Managing Groups for Final

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?

Rational persuasion

_____ was found to be a highly acceptable managerial influence tactic because employees perceived it to be associated with the three bases of power they viewed positively: legitimate, expert, and referent.

Rational persuasion

Which of the following is a characteristic of an effective apology?

Requesting for forgiveness

As operations head, Nannette is implementing pay-for-performance and positive reinforcement programs at ValueTech Center. Nannette is attempting to exploit which power?

Reward

According to Maslow's need hierarchy, what is the highest order need?

Self-actualization

In the job characteristics model, which three core job dimensions combine to create experienced meaningfulness of work?

Skill variety, task identity, and task significance

Rebecca is a trainer with Microsoft and has complete knowledge of the company and its processes. She often trains junior and senior employees of the firm on different topics. She is said to have _____ power over her trainees.

expert

Making behavior occur less often by ignoring or not reinforcing it is called:

extinction

When rewards come from the environment, they are called _____ rewards.

extrinsic

360-degree feedback that involves feedback from outsiders is sometimes called _____ feedback.

full-circle

What is coalition tactics?

getting others to support you efforts to persuade soemone

What is ingratiation?

getting someone in a good moods prior to making a request; being friendly, helpful, and using praise, flattery, or humor.

What is Reward power?

if managers can obtain compliance by promising or granting rewards

What is Individual level?

individual pursuit of self interests

What is Coalition level?

informal group bound together by the active pursuit of a single issue

What is Organizational politics?

intentional acts of influence to enhance or protect the self interest of individuals or groups that are not endorsed by the organziation

Angelina derives pleasure from the actual task of writing a book. She can be described as _____ motivated.

intrinsically

What is Empowering leadership?

involves sharing power with employees by communicating the significance of employee jobs, providing decision-making autonomy, expressing confidence in employees performance capabilities, and removing barriers to performance

Janice, a team lead, always wants to use the integrating style of handling conflict. As a student of OB, you should caution Janice that this style does have a weakness, which is that it:

is very time consuming.

In an effort to redesign jobs, Sandra, manager at Perfect Printing, Inc., added various tasks to Ross' job. In addition to copying, now Ross is also responsible for collating, putting covers on each job, stapling, and mailing back the final completed product to the customer. This can be described as an example of:

job enlargement

Suzanne is moved from one specialized job to another at work. Her supervisor calls it his way of reducing boredom in the job. This is an example of:

job rotation.

It was widely known that Kaylie obtained compliance from her employees primarily because of her formal position and authority. Kaylie can be described as having _____ power.

legitimate

According to research, _____ is (are) the least commonly used means of social influence in the workplace.

legitimating tactics

____, a core job characteristic, refers to the extent to which the job requires an individual to perform a whole or completely identifiable piece of work.

low scale

A management system that incorporates participation in decision making, goal setting, and objective feedback is known as:

management by objectives.

What is Legitiamate Power?

may be expressed wither positively or negatively

Cooperative pursuit of general self-interests is a characteristic of political action at the _____ level.

network

Edward's goal was to earn $10 million in three months. He did not have any action plan for it though and had no clue as to how he would go about it. All he knew was that he wanted to be rich in three months. In terms of a SMART goal, Edward's goal is:

not attainable.

What is authority influence?

people tend to defer to and respect credible experts.

What is social proof influence?

people tend to follow the lead of those most like themselves. Role models and peer pressure are powerful cultural forces in social settings

What is liking influence?

people tend to like those those who like them. Learning about another person's likes and dislikes through informal conversations builds friendship bonds.

What is scarcity influence?

people want items, information, and opportunities that have limited availablity

A person will experience _____ when his/her outcome to input ratio is greater than that of a relevant co-worker.

positive inequity

At work, if Joey's outcome to input ratio is greater than that of Tony's (his relevant co-worker), Joey will experience:

positive inequity.

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:

positive reinforcement.

Higher organizational commitment from employees can facilitate higher:

productivity.

Name the nine generic influence tactics:

rational persuasion, inspirational appeals, consultation, ingratiation, personal appeals, exchange, coalition tactics, pressure, legitimating tactics.

What is personal appeals?

referring to friendship and loyalty when making a request

What is compliance influence?

reluctant or insincere agreement requiring subsequent prodding to satisfy minimum requirements

What are the five bases of power?

reward, coercive, legitimate, expert, and referent

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.

scarcity

Robert, the owner of Morewords Books, Inc., told Adams, the new salesperson, to do his best. However, Adams was unsure what "best" meant and his performance remained poor compared to the rest of the sales team. This was because the goal given to Adams lacked:

specificity

What is resistance influence?

stalling, unproductive arguing, or outright rejection

What is commitment influence?

substantial agreement followed by initiative and persistence in pursuit of common goals

A painter whose job only involves spraying paints eight hours a day, five days a week, would score:

task identity

what is social power?

the ability to marshal the human, informational, and material resources to get something done

What is reciprocity influence?

the belief that both good and bad deeds should be repaid in kind is virtually universal. Managers who act unethically and treat employees with contempt can expect the same in return

A moral apology is warranted when:

there is a genuine regret for a wrongdoing that was committed.

What is Coercive power?

threats of punishment and actual punishment give an individual

What is inspirational appeals?

trying to build enthusiasm by appealing to others' emotions, ideals, or values

What is rational persuasion?

trying to convince someone with reason, logic, or facts

What are the five common sources of uncertainty within an organization?

unclear objectives, vague performance measures, ill defined decision processes, strong individual or group competition, and any type of change

When Jenny evaluates her supervisor, she is providing _____ feedback.

upward

What is Expert power?

valued knowledge or information gives an individual over those who need such knowledge or information

What is Empowerment?

'recognizing and releasing into the organization the power that people already have in their wealth of useful knowledge, experience, and internal motivation.

Which of the following is a key managerial implication of Maslow's theory?

A satisfied need may lose its motivational potential.

In which of the following instances is open-book management likely to succeed?

A team of employees who have had years of experience working together and are looking to improvise.

According to Herzberg's motivator-hygiene theory, if Adam wants to maintain a level of no dissatisfaction among his employees, which of the following factors should he pay attention to?

Hygiene

What is Participative Management?

Process whereby employees play a direct role in setting goals, making decisions, solving problems, and making changes in the organization

Feedback should be:

delivered as soon as possible to the time the behavior was displayed.

According to the job characteristics model, _____ refers to the extent to which the job enables an individual to experience freedom, independence, and discretion in both scheduling and determining the procedures used in completing the job.

Autonomy

Which conflict-handling style involves active suppression of the issue?

Avoiding

As a manager, if Sharon wants to steer clear of using "hard" influence tactics, which of the following should she avoid?

Coalition tactics

Leslie, an employee at Mindtech Corp., is trying to get his company to provide free dinner for those employees who frequently have to stay back past midnight. He also wants to get special permission to swipe in late the next day. He gathers support from his team to persuade the manager to discuss this. Leslie is using:

Coalition tactics

The _____ style of handling conflict is appropriate when parties have opposite goals or possess equal power.

Compromising

Which of the following is a "soft" influence tactic?

Consultation.

Which of the following is an important practical managerial implication of the expectancy theory?

Determine the outcomes employees value

Which of the following calls for managers to foster a structured debate of opposing viewpoints prior to making a decision?

Dialectic

What is pressure?

demanding compliance or using intimidation or threats

According to Vroom, "expectancy" refers to which of the following linkages?

Effort → Performance

Which of the following was identified in Tung's research as a useful way to facilitate interaction with host-country nationals?

Emphasize cooperation rather than competition.

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

Feedback

What is consultation?

Getting others to participate in planning, making decision, and changes

In 1982, seven deaths occurred in the Chicago area; the only link between the deaths was that each of the persons had consumed Tylenol. It was found that the Tylenol packets had been laced with cyanide. Johnson & Johnson, the manufacturer of the drug, took immediate steps to distribute warnings to hospitals, distributors, and also did a nationwide recall of Tylenol products. It also halted Tylenol production and advertising. This is an apt example of:

Impressive managment

Zeena has a tendency to use praise or flattery with her boss prior to making a request for her per diem invoice. Zeena is using which of the following influence tactics?

Ingratiation

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?

Integrating

_____ occurs when an individual is "turned on to one's work because of the positive internal feelings that are generated by doing well, rather than being dependent on external factors for the motivation to work effectively."

Intrinsic motivation

What is the main consideration when using devil's advocacy to prevent groupthink in an organization?

It leads to an individual developing a negative reputiation

Which the following is a situation in which a bad impression is avoided?

Jamie works extra hours to ensure that the weekly report is completely error-free

_____ entails modifying a job such that an employee has the opportunity to experience achievement, recognition, stimulating work, responsibility, and advancement.

Job enrichment

Which of the following situations best illustrates an inspirational appeal?

June is asking her colleagues to reduce the carbon footprint by opting to join the carpool

What is Exchange?

Making explicit or implied promises and trading favors

Three levels of political action?

Network level, coalition level, individual level

Identify the correct statement about the different levels of political action in organizations.

Networks have longer term agendas than do coalitions

Which of the following is an alternative dispute resolution tactic?

Ombudsman

What is consistency influence?

People tend to do what they are personally committed to do.

Jeff, in his meeting with Adam, made the following remark: "Adam, we have been good friends for a long time. I value our friendship and trust your judgment and loyalty. I would like you to take up the transition of the process to the new platform." Jeff is using which of the following influence tactics?

Personal Appeal

According to David McClelland, people with high need for _____ desire to spend time in social relationships and activities.

affiliation

What is Impression management?

any attempt to control or manipulate the images related to a person, organization, or ideas

Unlike a(n) ____, a mediator does not render a decision.

arbitrator

Participative management fulfills what three basic needs?

autonomy, meaningfulness of work, interpersonal contact

According to the job characteristics model, experienced responsibility is elicited by:

autonomy.

What is legitimating tactics?

basing a request on one's authority or right, organizational rules or policies, or explicit or implied support from superiors.

In setting goals, _____ is used when an organization wants to compare its performance or internal work processes to those of other organizations or to other internal units, branches, departments, or divisions within the organization.

benchmarking

Too much _____ can breed groupthink because a desire to get along pushes aside critical thinking.

cohesiveness

What is Referent power?

comes into play when one's personal characteristics become the reason for compliance

Name three influence outcomes:

commitment, compliance, resistance

According to Rahim's model, the two dimensions affecting conflict-handling styles are:

concern for self and concern for others.

According to ____, the more the members of different groups interact, the less intergroup conflict they will experience.

contact hypothesis

What is Network Level?

cooperative pursuit of general self interest