MGMT 340 - EXAM 3 PART 2
16) At the PR firm where Gerald works, everyone considers him to be very good with his work and depends heavily on his knowledge to help the organization to solve its problems. Gerald is often seen teaching interns a simpler way to present an article, helping project managers with scheduling, and even the CEO often asks him for his opinion on important matter because of his experience and skill. Gerald's specialized knowledge depicts his ________. A) expert power B) coercive power C) legitimate power D) referent power E) reward power
Answer: A Explanation: A) Expert power is influence wielded as a result of expertise, special skill, or knowledge. As jobs become more specialized, we become increasingly dependent on experts to achieve goals. It is generally acknowledged that physicians have expertise and hence expert power: Most of us follow our doctor's advice.
27) The power tactic of using flattery and creating goodwill before making a request is known as ________. A) ingratiation B) consultation C) inspirational appeal D) motivational appeal E) affective appeal
Answer: A Explanation: A) Ingratiation is defined as using flattery, praise, or friendly behavior prior to making a request, hoping that the kindness will help get what is desired.
35) Which of the following power tactics would be considered a soft tactic? A) rational persuasion B) exchange C) coalition D) politicking E) pressure
Answer: A Explanation: A) Soft tactics are those that rely on personal power such as personal and inspirational appeals, rational persuasion, and consultation.
37) Which of the following statements is true with regard to the effectiveness of tactics? A) Soft tactics are less effective than hard tactics when used individually. B) The combination of a soft tactic with reasonable persuasion is more effective than a combination of two hard tactics. C) All tactics are equally effective with regard to upward influence. D) Individuals from collectivist cultures are typically more likely to use soft tactics that reflect personal power. E) Individuals from individualistic cultures are typically more likely to use coalition and other hard power tactics.
Answer: B Explanation: B) A single soft tactic is more effective than a single hard tactic, and combining two soft tactics or a soft tactic and rational persuasion is more effective than any single tactic or combination of hard tactics.
43) Which of the following factors can lead to greater probability of sexual harassment at the workplace? A) an active sexual harassment policy B) large power differentials C) a no-retaliation policy for victims seeking justice D) awareness regarding sexual harassment E) larger percentage of women in positions of power
Answer: B Explanation: B) Most studies confirm that the concept of power is central to understanding sexual harassment. This seems true whether the harassment comes from a supervisor, a co-worker, or an employee. Sexual harassment is more likely to occur when there are large power differentials.
28) Rational persuasion is a power tactic that involves the use of ________. A) formal authority B) logical arguments and factual evidence C) emotions to target the values, needs, and hopes of the other party D) benefits or favors in exchange for following a request E) warnings, repeated demands, and threats
Answer: B Explanation: B) Rational persuasion is a power tactic that involves presenting logical arguments and factual evidence to demonstrate that a request is reasonable.
31) Which of the following power tactics is more effective when the audience is highly interested in the outcomes of a decision process? A) ingratiation B) consultation C) personal appeals D) exchange E) pressure
Answer: B Explanation: B) Rational persuasion, inspirational appeals, and consultation tend to be the most effective power tactics, especially when the audience is highly interested in the outcomes of a decision process.
39) Which of the following statements is true? A) The impact of sexual harassment is individual, not organizational. B) A clear understanding of the actions that constitute sexual harassment does not exist. C) Today, the rise of overt forms of sexual harassment presents a major concern for organizations. D) Women in positions of power in an organization are free from sexual harassment by male subordinates. E) Curtailing sexual harassment requires higher-order intervention programs as managers cannot be expected to help in this regard.
Answer: B Explanation: B) Sexual harassment is defined as any unwanted activity of a sexual nature that affects an individual's employment and creates a hostile work environment. However, there is a disagreement about what specifically constitutes sexual harassment.
8) ________ power is based on the fear of the negative results from failing to comply. A) Legitimate B) Coercive C) Punitive D) Referent E) Abusive
Answer: B Explanation: B) The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs.
23) Levin and Co. is a group of oil refineries that has been in the news recently. The company had to stop production for over two weeks because their key supplier refused to sell them crude oil at the old prices. Even after rounds of negotiations, the supplier refused to give in to the demands of Levin and Co., and finally, the company had to acquire the raw material from the same supplier because alternative suppliers, though abundant, could not provide the quantities the company demanded at such short notice. This shows the role of ________ in increasing the power one enjoys. A) alternatives B) dependence C) abundance D) substitutability E) exchange
Answer: B Explanation: B) The most important aspect of power is that it is a function of dependence. Dependence increases when the resource you control is important, scarce, or nonsubstitutable.
58) Reactive and protective behaviors designed to avoid action, blame, or change are termed ________. A) repressive behaviors B) defensive behaviors C) submissive behaviors D) impression management behaviors E) proactive behaviors
Answer: B Explanation: B) When employees see politics as a threat, they often respond with defensive behaviors, which are reactive and protective behaviors to avoid action, blame, or change.
2) Which of the following statements is true regarding power? A) A is said to have power over B if B controls something that A desires. B) The greater A's dependence on B, the greater A's power in the relationship. C) If A has the capacity to influence the behavior of B, then A is said to have power over B. D) A can have power over B only if A is B's leader. E) A can have power over B only when A and B have similar goals.
Answer: C Explanation: C) If A has the capacity to influence the behavior of B, then A is said to have power over B. The most important aspect of power is that it is a function of dependence. The greater B's dependence on A, the greater A's power in the relationship.
12) Legitimate power is directly based on ________. A) charisma of the leader B) interpersonal trust and commitment of the manager C) structural position of the manager in the organization D) personality traits of the manager E) ability of the manager to serve his or her subordinates
Answer: C Explanation: C) In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority to control and use organizational resources based on structural position in the organization.
13) Which of the following statements is true regarding legitimate power? A) Legitimate power develops out of admiration of another and a desire to be like that person. B) Legitimate power comes from an individual's unique characteristics. C) Legitimate power is broader than the power to coerce and reward. D) Celebrities who endorse products in commercials wield legitimate power over people. E) Legitimate power is a type of personal power.
Answer: C Explanation: C) In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority to control and use organizational resources based on structural position in the organization. Legitimate power is broader than the power to coerce and reward.
18) Carl believes that he is lucky to be working under a manager like Mr. Parker—conscientious, flexible and easy to work with. It was Mr. Parker who helped Carl learn the demands of the job, gave him opportunities to learn from the mistakes he made, and always provided sound advice. Mr. Parker, who has been in the field for over eighteen years, never made Carl feel like a novice and this only increased Carl's personal confidence in his work and his loyalty toward his manager. Carl, who is now doing very well on the job, aims to be a manager like Mr. Parker. From this scenario, which of the following conclusions can be drawn? A) Mr. Parker is an authoritarian manager. B) Carl has a low degree of trust propensity. C) Mr. Parker has a high degree of referent power. D) Mr. Parker engages in a lot of ingratiation. E) Mr. Parker exercises a high degree of coercive power.
Answer: C Explanation: C) Mr. Parker has a high degree of referent power as Carl identifies with him and wishes to be like him. Referent power is based on identification with a person who has desirable resources or personal traits.
41) Which of the following is a subtle form of sexual harassment? A) requesting repeatedly for a date when the other person is clearly disinterested B) forcing someone to accept a sexual proposition C) making jokes with sexual overtones D) engaging in unwanted physical touching E) forcing someone to provide sexual favors in return for a promotion
Answer: C Explanation: C) Organizations have generally made progress toward limiting overt forms of sexual harassment. This includes unwanted physical touching, recurring requests for dates when it is made clear the person isn't interested, and coercive threats that a person will lose his or her job for refusing a sexual proposition. Problems today are likely to surface around more subtle forms of sexual harassment—unwanted looks or comments, off-color jokes, sexual artifacts like pinups posted in the workplace, or misinterpretations of where the line between being friendly ends and harassment begins.
34) Which of the following power tactics can be used most effectively for exerting lateral influence? A) legitimacy B) inspirational appeal C) coalition D) ingratiation E) pressure
Answer: C Explanation: C) Personal appeals and coalitions are most effective as lateral influence.
26) Which of the following power tactics uses warnings and threats and is typically the least effective of all the power tactics? A) coalitions B) exchange C) pressure D) rational persuasion E) consultation
Answer: C Explanation: C) Pressure tends to backfire and is typically the least effective of the nine tactics.
17) ________ power is based on identification with a person who has desirable resources or personal traits. A) Coercive B) Legitimate C) Referent D) Expert E) Reward
Answer: C Explanation: C) Referent power is based on identification with a person who has desirable resources or personal traits. If I like, respect, and admire you, you can exercise power over me because I want to please you.
6) Research on power is likely to provide information on the most effective ________. A) leadership styles for motivating followers B) methods to reduce dependence on leaders C) tactics for gaining compliance of employees D) methods of rewarding successful employees E) modes of assessing employee performance
Answer: C Explanation: C) Research on power focuses on tactics for gaining compliance. It goes beyond the individual as the exerciser of power because groups as well as individuals can use power to control other individuals or groups.
9) In the last one week, May and Phyllis have been putting in extra hours at work so that the project assigned to them by their manager is completed well within time. Though the manager was due to assign two more people to this project, he had not done so. As a result, May and Phyllis, who were having to do double their routine workload, went and complained to the division manager. May was promptly suspended from work for complaining about her immediate supervisor. This represents the operation of ________ power. A) reward B) legitimate C) coercive D) expert E) referent
Answer: C Explanation: C) The coercive power base depends on fear of the negative results from failing to comply. At the organizational level, A has coercive power over B if A can dismiss, suspend, or demote B, assuming B values his or her job.
10) ________ power represents the compliance that is achieved based on the ability to distribute positive benefits that others view as valuable. A) Legitimate B) Coercive C) Reward D) Personal E) Reflective
Answer: C Explanation: C) The opposite of coercive power is reward power, with which people comply because it produces positive benefits; someone who can distribute rewards others view as valuable will have power over them. These rewards can be either financial, such as controlling pay rates, or nonfinancial, including recognition or promotions.
25) Which of the following power tactics involves increasing the target's support by involving him or her in decision making? A) legitimacy B) rational persuasion C) consultation D) ingratiation E) pressure
Answer: C Explanation: C) The power tactic of consultation involves increasing the target's support by involving him or her in decision making.
30) When the contract with one of their major suppliers was about to expire, the management of Pierre and Collins began seeking tenders from potential vendors. One of the top management executives, Todd Hughes, wanted the contract to go to a vendor he personally knew. In order to do so, he held separate discussions with two key members of the organization wherein he downplayed the potentials of the competing tenders and convinced them to support this offer. At the meeting to finalize a supplier, Todd and his supporters strongly supported the tender of the supplier they had chosen amongst themselves and convinced their CEO to hire this supplier despite the higher price quoted by him. Which of the following power tactics is being used here? A) ingratiation B) legitimacy C) coalition D) pressure E) inspirational appeals
Answer: C Explanation: C) Todd Hughes used the power tactic of creating a coalition by enlisting the aid or support of others to persuade the target to agree. Coalitions represent a hard power tactic which emphasizes formal power and involves greater costs and risks.
15) ________ power is influence wielded as a result of proficiency, special skill, or knowledge. A) Legitimate B) Reward C) Referent D) Expert E) Coercive
Answer: D Explanation: D) Expert power is influence wielded as a result of expertise, special skill, or knowledge. As jobs become more specialized, we become increasingly dependent on experts to achieve goals. It is generally acknowledged that physicians have expertise and hence expert power: Most of us follow our doctor's advice.
36) Which of the following power tactics would be considered a hard tactic? A) rational persuasion B) inspirational appeals C) personal appeals D) coalition E) consultation
Answer: D Explanation: D) Hard tactics are those that emphasize formal power such as exchange, coalitions, and pressure.
19) Which of the following is true with regard to bases of power? A) Coercive power involves an identification with and imitation of the person in power. B) Legitimate power is used by companies when they hire celebrities to promote their products. C) Expert and referent power are the two major types of formal power. D) The personal sources of power are most effective for increasing employee performance and satisfaction. E) Reward power is the most common and broad type of power seen in operation in organizations.
Answer: D Explanation: D) Of the three bases of formal power (coercive, reward, legitimate) and two bases of personal power (expert, referent), research suggests pretty clearly that the personal sources of power are most effective.
40) Which of the following is an overt form of sexual harassment? A) being too friendly B) pinups posted in the workplace C) off-color jokes D) unwanted physical touching E) unwanted looks or comments
Answer: D Explanation: D) Organizations have generally made progress toward limiting overt forms of sexual harassment. This includes unwanted physical touching, recurring requests for dates when it is made clear the person isn't interested, and coercive threats that a person will lose his or her job for refusing a sexual proposition. Problems today are likely to surface around more subtle forms of sexual harassment like unwanted looks or comments, off-color jokes, sexual artifacts like pinups posted in the workplace, or misinterpretations of where the line between being friendly ends and harassment begins.
14) Which of the following types of power can be categorized as personal power? A) coercive B) legitimate C) reward D) referent E) positional
Answer: D Explanation: D) Personal power comes from an individual's unique characteristics. There are two bases of personal power: expert power and referent power.
3) Which of the following is a differentiating factor between power and leadership? A) control B) influence C) ability D) goal compatibility E) negative affect
Answer: D Explanation: D) Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led.
4) Which of the following is a feature of power? A) lack of dependence of followers B) use of positive styles over negative tactics C) downward influence of leader on followers D) lack of goal compatibility between leaders and followers E) lack of control on behavior of followers
Answer: D Explanation: D) Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led.
1) Power is a function of ________. A) goal congruency B) realization C) inheritance D) dependence E) altruism
Answer: D Explanation: D) Power is a function of dependence.
44) Which of the following is true with regard to sexual harassment at the workplace? A) An aggressive tone is the most effective for women to make their complaints of sexual harassments known. B) Women in positions of power typically do not perpetrate sexual harassment of their male employees. C) The supervisor-employee dyad best characterizes an equal power relationship that can be used to prevent sexual harassment. D) The best approach to preventing accusations of sexual harassment is to refrain from any behavior that may be taken as harassing. E) Women in positions of power in an organization are typically not sexually harassed by males who occupy less powerful positions.
Answer: D Explanation: D) Research suggests that people may not be able to be entirely objective when listening to sexual harassment complaints, taking the tone of the victim into account when making judgments rather than simply relying on the facts of the case at hand. The best approach is to be careful and refrain from any behavior that may be taken as harassing, even if that was not the intent.
42) Connie Cole works as a junior market analyst at SPS Services. Her previous manager retired a couple of months back, and she now has a younger male manager who repeatedly insists that she accompany him for a coffee or dinner after work. Initially, Connie was unsuspecting and refused because she did not have the time for such engagements during weekdays. Later, when her manager's requests became frequent, she grew uncomfortable and firmly told him that she was not interested in him and his attempts were not welcome. She realized that this step could backfire because, as her superior, he has complete control over her appraisals, bonuses, and promotions. Her manager even told her that if she does not agree, he will "find other ways." Connie's experiences are best described as ________. A) whistle-blowing B) scapegoating C) domestic abuse D) sexual harassment E) ambient abuse
Answer: D Explanation: D) Sexual harassment is defined as any unwanted activity of a sexual nature that affects an individual's employment and creates a hostile work environment. Organizations have generally made progress toward limiting overt forms of sexual harassment. This includes unwanted physical touching, recurring requests for dates when it is made clear the person isn't interested, and coercive threats that a person will lose his or her job for refusing a sexual proposition.
7) The two general groupings into which power may be categorized are ________. A) informational and personal B) formal and informal C) informal and legitimate D) formal and personal E) direct and indirect
Answer: D Explanation: D) The bases or sources of power are divided into two general groupings, formal and personal. These two groupings are then broken down into more specific categories.
22) Which of the following types of power is most likely to be negatively related to employee satisfaction and commitment? A) expert power B) reward power C) legitimate power D) coercive power E) referent power
Answer: D Explanation: D) The coercive power base depends on fear of the negative results from failing to comply. It is negatively related to employee satisfaction and commitment.
20) Will Paten is the manager of a team of twelve people in the marketing division of Palmer Inc. Will, who has been working in the company for eleven years, is held in high regard and liked by all his colleagues and subordinates. However, Aaron and Abby, two of his subordinates, are noted for frequently flouting his rules and directives. They continue behaving in this manner even after Will had categorically requested them to refrain from upsetting the momentum of the team. Which of the following, if true, would best explain Aaron and Abby's continued noncompliance with Will's requests? A) The promotions and bonuses of the team members depend heavily on Will's performance ratings. B) The company had provided Will with additional duties, and he was left with little time to ensure that his team members performed well. C) Will believes that since the job demands in marketing are ambiguous and ever-changing, a supportive approach to leadership would suffice. D) Will is uncomfortable exercising coercive measures to control employees. E) Will is considered an expert at analyzing market trends and making accurate projections about demand and revenue.
Answer: D Explanation: D) The fact that promotions and bonuses of the team members depend heavily on Will's performance ratings does not explain Aaron and Abby's noncompliance with his requests. The fact that the company had provided Will with additional duties and he was left with little time to ensure that his team members performed well does not adequately explain Aaron and Abby's behavior especially since other team members were working well. The fact that Will believes that a supportive approach to leadership would suffice when faced with ambiguous job demands is false and does not explain Aaron and Abby's behavior. The fact that Will is uncomfortable exercising coercive measures to control employees does explain Aaron and Abby's behavior. Will has the right to exercise legitimate, coercive, and reward powers, but his personality is such that he is not at ease forcing people to follow his command. The fact that Will is considered an expert at analyzing market trends and making accurate projections about demand and revenue does not explain Aaron and Abby's behavior toward him.
45) Tina Simmons worked as a welder at a shipyard company where she was forced to encounter nude and partially nude pictures posted by her male co-workers in common areas. The men also referred to her using obscene nicknames and made offensive remarks concerning her body. When Tina complained, her supervisor took no corrective action despite having an active sexual harassment policy approved by the EEOC. Tina wished to file a discrimination suit but instead she chose to endure the harassment as she could not risk losing her job. Which of the following, if true, would have strengthened her resolve to file a discrimination suit? A) The colleagues who sexually harassed Tina shared a great rapport with her supervisor. B) Tina had heard of only one prior instance wherein an employee in the company had filed a discrimination suit. C) Tina shared a strained working relationship with her supervisor. D) The company policy prescribed that Tina would face no backlash if she approached the EEOC. E) Tina had few female colleagues at the shipyard where she worked.
Answer: D Explanation: D) The fact that the colleagues who sexually harassed Tina shared a great rapport with her supervisor is likely to weaken her resolve to file a discrimination suit. The fact that Tina had heard of only one prior instance wherein an employee in the company had filed a discrimination suit does not necessarily weaken her resolve to file a discrimination suit. The fact that Tina shared a strained working relationship with her supervisor may weaken her resolve. The fact that the company policy prescribed that Tina would face no backlash if she approached the EEOC would strengthen her resolve as she would not lose her job following her action. The fact that Tina had few female colleagues at the shipyard where she worked may weaken her resolve.
11) As a regional sales officer, one of Brandon's job responsibilities is to process the yearly appraisal forms of his subordinates and provide them with increments, bonuses, or benefits based on their performance that year. This job responsibility directly reflects his ________. A) active power B) expert power C) referent power D) reward power E) coercive power
Answer: D Explanation: D) The opposite of coercive power is reward power, with which people comply because it produces positive benefits; someone who can distribute rewards others view as valuable will have power over them. These rewards can be either financial, such as controlling pay rates, or nonfinancial, including recognition and promotions.
60) Buck passing is seen when an employee ________. A) avoids an unwanted task by falsely pleading ignorance or inability B) prolongs a task to give the appearance of being occupied C) documents his or her activity rigorously to project an image of competence and thoroughness D) develops explanations that lessen his or her responsibility for a negative outcome E) transfers responsibility for the execution of a task or decision to someone else
Answer: E Explanation: E) Buck passing means transferring responsibility for the execution of a task or decision to someone else.
55) Timothy Jenkins had been working for six years at Hartford Mills, a company that takes a strong stand against unionization. Though Timothy's designation was that of a production supervisor, as the company grew, he also took on additional duties like keeping a check on employee safety, ensuring that legal measures are followed, and implementing programs for labor welfare that the company planned. Many believed that Timothy was doing a great job for the company, and so it came as a surprise when Timothy was rumored to face severe disciplinary action, as he was encouraging the workers to join a union. However, he was let off with a mere warning. Timothy argued that he was only doing his job—a job in which he had responsibility for improving the welfare of employees. Which of the following, if true, would help Hartford Mills avoid such situations in the future? A) ensuring the provision of a retaliatory policy for employees who go against the company B) holding town hall meetings to explain to employees why Timothy was suspected C) enlisting the support of popular employees like Timothy to discharge the employee welfare duties D) engaging in collective bargaining as it is the only way to motivate employees to work efficiently E) specifying the permissible and prohibited aspects of an employee's formal role in the organization
Answer: E Explanation: E) Ensuring the provision of a retaliatory policy for employees who go against the company is likely to cause problems for the company as it goes against EEOC directives. Holding town hall meetings to explain to employees why Timothy was suspected is not going to avoid such problems in the future; it may help control the present situation. Enlisting the support of popular employees like Timothy to discharge the employee welfare duties is not a solution to this problem. Engaging in collective bargaining to motivate employees goes against the company's policy of non-unionization and is not a solution. Specifying the permissible and prohibited aspects of an employee's formal role in the organization is a solution as it would limit the scope and functions of the employee's political actions.
29) Mike Ford is a senior accountant at Coleman and Co., which is a financial management company. Mike has wanted to be on the board of representatives of his company for a long time, but the company stipulates a minimum number of years an employee must work at the organization before he or she makes it to the board. Mike is unwilling to work two more years to reach that stipulated experience and so he found a way to transgress this rule. He met up with one of the existing board members who was having problems accounting for allocated funds that went missing and offered to settle that for him in his department provided he nominate Mike to the board. Which of the following power tactics is being used here? A) ingratiation B) legitimacy C) inspirational appeals D) pressure E) exchange
Answer: E Explanation: E) The power tactic used here is exchange, which involves rewarding the target with benefits or favors in exchange for following a request.
57) Under the zero-sum approach, rewards are distributed such that ________. A) rewards are equal and do not increase or decrease with changes in profit margins B) rewards increase for all employees at an identical rate C) any drop in profits reduces the pay of employees by an identical amount D) amount allocated for rewards is variable E) rewards increase for a group at the expense of loss for another group
Answer: E Explanation: E) The zero-sum approach treats the amount allocated for rewards as fixed so any gain one person or group achieves has to come at the expense of another person or group.
