Mgmt 380: Lanier-Learn Smart Ch 4-7
Three tactics used by agents
-Hard Tactics -Soft Tactics -Rational Tactics
Which of the following is not part of the concept of moral potency? -Moral Ownership -Moral Efficiency -Moral Courage -More efficacy
-Moral Efficiency
Companies from around the world lose about ____ Billion each year as a result of fraudulent activity.
2.9
What is the definition of emotional intelligence given by Peter Salovey and John Mayer?
A group of mental abilities that help people to recognizer their own feelings and those of others
Long-term success as a leader requires
A high need for socialized power and a high need for activity inhibition.
General problem-solving ability refers to ____ intelligence.
Analytic
Research at the University of Michigan assumes that job-centered and employee-centered behaviors are
At opposites ends of a single continuum of leadership behavior
A policeman giving a ticket is an example of _____ Power
Coercive
The actions of the taliban against women in Afghanistan is an example of what type of power?
Coercive
Which of the following is not one of the three basic types of intelligence identifies by triarchic theory? -Creative -Cognitive -Practical -Analytical
Cognitive
The _____ dimension of the five factor model concerns those behaviors related to people's approach to work.
Conscientiousness
A minister established a committee of church members to help plan the layout and use church addition. In this scenario, the minister uses and influence tactic called
Consultation
____ Represents an organization's purpose, guiding principles, basic identity, and most important values.
Core Ideology
Leaders who believe that thoughtful attention to the needs of the people for satisfying relationships leads to a comfortable friendly organization atmosphere and work tempo have which type of leadership style?
Country Club Management
Testing of ______ Thinking can be difficult because of the many answer that are possible.
Divergent
The tendency for many leaders to react to failure by blaming external factors reflects poor _____ -loop learning.
Double
An agent influences a target by giving and taking favors. This scenario exemplifies an influence tactic called
Exchange
Rational Tactics include
Exchange
______ Power is the power of knowledge
Expert
True or False: Male managers are more likely to involve others when developing strategy.
False
True or False: The ocean model is of limited use across cultures
False
Choosing an influence tactic thinking an act would improve an employees self-esteem or morale
Frequently associated with successful influence attempts.
Choosing an influence tactic because it followed company policy and choosing one because it was a way to put a subordinate in his place
Frequently mentioned as reasons for unsuccessful influence attempts.
The group of workers identified by Zemke as entrepreneurial individuals who embrace change and take a free agency approach to their job are
Get Xers
According to the University of Michigan studies, __________ behaviors are concerned with motivating subordinates to accomplish the task at hand.
Goal Emphasis
Which of the following types is least likely to be a leader? -ESTJ -ENTJ -ISTJ -INTP
INTP
A boss who exaggerates her anger at an employee's mistake to "teach a lesson" is demonstrating which type of leadership?
Inauthentic
Which of the following is not a source of information in a 360 degree feedback review? -Self -Indirect reports -Peers -Boss
Indirect reports
The actual change in a target person's attitudes, values, beliefs, or behaviors is
Influence
A salesperson's good-natured or flattering banter with a customer before the customer makes a decision about purchasing a product is an example of an influence tactic called
Ingratiation
Soft Tactics include
Ingratiation
Leaders who demonstrate their commitment to higher principles through their actions demonstrate strong______
Integrity
Which of the following are nonverbal gestures of power? -Bowing -Interrupting -Shouting -Staring -Pointing
Interrupting Staring Pointing
Which types of power are best for a leader to use?
It depends on the situation.
The amount of information a leader needs before feeling comfortable making a decision is concerned with which dimension of the Myers-Briggs type indicator test?
Judging-Perceiving
Which dimension of the Myers-Birggs type indicator test would be concerned with an individual who prefers to have an agenda, stick to it, and make as many decision as possible in a meeting?
Judging-Perceiving
Which of the following building blocks is relatively easy to change? -Personality traits -Intelligence -Knowledge -Values
Knowledge
Early research on leader behavior at Ohio State University was compete using a questionnaire called the _____ description questionnaire
Leader behavior
Concerns for people and concern for production re the two dimensions of____
Leadership Grid
An Individual's formal or official authority is called ____ Power.
Legitimate
_______ Power is primarily a function of the situation
Legitimate
Hard Tactics include
Legitimizing or pressure tactics
____ Refers to the process leaders use to make decisions about ethical and unethical behaviors.
Moral reasoning
"I enjoy going to school" is a behavior associated with which of the factors in the OCEAN model of personality?
Openness to experience
A sentence that opens with, "John, we have known each other a long time and I have never asked anything of you before" represents the beginning of an influence tactic called
Personal Appeal
Individuals who are relatively selfish, impulsive, uninhibited, and lacking in self-control lack in a high need for which type of power?
Personalized Power
A judge who gives Samuel, a convicted prisoner, a suspended sentence but tells him to consider the suspension a "sword hanging over his head" if he breaks the law again is issuing the influence tactic called
Pressure Tactic
Studies by McClelland and also by Miner use which method of assessing the need for power?
Projective personality tests
Which type of power does an individual who is admired and seen as a role model have? -Referent -Reward -Expert _legitimate
Referent
Employee of the month and special parking spots are examples of using _____ power to influence behavior.
Reward
The dimension of the Myers-Briggs type indicator test that is concerned with how people look at data is
Sensing-Intuitition
Deciding how to balance spending time with your children versus making a bigger commitment to your career is an example of which type of dilemma?
Short-term versus Long-term
The Stanford prison experiment highlighted the role of the ____ in the leader power equation
Situation
Which theory focuses on what a leader does when solving complex mental problems? -Theory Y -Theory X -The triarchic theory of intelligence -The OCEAN model of personality
The Triatchic theory of intelligence
____ is used to explain the interesting relationship between leader intelligence and experience levels, and group performance in stressful versus non stressful conditions.
The cognitive resources theory
Rick Aberman defined emotional intelligence as
The degree to which thoughts, feelings, and actions were aligned.
Successful Managers typically subscribe to
Theory Y
In the context of influence tactics, identify a feature of coalition that is different from that of consultation
They are used when agents seek the aid of others to influence a target.
Identify the features of psychological typologies
They tend to emphasize the similarities among all people in the same category. They tend to emphasize the difference between people of dominant and submissive types.
The ______ Theory of intelligence is one of the most comprehensive and compelling theories of intelligence developed and tested over the last 30 years.
Triarchic
As demonstrated by Michelle Obama's gaffe at a dinner at Buckingham Palace, cultural difference can impact power. True or False
True
True of False: Good leaders are open to being influence by subordinates.
True
True or False: According to CRT, experience hinders performance in situations where stress is low.
True
True or False: Stanley Milgram found that many people will over an authority figure even when doing so is in conflict with their conscience.
True
Which is not a god way to find out about an individual's public reputation?
Using the MBTI test
Constructs representing generalized behaviors or states of affairs that are considered by the individual to be important are known as
Values
Which of the following is not one of the four qualities of leadership identified by Bennis and Goldman? -Consistency -Values -Integrity -Empathy
Values
When an individual justifies his behavior by comparing it to even more heinous behavior he is using
advantageous comparison
Executives at the top levels of organizations typically have high levels of ______ intelligence
analytic
Leaders with ____ intelligence tend to be quick learners, do well in school, see the connection between issues, and have the ability to make accurate deductions, assumptions, and inferences with relatively unfamiliar information
analytic
According to the ohio state studies ______ refers to how friendly and supportive a leader is to subordinates
consideration
The fortitude to face risk and overcome fears associated with taking ethical action refers to moral:
courage
Comptency models-
describe the behaviors and skills managers need to exhibit if an organization is to be successful
Which type of approach should subordinates use when assessing managerial integrity?
dubious reputation
Hume and Smith argued that ____ are central to moral judgement?
emotions
Thinking that is characterized as "do what's best for the greatest number of people" is referred to as ____ thinking.
ends-based
Principles of right conduct or a system of moral values are referred to as
ethics
An agent influence a target by giving and taking favors. This scenario exemplifies an influence tactic called
exchange
The change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics refers to
influence
A Ministers impassioned plea to members of a congregation about the good works that could be accomplished if a proposed addition to the church were built is an example of an influence called
inspirational appeal
______ describes a person's all-around effectiveness in activities directed by thought.
intelligence
An agent makes requests to targets on his or her position or authority. This scenario exemplifies an influence tactic called
legitimizing tactics
Another term for 360 degree feedback is ____ feedback
multirater
The capacity to produce effects on others or the potential to influence others refers to
power
Knowing how things get done and how to do them requires _____ intelligence
practical
One meaning of personality refers to the impression a person makes on others. This view of personality emphasizes a person's
public reputation
Plato and Kant believe mature moral judgement was a ___ process
rational
An agent uses logical arguments or factual evidence to influence others. This scenario exemplifies an influence tactic called
rational persuasion
A leaders who's primary motivation is to help others can best be described as ______ leaders
servant
Reviewing data and facts and identifying the underlying root causes from the information gathered refers to _____-loop learning
single
CRT defines _____ as the result of conflicts with supervisors or the apprehension associated with performance evaluation.
stress
According to the text, how people vary in their motivation to influence and control others is related to
the need for power
