MGMT Chapter 16 SmartBook

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List the steps in a plan to influence others, starting with the first step at the top.

1. set a goal and know what you want to achieve 2. identify the person(s) who can help you achieve that goal 3. determine whether you need compliance or commitment from the person 4. decide on a base power and influence tactic that will realistically be available to you 5. describe how you will apply the bases of power and tactics you chose

inspirational appeals

Appealing to others' emotions, ideals, or values

Reciprocity

Both good and bad deeds will be repaid in kind

Network Level

Cooperative pursuit of general self-interests

What techniques can individuals use to develop power and influence?

Develop referent power Match influence and political tactics to suit the situation Use position and personal power.

How can managers use their power to supercharge the performance of those they manage?

Empower employees to make sound decisions.

consistency

Get a personal commitment

Individual Level

Individual pursuit of general self-interests

Commonly used influence tactics include which of the following?

Ingratiation Consultation Rational persuasion Inspirational appeals

What are some of the perceptions that people have about organizational politics?

It decreases job satisfaction It decreases organizational commitment It increases job stress.

Robert Cialdini's research identified six principles for influencing people. What ideas were these principles based on?

People have fundamental responses to influence attempts. If your efforts align with the fundamental responses, your influence increases.

authority

People respect credible experts

When working in a virtual environment, how can people reduce ambiguity? (Check all that apply.)

Provide examples Create accountability Share information

social proof

Role models and peer pressure build influence

When you use power or influence, how might others respond to your wishes?

They may comply. They may commit. They may resist.

Which of the following are reasons why it is important to assign blame correctly? (Check all that apply.)

To keep your influence intact To influence your behavior in the future

True or false: Perceptions of politics (POP) have been linked to undesirable outcomes such as increased stress and decreased job satisfaction.

True

Liking

Use informal conversations to learn about others; offer sincere and timely praise and recognition

Which of the following are practical and effective ways for managers to use their power?

Use your power only when necessary. Apply a larger variety of influence and political tactics. Develop sources of personal power.

Impression management encompasses which of the following?

behavior appearance speech

Which of the following are ways to increase the relative effectiveness of influence tactics? (Check all that apply.)

being trustworthy being credible

meaning

belief that your goals align with your team and management

The three blaming styles researchers found in people from a large variety of industries include

blaming oneself denying blame blaming others

How do virtual teams overcome the ambiguity created by a lack of face-to-face interaction?

by sharing information

When someone you are attempting to influence not only joins your cause, but works at it even harder than you do, it is:

commitment

When someone reacts to an attempt to influence them by doing just the bare minimum to get by, it is:

compliance

Step 3 in the creation of an influence plan involves deciding what you want or need from the person you hope to influence. What are the two possible choices?

compliance commitment

Which of the core influence tactics are most effective at building commitment?

consultation inspirational appeals rational persuasion

Coalition Level

cooperative pursuit of group interests in specific issues

The management practice that enhances employee performance, well-being, and positive attitudes is __________.

empowerment

Which of the following are the forms of power you possess independent of your job or position in an organization? (Check all that apply.)

expert power referent power

impact at work

feeling that your efforts make a difference and affect the organization

What type of political action is pursued at the individual level?

general self-interests

Any attempt to control or manipulate the images related to a person, organization, or idea is ______________ ________________.

impression management

Any attempt to control or manipulate the images related to a person, organization, or idea is:

impression management

Dressing for success is a political tactic also known as ______.

impression management

Conscious efforts to affect and change a specific behavior in others are:

influence tactics

Organizational politics is defined as

intentional actions to improve individual or organizational interests

consultation

involving others in planning and making decisions about changes

Elements of structural empowerment that are inputs to psychological empowerment include:

job characteristics practices policies

Managers who obtain compliance primarily because of their formal authority to make decisions use ____________ _____________.

legitimate power

Managers who obtain compliance primarily because of their formal authority to make decisions use:

legitimate power

When Jamie, who is Lindsay's boss, says to drop everything and get the report done on time, Jamie is using:

legitimate power

The forms of power associated with one's job or position in an organization are referred to as position power and include:

legitimate power reward power coercive power

Employees who are psychologically empowered feel a sense of:

meaning competence self-determination

Which of the following are structural empowerment inputs that contribute to feelings of psychological empowerment?

organizational policies job characteristics

Intentional acts of influence to enhance or protect the self-interest of individuals or groups that are not endorsed or aligned with those of the organization are known as:

organizational politics

scarcity

people want information and opportunities that are hard to get

Empowerment tends to improve an employee's

performance organizational commitment job satisfaction

competence

personal evaluation of your ability to do your job

Intentional acts of influence to enhance or protect the self-interest of individuals or groups that are not endorsed or aligned with those of the organization are known as organizational _______________.

politics

The ability to marshal human, informational, and other resources to get something done is:

power

The discretion and the means to enforce one's will over others is called ___________.

power

When employees feel a sense of meaning, competence, and impact at work, it is because they are ___________ _____________

psychologically empowered

personal appeals

referring to friendship and loyalty when making a request

Individuals or organizations that obtain compliance by promising or granting rewards use _________ __________.

reward power

Individuals or organizations that obtain compliance by promising or granting rewards use which base of power?

reward power

A commonly used political tactic in organizations is blowing your own horn while not recognizing the accomplishments of others. This is known as:

self-promotion

Self-determination

sense that you have control over your work and its outcomes

The transfer of authority and responsibilities from management to employees is called _________________ _________________.

structural empowerment

Which of the following helps transfer authority and responsibilities from management to employees?

structural empowerment

What are ill-defined decision processes likely to trigger in organizations?

uncertainty

rational persuasion

using logic, reason, or facts to convince another

ingratiation

using praise, flattery, humor, or helpfulness before making a request

Political maneuvering in organizations is triggered by uncertainty most often caused by:

vague performance measures unclear objectives strong group competition


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