OB Exam 2: Ch 13

Select all that apply Which of the following statements about leadership are true? A. It has a strong impact on the behavior of followers. B. It is uncomplicated and straightforward to master. C. Leaders are born, not made. D. It is a topic of interest in business.

A. It has a strong impact on the behavior of followers. D. It is a topic of interest in business.

What is the term for discussion aimed at reaching a mutually satisfactory agreement between people? A. Negotiation B. Ingratiation C. Internalization D. Consultation

A. Negotiation

True or false: People generally have negative perceptions of organizational politics. A. True B. False

A. True

True or false: Individuals do not possess power unless they use it. A. True B. False

B. False

When there is no acceptable alternative and you cannot win, use the ________ style of conflict resolution. A. competing B. avoiding C. accommodating D. collaborating E. compromising

B. avoiding

coercive power

power determined by someone who can discipline other employees

reward power

power determined by someone who can promote others and provide other benefits

organizational power

power determined by someone's level within an organization

Under which of the following circumstances would it be most advantageous to use an accommodating conflict resolution style? A. You realize you are incorrect and you want to show that you are reasonable. B. You are willing to use the ideas of others to obtain their support. C. You believe you are right and no one else seems to care as much as you. D. You and the other party have the same status but different goals.

A. You realize you are incorrect and you want to show that you are reasonable.

This influence tactic occurs when the requestor clearly explains why performing the request will benefit the target personally. A. apprising B. collaboration C. ingratiation D. rational persuasion E. inspirational appeal

A. apprising

Select all that apply Which of the following tend to increase uncertainty that leads to politics in an organization? A. changing resources B. high performance pressures C. unclear performance evaluation measures D. clarity in role requirements

A. changing resources B. high performance pressures C. unclear performance evaluation measures

Select all that apply Which of the following styles of resolution make use of cooperation? A. collaborating B. competing C. avoiding D. accommodating

A. collaborating D. accommodating

The ______ approach to conflict management generally creates the best results and opinions from all of the participants in a situation. A. collaboration B. accommodating C. avoiding D. compromise

A. collaboration

You are negotiating with a sales associate on the purchase of a new car, and you're still a few hundred dollars apart. He finally says, "Look, I'll meet you halfway and we'll split the difference." What conflict negotiation style is she adopting? A. compromise B. accommodating C. competing D. collaboration

A. compromise

Most people follow their doctors' advice because people perceive doctors to have what kind of power in the field of medicine? A. expert B. organizational C. personal D. coercive

A. expert

The quote "Flattery will get you everywhere" demonstrates the power of which influence tactic? A. ingratiation B. rational persuasion C. collaboration D. consultation

A. ingratiation

Power that is derived from a person's official standing within a workplace is commonly referred to as ______ power. A. legitimate B. personal C. operational D. expert

A. legitimate

Alex isn't the best or brightest engineer in the department, but he's certainly the most well-connected, both inside and outside of the company. Alex knows everyone and makes certain everyone knows him. As a result, he always seems to be able position himself where he can create or take advantage of opportunities. Which dimension of political skill does this best describe? A. networking ability B. interpersonal influence C. apparent sincerity D. social astuteness

A. networking ability

The sales manager at a large car dealership told his sales staff, "If you don't make your sales quota next month, you're history." What influence tactic is the manager using? A. pressure B. coalitions C. apprising D. personal appeal

A. pressure

In order to get senior management to approve an increase in the social media advertising budget, the marketing manager made a presentation detailing the campaign's click-through rate, number of site visits, and the number of leads generated through the banner ads. What type of influence tactic was the marketing manager using? A. rational persuasion B. inspirational appeal C. ingratiation D. exchange

A. rational persuasion

Before Kyah was hired at AC Technologies, Marcus was the only person in the office with detailed knowledge of the computerized inventory control system. Since Kyah is now equally familiar with the system, Marcus has found that his level of expert power within the organization has decreased due to which factor? A. substitutability B. visibility C. discretion D. differentiation

A. substitutability

True or false: Individuals do not possess power unless they use it. A. True B. False

B. False

What is a defining trait of organizational politics? A. It necessarily opposes the interests of the organization. B. It seeks to advance self-interest. C. It puts the needs of others ahead of the self. D. It concerns beliefs, not actions.

B. It seeks to advance self-interest.

According to research, internalization and compliance facilitated by power and influence can increase Blank______. A. normative commitment B. citizenship behavior C. job dissatisfaction D. counterproductive behavior

B. citizenship behavior

Select all that apply Which of the following influence tactics are likely to be ineffective and result in resistance when they are used to create behavioral or attitudinal changes in others? A. consultation B. coalitions C. pressure D. collaboration

B. coalitions C. pressure

Charlotte knows that John's support will be essential in having her proposal accepted by senior management, so she meets with him informally. "I'd like to get your thoughts on the best approach on getting the staff trained on the new software," she says. "What are your thoughts on the next steps I need to take to get management's approval?" Which influence tactic is Charlotte using? A. pressure B. consultation C. inspirational appeal D. rational persuasion

B. consultation

In ______ bargaining, the negotiators approach each issue as a "fixed pie" -- if one piece is larger, then the other piece must be smaller, so each side wants to maximize its share of the pie. A. alternative B. distributive C. resistive D. integrative

B. distributive

A manager who persuades a subordinate to work late in order to finish a presentation that he plans to deliver in the morning is exercising what type of influence? A. upward B. downward C. distributive D. lateral

B. downward

When two sides determine that they have roughly the same status, what kind of approach will they tend to use in their negotiations? A. distributive B. integrative C. administrative D. manipulative

B. integrative

The use of power and influence to direct the activities of followers toward goal achievement is the definition of ______. A. ownership B. leadership C. management D. holocracy

B. leadership

Which of the following is an organizational characteristic that tends to increase political behavior? A. low performance pressure B. limited resources C. a supervisor's desire for consultation D. need for power

B. limited resources

Adele and Tina have been battling over space in their joint cubicle for weeks, and their boss has finally called them into the office to unemotionally discuss the matter and try to come up with a plan on how they can share their space. What is a term for this sort of meeting? A. compromise B. negotiation C. coalition D. exchange tactic

B. negotiation

What is the term for the capacity of individuals to persuade how others act while not be persuaded themselves? A. leadership B. power C. politics D. bargaining

B. power

Which of the following is not a type of power related to a person's formal position within the organization? A. coercive power B. referent power C. legitimate power D. reward power

B. referent power

The labor union at XyMax Manufacturing has lost significant bargaining power as a result of ______ because the company has been able to replace many assembly line workers with robotic equipment that can produce the company's product less expensively and more reliably. A. dependability B. substitutability C. discretion D. visibility

B. substitutability

The police officer who stops you for driving 58 mph in a zone where the speed limit is 45 mph and issues you a speeding ticket is exercising which kind of power? A. Personal B. Reward C. Coercive D. Legitimate

C. Coercive

Which of the following would best describe power? A. behaviors perceived as self-serving tactics, sometimes at the expense of others and the organization B. being influenced by others and maintaining group harmony C. an individual's capacity to determine the actions of others and not be persuaded by others D. use of a behavior that results in behavioral and/or attitudinal changes in others

C. an individual's capacity to determine the actions of others and not be persuaded by others

Confrontation has always made Tim uncomfortable, so when a coworker made a snide remark to him during a staff meeting, Tim just pretended that he didn't hear her, even though he was upset by her remark. What conflict resolution style does Tim demonstrate? A. accommodating B. compromise C. avoiding D. competing

C. avoiding

The aspect of power that involves how important a person's job is and how many people depend on that person to accomplish their tasks is known as A. position. B. visibility. C. centrality. D. discretion. E. substitutability.

C. centrality.

What is the type of influence tactic in which supervisors help others finish the job by providing forms of assistance or eliminating potential problems? A. apprising B. pressure C. collaboration D. ingratiation E. internalization

C. collaboration

What is the term for the conflict management style in which you're willing to "give a little" in terms of your own outcomes but you expect the other party to do the same? A. avoidance B. collaboration C. compromise D. accommodation

C. compromise

Mike is considered the "go-to guy" when anyone in the department has problems with the computerized inventory system. No matter what the problem is, Mike seems to be able to fix it. As a result, Mike has what kind of power? A. reward B. organizational C. expert D. coercive

C. expert

What is the term for the use of specific actions that cause changes in the actions or moods of others? A. authority B. power C. influence D. discretion

C. influence

When actions by individuals in an organization are directed toward the goal of furthering their own self-interests, this is known as A. personal politics. B. personal leadership. C. organizational politics. D. political aggrandizement. E. organizational internalization.

C. organizational politics.

Power that arises as a result of an individual's desirable personal traits is known as what kind of power? A. coercive B. reward C. referent D. distributive

C. referent

At the completion of a long, arduous project in which her assistant put in long hours without complaint, Jilleen decides to give him an extra day of paid time off. This is an example of ______ power. A. personal B. coercive C. reward D. referent

C. reward

Lewis tries to persuade Emilie to help him meet a critical deadline. "Emilie, you and I go back a long way in this company, and we've been friends for a long time. I'm asking you to do this for me. I need your help." Which influence tactic is Lewis using? A. Rational persuasion B. Apprising C. Consultation D. Personal appeal

D. Personal appeal

Which forms of power is associated with increased levels of affective commitment in the organization? A. Coercive B. Distributive C. Hard influence D. Referent

D. Referent

In which type of alternative dispute resolution is the third party's judgment considered final and binding? A. facilitation B. mediation C. conciliation D. arbitration

D. arbitration

Styles of conflict resolution can be described in terms of the factors of cooperation and A. optimism. B. consultation. C. coercion. D. assertiveness.

D. assertiveness.

At which stage of negotiation is each party likely to make concessions in order to gain something in return? A. preparation B. closing and commitment C. exchanging information D. bargaining

D. bargaining

Which conflict management style is high in concern for the outcomes of the parties in conflict? A. avoiding B. compromise C. accommodating D. collaboration

D. collaboration

In one approach to conflict resolution, one party places his or her desires above those of everyone else and refuses to cooperate with the other parties. What is the term for this approach? A. compromise B. collaboration C. accommodating D. competing

D. competing

Neither you nor your coworker want to work on Saturday, so you both agree to work a half day and flip a coin to determine who'll work in the morning and who'll work in the afternoon. Which style of conflict resolution does this best describe? A. collaboration B. accommodating C. avoiding D. compromise

D. compromise

You are negotiating with a sales associate on the purchase of a new car, and you're still a few hundred dollars apart. He finally says, "Look, I'll meet you halfway and we'll split the difference." What conflict negotiation style is she adopting? A. competing B. collaboration C. accommodating D. compromise

D. compromise

Resistance is most likely to occur when the target A. fails to complete similar tasks previously. B. experiences a shift in behavior but not attitude. C. has ambiguous feelings about the request itself. D. considers the request inappropriate or unreasonable. E. puts forth a greater level of effort than the influencer requested.

D. considers the request inappropriate or unreasonable.

Allison thinks she has more power than the other party in a negotiation. As a result, she will probably use the Blank______ approach when she negotiates. A. allocative B. integrative C. arbitrary D. distributive

D. distributive

What is the term for the stage of negotiation in which both sides argue their positions and portray themselves in favorable ways? A. preparation B. bargaining C. closing and commitment D. exchanging information

D. exchanging information

Jaime is the only one who is able to program the robots needed for production of a key part. His power in the company is greater than his formal position based upon ______ power. A. structural B. coercive C. reward D. expert

D. expert

Before the game, the coach made an emotional appeal to the team to dedicate the game to their former teammate who had just been diagnosed with cancer. What type of influence tactic is the coach using? A. exchange B. rational persuasion C. consultation D. inspirational appeal

D. inspirational appeal

The use of power and influence to direct the activities of followers toward goal achievement is known as A. emotional intelligence. B. entrepreneurship. C. ingratiation. D. leadership. E. influence.

D. leadership.

Unable to reach agreement at the bargaining table, the National Basketball Association and its players union met with a third party who listened to both sides and tried to help them reach common ground but not create an official resolution. What type of alternative dispute resolution does this best describe? A. arbitration B. conciliation C. facilitation D. mediation

D. mediation

The correlation between power and influence on the one hand, and organizational commitment on the other, is A. weak and negative. B. strong and positive. C. strong and negative. D. moderate and positive. E. moderate and negative.

D. moderate and positive.

Which of the following is the most likely to occur in an organization with a highly charged political climate? A. higher employee morale B. more employees who are content with their careers C. higher task performance D. more employees who consider leaving

D. more employees who consider leaving

Which of the following is the most likely to occur in an organization with a highly charged political climate? A. more employees who are content with their careers B. higher task performance C. higher employee morale D. more employees who consider leaving

D. more employees who consider leaving

What is the term for the capacity to recognize others and apply this recognition to persuade them to achieve individual or team goals? A. integrative bargaining B. centrality C. referent power D. political skill

D. political skill

What type of power resides within an individual, regardless of his or her position within an organization? A. coercive power B. reward power C. legitimate power D. referent power

D. referent power

In the midst of a cold, snowy winter, Aileen desperately wants to attend the national sales conference in West Palm Beach and tries to convince her boss to approve her travel. Aileen's boss has ______ power. A. expert B. personal C. referent D. reward

D. reward

Integrative bargaining involves what kind of negotiating? A. fixed-pie B. lose-lose C. zero-sum D. win-win E. win-lose

D. win-win

The type of power most likely to result in negative feelings toward those who wield it is A. expert. B. reward. C. referent. D. personal. E. coercive.

E. coercive.

Active listening, asking questions, and making one's case are all part of the step in the negotiation process known as A. adjourning. B. bargaining. C. preparation. D. setting goals. E. exchanging information.

E. exchanging information.

The type of power that exists when others have a desire to identify and be associated with a person is ________ power. A. expert B. reward C. referent D. coercive E. legitimate

E. legitimate

Organizational _________ are actions by individuals that are directed toward the goal of furthering their own self-interests.

politics

legitimate power

power determined by a person's title and formal position within an organization