Management 110 Final Exam Set 1

Gregory is a manager in an insurance company and heads a team of 30 agents. In order to meet the company's target, every agent needs to increase his or her target for the month by 15 percent. Gregory promises his agents a bonus if the company's target is met. Which influence tactic is Gregory using?

An exchange tactic is used when the requestor offers a reward or resource to the target in return for performing a request. This type of request requires that the requestor have something of value to offer.

Low assertiveness and low cooperation represent which style of conflict resolution?

Avoiding (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down.

Which of the following can never really resolve a conflict?

Avoiding (low assertiveness, low cooperation) occurs when one party wants to remain neutral, stay away from conflict, or postpone the conflict to gather information or let things cool down. Most important, avoiding never really resolves the conflict.

Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others. These leaders are exhibiting the contingency factor called _____.

Centrality represents how important a person's job is and how many people depend on that person to accomplish their tasks. Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others.

Which style of conflict resolution occurs when both parties work together to maximize outcomes?

Collaboration (high assertiveness, high cooperation) occurs when both parties work together to maximize outcomes. Collaboration is seen as a win-win form of conflict.

Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence. They ask employees questions such as "Who do you go to with a new idea?" and "Who can best help you solve a problem?" They analyze the responses to find our which managers and/or employees are most central to and influential in their companies.

Companies are increasingly using networking maps to discern who are the most influential individuals in the organization. Frequently, it is not the individuals they expected!

A competing style of conflict resolution should be used:

Competing (high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results. A competing style of conflict resolution should be used for issues vital to company welfare when you know you are right.

Which conflict resolution style occurs most often when one party has high levels of organizational power and can use legitimate or coercive power to settle the conflict?

Competing (high assertiveness, low cooperation) occurs when one party attempts to get his or her own goals met without concern for the other party's results. It could be considered a win-lose approach to conflict management. Competing occurs most often when one party has high levels of organizational power and can use legitimate or coercive power to settle the conflict.

Moderate assertiveness and moderate cooperation represent which style of conflict resolution?

Compromise (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions.

Scenario: City Place, Inc. Shirley, Samuel, Linda, and Matt are part of the project team at Ltronix International, a company producing home appliances. They had been assigned the task of selecting two out of five new products to be introduced in the next quarter. The team is at conflict over the choice of products to be introduced. Samuel, who is uncomfortable with confrontations, chooses to remain neutral by staying away from the arguments. Linda and Shirley had a few arguments which were finally resolved when Linda gave in to Shirley's demands. Shirley who was the most experienced among the four continued to insist on her choice. Matt was equally adamant about his choice. Finally, to resolve the situation, Shirley agreed to one of Matt's choice of products in exchange for one of her choices.

Compromise (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions. Compromise is perhaps the most common form of conflict resolution, whereby each party's losses are offset by gains and vice versa. It is seen as an easy form of resolution, maintains relations between parties, and generally results in favorable evaluations for the leader.

Which form of conflict resolution is the most common?

Compromise (moderate assertiveness, moderate cooperation) occurs when conflict is resolved through give-and-take concessions. Compromise is perhaps the most common form of conflict resolution, whereby each party's losses are offset by gains and vice versa. It is seen as an easy form of resolution, maintains relations between parties, and generally results in favorable evaluations for the leader.

Nathan is the administrative manager at Woodlands, Inc. The organizational procedures and policies of the company prevent Nathan from implementing many of his ideas to increase efficiency. This indicates a low degree of _____, which reduces Nathan's ability to influence others.

Discretion is the degree to which managers have the right to make decisions on their own. If managers are forced to follow organizational policies and rules, their ability to influence others is reduced.

In distributive bargaining, when one person gains, the other person loses. This is also known as a:

Distributive bargaining involves win-lose negotiating over a "fixed-pie" of resources. That is, when one person gains, the other person loses (also known as a "zero-sum" condition).

_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. Ingratiation has been shown to be more effective when used as a long-term strategy and not nearly as effective when used immediately prior to making an influence attempt.

To influence others using _____, leaders must have insight into the kinds of things are important to the target. consultation

Inspirational appeal is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction. To use this tactic effectively, leaders must have insight into what kinds of things are important to the target.

Which of the following occurs when the target of influence agrees with and becomes committed to the influence request?

Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.

_____ reflects a shift in both the behaviors and the attitudes of employees. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do.

Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.

Scenario: Palliative Care Home Andy, Ben, and Carl are employees at Palliative Care Home (PCH). They report to Lisa who is the department manager. Lisa has a tremendous amount of freedom to make decisions on how she manages her employees. She recently gave Andy the preferred shift for his outstanding service to the patients at PCH, along with an employee-of-the-month award. In his acceptance speech, Andy indicated he is simply trying to emulate Carl, who is liked by all the patients at PCH. He admires Carl and has learned several things about the job by just observing him. Ben, feeling left out, has started to enlist other employees in the department to help influence Lisa for next month's award.

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title. Lisa is the department manager and this shows that she possesses legitimate powers.

Joanne is the store manager at Glitter, a jewelry store. New merchandise has arrived which needs to be priced and displayed soon, before the festive season. She asks all the sales staff to stay back after work hours to get this task done. Joanne is exercising her _____ power that she gets from her position of authority.

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title—some term on an organizational chart or on their door.

_____ power is derived from a position of authority inside the organization.

Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." People with legitimate power have some title—some term on an organizational chart or on their door.

Which of the following refers to the ability to effectively understand others at work and to use that knowledge to influence others in ways that enhance personal and/or organizational objectives?

Political skill is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives. Two aspects of political skill are networking ability, or an adeptness at identifying and developing diverse contacts, and social astuteness, or the tendency to observe others and accurately interpret their behavior.

Major types of power can be grouped along two dimensions:

Power in organizations can come from a number of different sources. There are five major types of power that can be grouped along two dimensions: organizational power and personal power.

Andrew, the Student Body President, is very popular in his college and is admired by both the professors and students for his balanced approach to any task or issue. He is very creative and also a good sportsman. He is a role model for all the students in the college and often leads by example. Andrew's popularity gives him _____ power in his college.

Referent power exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.

Roger Federer is an icon in tennis. Many aspiring tennis players try to emulate him. Federer's iconic status gives him _____ power.

Referent power exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.

Organizational power includes:

The three types of organizational power derive primarily from a person's position within the organization. These types of power are considered more formal in nature. Legitimate power derives from a position of authority inside the organization and is sometimes referred to as "formal authority." Reward power exists when someone has control over the resources or rewards another person wants. Coercive power exists when a person has control over punishments in an organization.