedback for encodes neutralizes noise for sending

encodes Response Feedback: Communication begins when a sender encodes an idea or thought.

Six months after starting an event management company, Dynamo, with a partner, Jenny finds that projections of revenue are significantly lower and the future projections are also bleak. To alleviate the situation, Jenny invests another $25,000 from her savings into the venture. She may be affected by a(n): Answers: overconfidence bias. confirmation bias. escalation of commitment bias. hindsight bias. framing bias.

escalation of commitment bias. Response Feedback: The escalation of commitment bias refers to the tendency to stick to an ineffective course of action when it is unlikely that the bad situation can be reversed.

Juan is heading an NGO called "Across the Chasm" for juvenile delinquents. He approaches every problem by gathering internal and external data about a problem at hand. He then adds to it the views he has gathered through an online poll from the public and employees of the NGO before making a final decision. He is using the _____ model. Answers: rational garbage can judgmental heuristics-based evidence-based decision making intuition-based decision making

evidence-based decision making Response Feedback: Evidence-based decision making (EBDM) represents a process of conscientiously using the best available data and evidence when making managerial decisions.

When John makes sexist remarks to be humorous, Kathy and Ben ignore him and do not laugh at his jokes. This is an example of: Answers: positive reinforcement. extinction. negative reinforcement. punishment. shaping.

extinction. Response Feedback: Weakening a behavior by ignoring it or making sure it is not reinforced is referred to as extinction.

According to research on effective leaders: Answers: masculine-oriented traits and behaviors are more prominent. extraversion is positively related to leadership emergence. intelligence is highly related to leadership effectiveness. intelligence is more important than personality when selecting leaders. changes in leadership prototype will increase biases against women leaders.

extraversion is positively related to leadership emergence. Response Feedback: Extraversion was most consistently and positively related to both leadership emergence and effectiveness. Although past research demonstrated that people were perceived as leaders when they exhibited masculine-oriented traits and behaviors associated with masculinity, and dominance, more recent studies showed an emphasis on more feminine traits and styles that emphasize empowerment, fairness, and supportiveness. This change in prototypes bodes well for reducing bias and discrimination against women in leadership roles.

When rewards come from the environment, they are called _____ rewards. Answers: extrinsic psychic intrinsic taxable equity

extrinsic Response Feedback: Financial, material, and social rewards qualify as extrinsic rewards because they come from the environment. Psychic rewards, however, are intrinsic rewards because they are self-granted.

360-degree feedback that involves feedback from outsiders is sometimes called _____ feedback. Answers: upward triangular horizontal diagonal full-circle

full-circle Response Feedback: Letting individuals compare their own perceived performance with behaviorally specific (and usually anonymous) performance information from their manager, subordinates, and peers is known as 360-degree feedback. Even outsiders may be involved in what is sometimes called full-circle feedback.

The _____ model of decision making attempts to explain how problems, solutions, participants, and choice opportunities interact and lead to a decision. Answers: garbage can rational normative contact optimizing

garbage can Response Feedback: The garbage can model of decision making attempts to explain how problems, solutions, participants, and choice opportunities interact and lead to a decision.

Embedded in expectancy theory is the principle of ____, which states that people strive to maximize their pleasure and minimize their pain. Answers: hedonism instrumentality equity benevolence valence

hedonism Response Feedback: Embedded in expectancy theory is the principle of hedonism. Hedonistic people strive to maximize their pleasure and minimize their pain.

Claudia works at an advertising firm, Le Monde. The company has unplanned evaluations once a month by their chief executive officer. She chooses to come in an hour late and happens to have been the only employee that is late on that particular day, also the day when the inspection happens. She later says "I had a feeling this would happen." She is influenced by a(n): Answers: escalation of commitment bias. framing bias. hindsight bias. overconfidence bias. anchoring bias.

hindsight bias. Response Feedback: Individuals are affected by a hindsight bias when they look back on a decision and try to reconstruct why they decided to do something.

The first step in the rational model of decision making is to: Answers: decide whether to optimize or satisfy. generate alternatives. evaluate the restrictions and resources. consider the personal characteristics. identify the opportunity.

identify the opportunity. Response Feedback: Stage 1 of the rational model of decision making involves identifying the problem or the opportunity.

Francine manages a team of 20. She pays special attention to the needs of followers and searches for ways to help people develop and grow constantly. She is using _____ leader behavior. Answers: transactional idealized influence individualized consideration intellectual stimulation inspirational motivation

individualized consideration Response Feedback: Individualized consideration entails behaviors associated with providing support, encouragement, empowerment, and coaching to employees. These behaviors necessitate that leaders pay special attention to the needs of their followers and search for ways to help people develop and grow.

Mark is a very private person but is a member of a number of online communities that discuss security issues in information systems. He is also a regular blogger and uses various online forums to gather information about problems in online security. His motive for social networking is: Answers: friendship connections. community membership. participation confidence. Correct information value. crowdsourcing.

information value. Response Feedback: Information value is the motive that Mark has for joining social networking sites and communities. He gains access to the knowledge and experience of others.

All of the following are leader behaviors exhibited by transformational leaders EXCEPT: Answers: initiating structure. inspirational motivation. idealized influence. intellectual stimulation. individualized consideration.

initiating structure. Response Feedback: The Ohio State researchers concluded there were only two independent dimensions of leader behavior: consideration and initiating structure. Initiating structure is leader behavior that organizes and defines what group members should be doing to maximize output. Refer: Figure 14-3

Frank Menard runs a consulting firm, TalentTrack. He believes in engaging employees by talking about his vision for the company, appealing to their emotions, and is highly enthusiastic about the company at all times. He is using a(n) _____ leader behavior. Answers: idealized influence achievement-oriented inspirational motivation intellectual stimulation individualized consideration

inspirational motivation Response Feedback: Inspirational motivation involves establishing an attractive vision of the future, the use of emotional arguments, and exhibition of optimism and enthusiasm. Refer: Figure 14-3

Angelina derives pleasure from the actual task of writing a book. She can be described as _____ motivated. Answers: extrinsically financially materially intrinsically socially

intrinsically Response Feedback: Financial, material, and social rewards qualify as extrinsic rewards because they come from the environment. Psychic rewards, however, are intrinsic rewards because they are self-granted. One who derives pleasure from the task itself, feels their work is meaningful, or has a sense of responsibility will likely become engaged with his/her work: Employee engagement is fueled by intrinsic motivation.

A meta-analysis on keeping organizational politics in check revealed that perceptions of organizational politics were negatively associated with: Answers: Correct job satisfaction. job stress. intentions to quit. job dissatisfaction. low wages.

job satisfaction. Response Feedback: A meta-analysis revealed that perceptions of organizational politics were negatively associated with job satisfaction and organizational commitment, and positively related to job stress and intentions to quit.

A favorable upward impression management tactic can be: Answers: interest-focused, nature-focused, or issue-focused. coalition-focused, people-focused, or network-focused. plan-focused, objective-focused, or politics-focused. Issue-focused, individual-focused, or network-focused. job-focused, supervisor-focused, or self-focused.

job-focused, supervisor-focused, or self-focused. Response Feedback: Favorable upward impression management tactics can be job-focused, supervisor-focused, and self-focused.

Work groups, departments, or organizations experiencing too little conflict tend to be plagued by: Answers: lack of creativity. lack of teamwork. political infighting. dissatisfaction. turnover.

lack of creativity. Response Feedback: Work groups, departments, or organizations experiencing too little conflict tend to be plagued by apathy, lack of creativity, indecision, and missed deadlines. Excessive conflict, on the other hand, can erode organizational performance because of political infighting, dissatisfaction, lack of teamwork, and turnover.

According to research, _____ is (are) the least commonly used means of social influence in the workplace. Answers: exchange ingratiation consultation legitimating tactics personal appeals

legitimating tactics Response Feedback: According to research on the nine influence tactics and ranked in diminishing order of use in the workplace, legitimating tactics are the least commonly used.

Group conflict can often be reduced by making decisions on the basis of _____ rather than: Answers: a consensus; authoritative approval. authoritative approval; striving for a consensus. majority approval; striving for a consensus. randomness; authoritative approval. authoritative approval; majority approval.

majority approval; striving for a consensus. Response Feedback: Group conflict sometimes can be reduced by making decisions on the basis of majority approval rather than striving for a consensus.

As per the equity theory, if the comparison person receives greater outcomes for similar inputs, _____ will be perceived. Answers: equity negative inequity no dissatisfaction positive inequity high satisfaction

negative inequity Response Feedback: If the comparison person enjoys greater outcomes for similar inputs, negative inequity will be perceived.

Edgar is a police officer. He extorts protection money from storeowners on behalf of the local Mafia. He is using: Answers: coercive power. expert power. referent power. negative legitimate power. reward power.

negative legitimate power. Response Feedback: Negative legitimate power tends to be threatening and demeaning to those being influenced. Its main purpose is to build the power holder's ego.

Sidney is giving a presentation at the company's monthly review. However, an executive's cell phone keeps ringing at frequent intervals, thus affecting Sidney's focus on the topic. The ringing is said to be creating a _____ barrier. Answers: physical noise medium style semantic

noise Response Feedback: Noise represents anything that interferes with the transmission and understanding of a message. There are many sources of noise: speech impairment, illegible handwriting, inaccurate statistics, poor hearing and eyesight, environmental noises, people talking, and physical distance between sender and receiver.

When a message is sent independent of the written and spoken word, it is called: Answers: nonverbal communication. virtual messaging. electronic communication. semantics. jargon.

nonverbal communication. Response Feedback: Nonverbal communication is any message, sent or received independent of the written or spoken word.

In Vroom's expectancy theory, _____ refer(s) to different consequences that are contingent on performance, such as pay, promotions, or recognition. Answers: outcomes perception values attitude performance

outcomes Response Feedback: In Vroom's expectancy model, outcomes refer to different consequences that are contingent on performance, such as pay, promotions, or recognition.

Valence mirrors our: Answers: personality. expectancy. instrumentality. personal preferences. behavior.

personal preferences. Response Feedback: As Vroom used the term, valence refers to the positive or negative value people place on outcomes. Valence mirrors our personal preferences.

At work, if Joey's outcome to input ratio is greater than that of Tony's (his relevant co-worker), Joey will experience: Answers: equity. no satisfaction. positive inequity. high dissatisfaction. negative inequity.

positive inequity. Response Feedback: A person will experience positive inequity when his/her outcome to input ratio is greater than that of a relevant co-worker.

Employees at Max Manufacturing strive to operate at a zero-defect level because each one of them gets publicly recognized for their individual and team accomplishments. This is an example of: Answers: extinction. positive reinforcement. respondent behavior. punishment. negative reinforcement.

positive reinforcement. Response Feedback: Positive reinforcement is the process of strengthening a behavior by contingently presenting something pleasing.

Generally, people tend to perceive and recall _____ feedback more accurately than they do _____ feedback. Answers: positive; negative upward; downward negative; positive negative; downward downward; upward

positive; negative Response Feedback: Generally, people tend to perceive and recall positive feedback more accurately than they do negative feedback.

Conflict that raises different opinions regardless of the personal feelings of the managers is called _____ conflict. Answers: personality dysfunctional contact cross-cultural programmed

programmed Response Feedback: Programmed conflict is defined as conflict that raises different opinions regardless of the personal feelings of the managers.

A belief that people should be paid back for their positive and negative acts is part of the _____ principle identified by Cialdini. Answers: reciprocity social power expert power empowerment coalition

reciprocity Response Feedback: The belief that both good and bad deeds should be repaid in kind is a part of the reciprocity principle identified by Cialdini.

Celebrities like Michael Jackson and Kurt Cobain had a huge fan following. Due to this following, they can be said to have _____ power over the masses. Answers: expert legitimate referent coercive reward

referent Response Feedback: Referent power comes into play when one's personal characteristics become the reason for compliance.

Matt is a developer working with Code, Inc. Based on his experience in developing a code for a project, he estimated that he would be able to deliver a new project within 10 days. He is making use of the _____ heuristic. Answers: availability representativeness overconfidence hindsight anchoring

representativeness Response Feedback: Representativeness heuristic reflects the tendency to assess the likelihood of an event occurring based on one's impressions about similar occurrences.

Jerry is in charge of the telesales department in Recreation Paradise. He insists that all the callers on the floor greet their customers with strict adherence to the script endorsed by the company. Any changes from routine are marked down on quality irrespective of their impact. Jerry's style of leadership is ineffective due to his _____ behavior. Answers: insular incompetent rigid callous intemperate

rigid Response Feedback: Jeremy is ineffective as a leader as he is rigid, stiff, and unyielding in his beliefs.

At Micro Systems, a firm of 40 employees, only 5 percent of them are eligible for a 5-star rating in their performance evaluation. This entitles them to additional privileges and use of the company club free of cost for a quarter. The company is using the principle of _____ to influence their employees. Answers: reciprocity consistency social proof scarcity authority

scarcity Response Feedback: According to Cialdini's principle of scarcity, people want items, information, and opportunities that have limited availability.

Alex, a German, is informing his subordinates who are of African origin that the ERP for travel has been significantly modified. Due to his German accent, none of the employees understand him as there is a _____ barrier. Answers: semantic process physical personal medium

semantic Response Feedback: Semantics is the study of words. Words matter, as they are how you, the sender, communicate your intended message (thoughts) to others. Moreover, our selection of words influences whether our message is interpreted as intended by the receiver.

In the employee-employer exchange, an employee's inputs would include: Answers: seniority. job security. status symbols. recognition. fringe benefits.

seniority. Response Feedback: An employee's inputs, for which he/she expects a just return, include education/training, skills, creativity, seniority, age, personality traits, effort expended, and personal appearance. On the outcome side of the exchange, the organization provides such things as pay/bonuses, medical benefits, challenging assignments, job security, promotions, status symbols, recognition, and participation in important decisions.

A _____ context refers to one that is stable and where clear cause-and-effect relationships can be discerned so the best answer can be agreed on. Answers: simple complex complicated chaotic disordered

simple Response Feedback: A simple context is stable, and clear cause-and-effect relationships can be discerned, so the best answer can be agreed on.

A moral apology is warranted when: Answers: one leader offends another. the follower of an organization offends another member of the organization. a follower of an institution offends an external party. followers cannot forgive or forget. there is a genuine regret for a wrongdoing that was committed.

there is a genuine regret for a wrongdoing that was committed. Response Feedback: A moral apology is warranted when there is a genuine regret for a wrongdoing that was committed. Refer: Table 13-2

Personal barriers occur when: Answers: the recipient does not respond enough. blocks are created in the communication channel. there are time-zone differences. there is a tendency to evaluate others' messages. there is the presence of jargon.

there is a tendency to evaluate others' messages. Response Feedback: Personal barriers represent any individual attributes that hinder communication.

All of the following statements hold true for linguistic styles EXCEPT: Answers: they influence our perceptions of others' confidence, competence, and abilities. they matter both in person and over the Internet. they increase your understanding of interpersonal communication between women and men. they are not independent of culture or age. they have no impact on group cohesiveness.

they have no impact on group cohesiveness. Response Feedback: Research suggests that linguistic styles definitely have an impact on group cohesiveness.

A moderate amount of _____ impression management is a necessity for _____ today. Answers: upward; top management diagonal; customers upward; the average employee downward; consultants upward; all employees

upward; the average employee Response Feedback: A moderate amount of upward impression management is a necessity for all employees today.

An integrative negotiation involves a _____ strategy. Answers: win-lose zero-sum win-win fixed-pie regressive

win-win Response Feedback: Integrative negotiation calls for a progressive win-win strategy.

Joan is providing guidance to employees about what should be done and how to do it, scheduling work, and empowering employees. According to path-goal theory, she is exhibiting the _____ leadership style. Answers: achievement-oriented work-facilitation value-based interaction-facilitation representation and networking behaviors

work-facilitation Response Feedback: Work-facilitation leader behavior includes planning, scheduling, organizing, and coordinating work; providing mentoring, coaching, counseling, feedback to assist employees in developing their skills; eliminating roadblocks; providing resources; and empowering employees to take actions and make decisions. Refer: Table 14-2