Leadership Chapter 4 and 5 Test Bank
CEO Bill Gates is very powerful, yet well admired by his vice-presidents and other employees. Determine the situation number with its corresponding appropriate leadership style for Bill Gates. Select two answers.
C and A- 3 and task oriented.
National culture should have little effect on the way organizations manage.
False
Organizational politics are not related to influencing tactics.
False
To increase connection power, follow the guidelines for using rational persuasion.
False
A positive self-concept is an important component of expert power.
True
An important part of reward power is having control over resources.
True
Personal power is more easily gained and lost than position power.
True
____________
_________________
Experts commonly use:
b- rational persuasion
In negotiation, when the other party postpones a decision, this
c- may be followed by your attempt to create urgency
____ is a process in which two or more parties are in conflict and attempt to come to an agreement.
c- negotiating
In terms of political behavior, successful managers spend twice as much time in ____ as average managers.
c- networking
The process of developing relationships for the purpose of socializing and politicking is:
c- networking
Based on the situational factors, the ____ leadership style is most appropriate when followers want to be involved.
c- participative
Authoritarianism is the extent of the leader's position power.
False
When negotiating, one thing to remember is that when the other party becomes resistant to making the agreement, a hard sale is generally the best tactic.
False
Your one-minute self-sell should end with a question to encourage two-way communication.
True
Your self-assessment should focus on your accomplishments.
True
Which of the following best represents a situation in which a task-oriented leadership style should be used?
a- a leader with strong power has good relations with a nonrepetitive task worker
Which of the following best represents a situation in which a task-oriented leadership style should be used?
a- a leader with strong power has good relations with a repetitive task worker
Because you have taken a leadership course, you know that, being a manager, coercive power is effective when
a- applied to a small percentage of employees.
____ power is based on the user's skill and knowledge.
a- expert
The normative leadership model has ____ leadership styles.
a- five
When you develop a rational persuasion, you should do all of the following EXCEPT:
a- focus on how you and the organization benefit by achieving the objective.
Most day-to-day manager-employee interactions are based on ____ power.
a- legitimate
Money and power have a similar use in that both are used:
b- as a medium of exchange
____ is commonly used to achieve a specific objective.
c- a coalition
A leadership model:
c- is used when selecting the appropriate leadership style for a given situation.
To increase your reward power:
c- let people know you control the rewards
The use of referent power is appropriate for:
c- people with no position power.
When there doesn't seem to be any progress, it may be wise to ____ the negotiations.
d- postpone
Your one minute self-sell includes which of the following:
e- a career summary and career plans
The McDonald's manager is not very well liked by the employees who cook and serve the fast food. The manager enjoys the ability to tell employees what to do and disciplines quickly. Determine the situation number with its corresponding appropriate leadership style for this manager. Select two answers.
E and B- 5 and task oriented
A networking interview should be kept under 15 minutes.
False
According to Fiedler's Contingency Theory of Leadership, the more control the leader has over the followers, the less favorable the situation is for the leader.
False
Characteristics of the task include formalization (explicit plans, goals, and areas of responsibility), inflexibility (rigid, unbending rules and procedures), and invariant methodology.
False
Co-optation is the process of developing relationships for the purpose of socializing and politicking.
False
Coercion involves making rash threats.
False
During the planning stage in the negotiation process, you should set four objectives: a minimum objective, a lower limit, a target objective, and an opening objective.
False
Expert power is a form of position power.
False
Experts commonly use the inspirational appeals influencing tactic.
False
Global companies such as McDonald's with restaurants all over the world do not have to be concerned about differences in leadership styles across countries.
False
If the leadership style does not match the situation, Fiedler recommends to change the leadership style, rather than the situation.
False
In Europe and other parts of the world, managers have fewer cultural than technical variables to deal with because of similar value systems and religious backgrounds among employees.
False
In the planning stage of the negotiation process, the first step is to set objectives.
False
Information power is a form of politics.
False
Inspirational appeals generally work well with people whose behavior is more influenced by logical thinking.
False
Leadership models explain the variables and leadership styles to be used in a given contingency situation.
False
Legitimate power is based on the person's seniority in the organization.
False
Neutralizers for leadership include characteristics of the subordinate, task, and organization that replace the need for a leader or neutralize the leader's behavior.
False
Normative leadership theory led to the development of the theory of charismatic leadership.
False
Not giving information that is not asked for and lying to the other party is essentially considered to be the same thing during negotiations.
False
Personal power is derived from top management, and it is delegated down the chain of command.
False
Reciprocity is the process of developing relationships for the purpose of socializing and politicking.
False
Robert Treehouse developed the path-goal leadership theory.
False
Supportive leadership is appropriate when the followers do not want autocratic leadership, have external locus of control, and follower ability is high.
False
Task structure is the most powerful determinant of overall situational favorableness.
False
The exchange influencing tactic should be used with people whom you have authority over.
False
The first step in the networking process is to create your one-minute self-sell.
False
The major difference between behavioral and contingency leadership theories is that contingency leadership theories attempt to determine the one best leadership style in all situations.
False
The normative leadership model is not popular with managers because it is not based on research.
False
The normative leadership style that lets the group diagnose the problem and make the decision within stated limits is facilitate.
False
The path-goal leadership model is used to determine which one of seven styles to select, based on the use of boss-centered versus subordinate-centered leadership, to meet the situation (boss, subordinates, situation/time) in order to maximize performance.
False
The role of the leader is to answer questions and provide encouragement and resources using the facilitate leadership style.
False
The three variables of situational favorableness include task structure, position power, and leadership style.
False
To increase your legitimate power, you should be persistent.
False
Today's effective leaders are relying more on position power and less on personal power to influence others.
False
When a leader sets difficult but achievable goals, expects followers to perform at their highest level, and rewards them for doing so, the leader is using a participative style.
False
When you use rational persuasion, you should develop a persuasive case based on your needs.
False
Written negotiations are generally preferred over face-to-face negotiations because you can articulate your objectives and objections better.
False
Your one-minute self-sell should include hobbies and other outside interests.
False
According to Fiedler's Contingency Theory of Leadership, a leader's effectiveness is a function of the leader's style and the favorableness of the situation to that style.
True
According to contingency leadership theories, leadership success requires that managers adapt different leadership styles to meet the situation.
True
According to the leadership continuum model, a leader should consider three variables3⁄4boss, subordinates, and situation (time)3⁄4before selecting one of seven leadership styles.
True
Achievement-oriented leadership is appropriate when followers are open to autocratic leadership, have external locus of control, and follower ability is high.
True
Consultation influencing tactic is also known as participative management.
True
Environment situational factors include task structure, formal authority, and work group.
True
Expert power is based on the user's skills and knowledge.
True
Fred E. Fiedler's Contingency Theory of Leadership states that leadership styles are basically constant.
True
Gaining recognition is a good way to develop political skills.
True
Giving employees praise, recognition, pay raises or bonuses are examples of reward power.
True
In contrast to a job interview, you are the interviewer in a networking interview.
True
Leaders use information power when making rational persuasion.
True
Negotiation is often a zero-sum game in which one party's gain is the other party's loss.
True
Negotiation skills can be developed.
True
Networking is a learned skill.
True
Not all seven variables/questions are relevant to all decisions using the normative leadership model.
True
One of the guidelines for developing political skills is to learn the power players in your organization.
True
Path-goal leadership theory is based on motivation theories of goal setting and expectancy theory.
True
Personal power is derived from the follower, based on the leader's behavior.
True
Politics is a medium of exchange.
True
Politics is the process of gaining and using power
True
Position power is power is derived from top management, and it is delegated down the chain of command.
True
Power can be ethical and unethical.
True
Providing high structure is an example of directive leadership style.
True
Reciprocity and networking are commonly used to achieve ongoing objectives, whereas coalitions are developed for achieving a specific objective.
True
Referent power is a form of personal power.
True
Referent power is appropriate for people who have no position power.
True
Referent power is based on the user's personal relationships with others.
True
Reviews of the research on Fiedler's Contingency Theory of Leadership have concluded that the research tends to support the model, but not for every situation.
True
Situational favorableness refers to the degree to which a situation enables the leader to exert influence over the followers.
True
Tannenbaum and Schmidt's Leadership Continuum Model has two leadership styles which are similar to the ones in University of Michigan Leadership Model.
True
The contingency leadership model and normative leadership model are prescriptive models, because they tell the user exactly which leadership style to use in a given situation.
True
The continuum and path-goal leadership models are descriptive models, because users select the appropriate leadership style for a given situation based on their own judgment.
True
The first step for using the normative leadership model is to select a time-driven model or development-driven model.
True
The growing cultural diversity of the workforce and the increasing globalization of the marketplace creates the need for leaders with multicultural backgrounds and experiences.
True
The ingratiation influencing tactic can be used by paying compliments to others.
True
The leadership contiuum model is a one dimensional model.
True
The negotiation process has three, and possibly four, steps: plan, negotiations, possibly a postponement, and an agreement or no agreement.
True
The normative leadership model has a time-driven and development-driven decision tree that enables the user to select one of five leadership styles (decide, consult individually, consult group, facilitate, and delegate) appropriate for the situation (seven questions/variables) to maximize decisions.
True
The participative style includes employee input into decision making.
True
The time-driven model is concerned with making effective decisions with minimum cost.
True
The two major continuum leadership model styles are boss-centered and subordinate-centered.
True
The variables used to determine the leadership style using the path-goal leadership theory include the subordinate and environment.
True
To determine whether a leader's style is more task-motivated or more relationship-motivated, Fiedler uses his Least Preferred Coworker Scale.
True
To maintain discipline or enforce rules, you should use coercive power.
True
When using the normative leadership model, the more expertise the leader has, the less need there is for follower participation.
True
While negotiating, you should let the other party make the first offer.
True
The leader who makes a decision and sells it to followers through a presentation of why it's a good idea uses which style on the leadership continuum model?
a- 2
To increase your coercive power:
a- be persistent
The two major continuum leadership model leadership styles are:
a- boss-centered and subordinate-centered
Closely knit, cohesive work groups:
a- can make a leadership style unnecessary or redundant.
A characteristic of the organization that can substitute for leadership is:
a- closely knit, cohesive work groups
An employee has come to work late again after being told to be on time. The manager should use which type of power in this situation?
a- coercive
____ leadership models identify contingency variables and leadership styles without specifying which style to use in a given situation.
a- descriptive
An employee has been making work errors. The manager has decided that this is a problem and will take some corrective action. Which path-goal leadership style is most appropriate for this situation?
a- directive
Based on the situational factors, the ____ leadership style provides high structure.
a- directive
An employee goes to the tennis club around the same time as several of the mangers. Which type of political behavior is this?
a- effective
he company has a monthly newsletter and asks employees to submit information about themselves and their accomplishments to be printed. Julio sends in information regularly. Which type of political behavior is this?
a- effective
Environment situational factors include all of the following EXCEPT:
a- locus of control
The number one indicator of job satisfaction today is the relationship you have with your:
a- manager
Because of political behavior:
a- most important decisions are made by coalition outside of the formal meeting in which the decision is made.
In the development-driven model:
a- no value is placed on time.
The consultation influencing tactic is also known as:
a- participative management
____ means that the leader works with followers to help them identify and learn the behaviors that will lead to successful task accomplishment and organizational rewards.
a- path clarification
Reward power is a form of ____ power.
a- personal
The process of gaining and using power is ____.
a- politics
A sales rep is making a sales call to a potential corporate customer. The sales rep is explaining how the product will help the customer increase productivity using facts and figures from prior customers. Which individual tactic is the sales rep using in this situation?
a- rational persuasion
To persuade another person whose behavior is influenced more by thinking than emotion, you would use the tactic of
a- rational persuasion
An important aspect of ____ power is to have control over resources, particularly scarce resources.
a- reward
The normative leadership model uses decision trees that are:
a- time-driven and developmental-driven
The leader who permits followers to make ongoing decisions within defined limits uses which style on the leadership continuum model?
b- 7
Which of the following best represents a situation in which a relationship-oriented leadership style should be used?
b- a leader with strong power has poor relations with a repetitive task worker
"It's not what you know, it's who you know" is an example of ____ power.
b- connection
A recent college graduate is trying to get a job with IBM. Her uncle works at IBM and she asked him to give her a recommendation for an open position. The college graduate is using which type of power to get the job?
b- connection
The normative leadership model considers all of the following EXCEPT:
b- delegation style
To increase connection power:
b- follow the guidelines for using the coalition influencing tactic.
Once an agreement has been made, you should do which of the following?
b- follow up with a letter of thanks
Actual managers' complaints that the normative leadership model is too cumbersome with all of its questions:
b- has some merit, but it is suggested that the model can be learned well enough so that managers can better mentally judge the most appropriate style for the situation without the model.
To get people in a good mood, the ____ influencing tactic may be used by being friendly and praising others before you ask them for what you want.
b- ingratiation
The new product development team is getting close to finishing a new product and the deadline is coming closer. The manager has decided to give the team a pep talk to get them to finish. Which individual tactic is the manager using in this situation?
b- inspirational appeals
Today, more companies are looking for graduates with ____.
b- international openness and flexibility.
A characteristic of the task that can substitute for leadership is:
b- invariant methodology
Unlike other contingency leadership models, the path-goal leadership model does not have a ____ trait.
b- leader
A ____ is an example for use in a given situation.
b- leadership model
Which of the following is NOT one of the variables that determine situational favorableness?
b- locus of control
Which of the following statements regarding networking is NOT true?
b- men are generally not as skilled at networking as women.
All seven questions in the normative leadership model:
b- need not always be answered for certain decisions.
The first step of the networking process is to:
b- perform a self-assessment and set goals.
You, as an employee and not a manager in your organization, can have ____ power while your manager can potentially have both types of power.
b- personal
Which of the following statements about politics is TRUE?
b- politics is a reality of organizational life.
As a manager, you can influence people to do things that they normally would not have done through your use of ____ power, which is derived from top management.
b- position
____ leadership models tell the user exactly which style to use in a given situation.
b- prescriptive
To accomplish objectives, a manager who uses political behavior that creates obligations and develops alliances, often using the word "favor" in their requests is using
b- reciprocity
The first step of the planning stage in the negotiation process is to:
b- research the other party
An employee who is normally a very good worker needing very little supervision recently is not doing well on the job. The manager knows the employee is having a family problem. Which path-goal leadership style is most appropriate for this situation?
b- supportive
Based on the situational factors, the ____ leadership style provides high consideration.
b- supportive
____ leadership is appropriate when the followers do not want autocratic leadership, have internal locus of control, and follower ability is high.
b- supportive
One of the difficulties in testing the path-goal theory is:
b- the complexity of the theory
The most appropriate time for developing options and trade-offs in the negotiation process is during:
b- the planning stages
Which of the following statements regarding coercion is false?
b- there has been a general increase in use of coercion by all types of leaders.
An appropriate amount of time for a networking interview is ____ minutes.
c- 20 minutes
During negotiations, which of the following should you do?
c- ask for something in return.
Fiedler believed that one's leadership style is a reflection of:
c- behavior and personality
The ____ leadership model is used to determine if a person's leadership style is task- or relationship-oriented, and if the situation matches the leader's style to maximize performance.
c- contingency
In the normative leadership model, the ____ leadership style lets the group diagnose the problem and make the decision within stated limits.
c- delegate
The characteristics of the decisions made in the time-driven model are:
c- focus, value, orientation
The manager went around to several employees asking them for suggestions on how to decrease theft. Which path-goal leadership style is the manager using in this situation?
c- particpative
The manager uses her position as manager to get employees to do their jobs. The manager tells employees the tasks that need to be accomplished and expects the job to get done. Employee evaluations reflect their performance. The manager is using which type of power to get the job done?
c- reward or legitimate
Which od the following statements regarding the time-driven model is NOT true?
c- the model has a long term horizon
Which of the following is (are) guidelines for developing political skills?
c- tune out the grapevine
The manager of the department sets a standard of output per month, which is difficult but can be met with hard work. When the department meets the standard, all department members get a bonus for that month. Which path-goal leadership style is the manager using in this situation?
d- achievement- oriented
____ leadership is appropriate when followers are open to autocratic leadership, have external locus of control, and follower ability is high.
d- achievement-oriented
The path-goal leadership styles include all of the following EXCEPT:
d- affiliation oriented
Politics:
d- all of the above (is a medium of exchange, has a negative connotation, is inherantly neither good or bad)
Distortion of information includes:
d- all of the above- giving a biased interpretation of data, presenting false information, selective editing.
The contingency leadership model leadership variables include:
d- all of the answers are correct
Before selecting one of the seven leadership styles on the leadership continuum, the leader must consider which one of the following variables?
d- all of the answers are correct ( situation, leaders personality, followers' preferred style fo rthe leader)
Authoritarianism is the degree to which employees:
d- all of the answers are correct (defer to others, want to be told what to do, want to be told how to do the job)
The continuum leadership model major leadership variables include:
d- all of the answers are correct (the boss, the subordinates, the situation/time)
To increase your expert power:
d- all the answers are correct
To use the normative leadership model, you must do all of the following EXCEPT:
d- ask each follower's opinion
The key to successful negotiations is for all parties to get:
d- between their minimum and target objectve.
All of the following are substitutes for leadership EXCEPT:
d- characteristics of the leader
____ is the process of getting a person whose support you need to join your coalition rather than compete.
d- co-optation
____ power is based on the user's relationship with influential people.
d- connection
The last step in the networking interview process is to:
d- follow-up with a thank you note and status report.
Your one-minute self-sell should do all of the following EXCEPT:
d- identify your specific salary requirements
The most powerful determinant of overall situational favorableness is:
d- leader-member relations
Which of the following is used to determine which one of seven styles to select, based on the use of boss-centered versus subordinate-centered leadership, to meet the situation in order to maximize performance?
d- leadership continuum model
The normative leadership model includes all of the following leadership styles EXCEPT:
d- participative
A characteristic of followers that can substitute for leadership is:
d- professional orientation
The manager likes to use employee participation and does not like to have to give direct instructions. However, there are times when it is necessary to give direct assignments. When the manager has to give directives, he tends to be very polite. He usually asks if the employee will take the assignment and gives personal thanks. The manager is using which type of power to get the job done?
d- referent
Because, as a manager, you can decide who receives what pay raises, bonuses, and promotions, you are using ____ power.
d- reward and position
Under what circumstances is power ethical?
d- when it is used to meet organizational objectives and those of its members.
Which of the following do you need to increase your legitimate power?
e- all of the above- work at gaining people's perception that you have power, exercise authority regularly, use rational persuasion espescially when you authority is questioned, back up your authority with rewards and punishment.
A production manager has a machine that broke down. The production manager is calling the maintenance department about coming to fix the machine. Select the most appropriate individual tactic for this situation.
e- personal appeals
A sales rep is trying to close a big sale with a new corporate customer. The sales rep states a few other major corporate customers and says that the potential customer may call them for a reference, to influence the customer to buy the product. These current customers have agreed to give a good recommendation if potential customers call them. Which individual tactic is the sales rep using in this situation to make the sale?
g- coalition
The sales manager has an employee who consistently passes in the monthly sales report late. Prior comments to the sales rep have not changed the behavior. The manager has decided to try another influencing tactic to get the reports in on time. Select the most appropriate individual tactic for this situation.
i- pressure
