Chapter 12 Assignment

Alexa, a manager, explains to Harvey that if he is late to work one more time in the next six weeks he will be suspended without pay for a day. Alexa is exercising _______ power.

coercion

Using ______ is a way of getting others to participate in planning, making decisions, and changes.

consultation

People that believe their values and goals align with those of a cause or team most likely feel psychological empowerment caused by a sense of

meaning.

What type of power tends to produce commitment?

positive legitimate, expert, and referent

Of the following, ________ is the least frequently used influence tactic.

pressure

Therese is a charismatic person who is often able to get other employees to work late on special projects by being very friendly and fun to be around. She is exercising her ______ power.

referent

To make a good first impression in an interaction with another, a person should do all of the following except

talk a lot about yourself.

Carl needs a day off from his work. But he is apprehensive that David, his manager, will not grant the leave. Carl knows that David wants to shed a few pounds and has been hitting the gym for the past month. Before asking for the leave, Carl compliments David on his build and physique. It comes as no surprise to Carl that David grants him the leave! What kind of an influence tactic did Carl use?

ingratiation

-Inspiration: Inspirational appeals are one of the several tactics that might result in this outcome. --Friendship: Personal appeals are often instrumental in achieving this outcome. -Honesty: People who have credibility and are trustworthy are most successful in achieving this outcome. --Inclusion: Individuals who use consultative strategies are more likely to achieve this outcome. Inclusion -Schmoozing: Ingratiation works and may be characterized this way. --Subtlety: Subtle forms of ingratiation may be characterized this way.

-Building commitment --Commitment -Persuasion --Accept change -Short-lived impacts --Long-term impacts

Which of the following forms of power is most likely to have a slightly negative effect?

Coercive

Comcast seems to have failed at which of the following principles of persuasion?

Liking

Based on what you learned from the case, which basis of power should CEO Roberts utilize in the future when attempting to acquire a large competitor?

Referent

Martin Luther King Jr.'s charisma while giving the "I Have a Dream" speech is considered which of the following?

Referent power

A(n) ________ is a group of people actively pursuing a particular issue.

coalition

John leads a team of 10 salespersons. He informs the team that the first member to achieve the year's target will be sent on an all-expenses-paid holiday to the Grand Canyon National Park. John is demonstrating __________ power.

reward

Psychological empowerment is related to

self-efficacy.

The critical aspect of organizational politics is the emphasis on

self-interest.

Comcast's attempted influence of organizational stakeholders during its bid to acquire Time Warner can be categorized where on the organizing framework?

Group/Team level processes

Jennifer is confronted with low team performance; which of the following would you recommend to overcome this problem?

Implement psychological empowerment

Jennifer's team members are producing poor work, but instead of addressing the poor work, she is just fixing it herself. What team-level process from the organizing framework needs to be taking place, but is not?

Performance management

What is the main problem in this case?

The gap between Comcast's current financial performance and desired financial performance

Jeff has been a project assistant for XYZ Corporation for five years. Recently he was asked to train Harriet, a new employee. He suggests that she use an Excel worksheet to lay out the projects she is currently working on, and she complies. He is using _______ power.

expert

The Winklevoss twins turned to Mark Zuckerberg for help in finishing their social media site because of his

expert power.

_________ is(are) the efforts to enhance employee performance, well-being, and positive attitudes.

Empowerment

Which of the following is a form of personal power used by Martin Luther King Jr.?

Expert power

Which of the following political tactics proved to be problematic for Comcast?

Impression management

Fred always announces his decisions at weekly staff meetings. He doesn't waste time asking for employee input because he already knows what he wants to do. This reflects ________, the lowest level of empowerment.

authoritarian power

Meg manages a small nonprofit group that assists abused women. Recently Sarah, one of her employees, notices that Meg has been more focused on getting good press for herself than for the women that she helps. Meg wants to position herself to win the Personal Service Award from the mayor of their community. Sarah thinks they should work towards positioning their group for additional funding. In this case, political tactics that counter Meg's interests will likely

benefit the organization.

To justify the failure of their social media site, the Winklevoss twins

blamed others.

Martin Luther King Jr.'s use of rhetoric is an example of

inspirational appeals.

Because the Winklevoss twins believed they had a right to the information and ideas used by Mark Zuckerberg to create Facebook, they most likely used ________ to procure their settlement.

legitimating tactics

Professor Smith promises Professor Davis that he will buy him dinner if Professor Davis covers class for him one day while Professor Smith is presenting a paper at a conference. Professor Davis agrees, although he is merely going to hand out an assignment to students and be available for questions if they have any. Professor Smith is using his ________ power and Professor Davis is ________.

reward; complying

-Whenever something went wrong, Chris made sure that he would not be associated with the incident. --By withholding unfavorable information, Christine was able to distort what had actually happened. -Although most of the employees dressed casually, Doug always dressed more formally in the office. --Before going ahead with her proposal, Samantha made sure she garnered support from her colleagues and upper management. -Whenever there was positive news in his division, Stu would make sure upper management felt a part of the success. --Natalie joined a number of committees within the organization and developed strong relationships with others. -Glenn realized early in his career that it was important to build strong networks both inside and outside the organization. --Whenever Rick made a sale, he would always let everyone know about it but would rarely talk about the great accomplishments of the salesman underneath him. -Ryan always made his employees file the proper paperwork to request time off but rarely did himself.

-Attacking or blaming others --Using information as a political tool -Creating a favorable image --Building a network of useful contacts -Praising others --Making friends with power brokers -Using "key players" to support initiatives --Self-promotion -Bending the rules to fit the situation

-As a manager, Tim often obtains compliance by offering something valuable in exchange. --It wasn't uncommon for Darcy to use threats to her staff to achieve her desired results. -After he worked his way up the organizational ladder, Kurt's position as president of the international division established his formal position of authority. --Loren was assigned as the team leader based upon his knowledge of processes necessary to complete the project. -Walter had charisma that made others want to identify with him.

-Reward power --Reward power -Legitimate power --Expert power -Referent power

Which of the following statements about impression management is false?

Impression management is generally damaging to careers.

Employees whose values and goals align with the values and goals of Facebook are most likely to feel a sense of

meaning.

-To influence your prospective client, you created a highly professional PowerPoint presentation including many graphs and figures. --Politicians attempts to influence voters in many ways, including trying to appeal to their values. -Your boss periodically asks you and your colleagues for your input on projects for which your department is responsible. However, he always retains decision-making authority and ultimately decides what he thinks is best. --Many business deals are done over dinner, drinks, golf, or other social events. -We often ask favors of our friends. --Employees routinely swap shifts to accommodate their commitments outside of work. -After many unsuccessful attempts to convince your boss to change the vacation policy, you gathered the support of all affected employees and the case is now being made by the group. --To influence you to work more weekends, your boss subtly reminded you that those who work weekends get promoted. -Employees with the most seniority get the first choice of which holidays to have off from work. Being new, you have last choice.

-Rational persuasion --Inspirational appeals -Consultation --Ingratiation -Personal appeals --Inspirational appeals -Coalition tactics --Pressure -Legitimating tactics

-Before she left for the reception at work, Chris sat down and strategized about who she wanted to speak to and how she was going to approach them. --Donna is always mindful of how much makeup she wears and tries to make sure it is appropriate for the event she is attending. -Maryanne has been working on establishing and maintaining eye contact with people when she meets them. --Barb likes to keep her radio on the rock channel on her way to work. -Erin doesn't like to talk about herself and tends to ask questions about the person she is meeting to learn more about the person.

-Set an intention --Consider your ornaments -Remember that your body speaks --Bust bad moods and bad days -Be interested to be interesting

______ is(are) conscious efforts to affect and change a specific behavior in others.

Influence tactics

Alexis, a customer service supervisor at ABC Airlines, typically seeks the full participation of her team members when planning, making important decisions, and implementing changes. Which one of the nine generic influence tactics is she using?

consultation

In power distribution, the manager adopts the _____ style.

delegation