MGMT310A CH14

means unenthusiastic completion of tasks by employees because they have to, not because they want to. Managers who rely on positional authority and the power of rewards tend to elicit compliance from their employees.

Compliance

Toby gives his carvers a $50 bonus whenever they report to work on time every day over a six-month period.

Compliance

"Several years ago, Vellum Manufacturing, a producer of custom paper products, went through a significant downsizing and offshored some of its operations. Then it merged with another company, and finally there were more layoffs. Recently, however, profits have been high, objectives have been met, and the workforce has been steadily growing. What is likely the case at Vellum Manufacturing today? A. Organizational conflict is high, and power is less important than it was . B. Organizational conflict is low, and power is less important than it was. C. Organizational conflict is high, and power is more important than it was. D. Organizational conflict is low, and power is more important than it was."

B. Organizational conflict is low, and power is less important than it was.

Audit Finding: The personal trainers rely on each other to keep the gym's equipment clean and functional.

Organizational Power Audit Process Step: 1. Identify the interdependencies.

Audit Finding: Mike allows Ana to work independently with clients to determine their training programs.

Organizational Power Audit Process Step: 2. Determine everyone's sources of power.

Roxie, the head of sales, has _______________ if she is likely to persuade human resources to let her implement a new commiss ion compensation plan.

Power

"Dizzy Desserts, whose flagship product are ice-cream cakes for grocery store shelves, has recently expanded to Latin America and Europe. This has required developing alternative product lines to appeal to different consumer preferences and integrating local partners from many countries into the organization. Some leaders feel that a unified global brand image and standard corporate processes are important, while others feel that each region's operations should be autonomous. What can you infer about the internal environment at Dizzy Desserts? A. Power is relatively unimportant because organizational conflict is high. B. Power is relatively unimportant because organizational conflict is low . C. Power is at a premium because organizational conflict is high. D. Power is at a premium because organizational conflict is low."

C. Power is at a premium because organizational conflict is high.

Recently, you started working at a company where there is some tens ion among the sales manager, the operations manager, and the support manager. The conflict is caused by _______________________, because each manager wants to hire a new employee but the company can only hire two new people.

Resource Scarcity

Organizational Power Audit: Step 3, Analyze differences in goals, Values, Stakes, and working styles

These differences can impact a person's assumptions and perceptions about the company and change the way they use power.

"The CEO of Stellar Consulting cultivates a competitive environment, often assigning the same client project to multiple consultants and publicly rewarding the consultant who does what the CEO feels is the best job. He is disparaging to the ""losers"" of these contests. Which of the following is a likely outcome in this environment? A. Organizational conflict will be low, and power will be at a premium . B. Organizational conflict will be high, and power will be at a premium. C. Organizational conflict will be low, and power will be unimportant. D. Organizational conflict will be high, and power will be unimportant."

B. Organizational conflict will be high, and power will be at a premium.

Anders is one of the most likeable managers in the office. He frequently stops to chat with his employees, and he works hard to make sure that his employees understand and share his values.

Commitment

Carlos tells his coffee clerks that they are in charge of all of their customer interactions. The clerks have the authority to do anything they want to make customers happy.

Commitment

Sheryl promoted her best technical writer, promising another promotion if the writer could get four users manuals completed during the upcoming year.

Compliance

Shell Oil owns 50 percent of Infineum International Ltd., a company that makes fuel, lubricants, and specialty additives. The other half of the company is owned by ExxonMobil, giving Shell and ExxonMobil ________________________ in this venture, because the two firms need each other equally.

Joint Dependence

Michael is a major general in the US Air Force. He expects lower-ranked officers to salute him because of the ____________________that his military rank affords him.

Legitimate Power

In smaller organizations, power is ______________- important to achiev ing strate gic objectives than in larger organizations.

Less

Audit Finding: Marco is fit, energetic, and articulate and colleagues and clients respect him as being highly committed to his work.

Organizational Power Audit Process Step: 2. Determine everyone's sources of power.

Audit Finding: Mike is the owner, he has considerable expertise, and he meets regularly with his staff and other industry professionals.

Organizational Power Audit Process Step: 2. Determine everyone's sources of power.

Audit Finding: Marco is an extrovert who enjoys find ing patterns in the facts, especially in how the latest research on sports medicine relates to his clients' needs, and he plans to work for MBSC for his entire career.

Organizational Power Audit Process Step: 3. Analyze differences in goals, values, stakes, and working styles.

Audit Finding: A regional health care network is also beginning to provide fitness solutions to the elderly, and this company has a built-in marketing advantage through its list of patients.

Organizational Power Audit Process Step: 4. Analyze the broader context.

Audit Finding: Some personal trainers have known each other for years and take a long time to warm up to new hires. This group of trainers has also developed strong relationships with their longtime clients and are not as open as newer trainers to new clients.

Organizational Power Audit Process Step: 4. Analyze the broader context.

Barack Obama has said that he has friendships with several other international leaders, including Prime Minister Narenda Modi of India and Prime Minister David Cameron of Great Britain. These friendships increase Obama's _____________________ because they stem from his networks.

Relational Power

Rachel runs a leadership development program for a graduate educational institution. She tells professors that if they do not get perfect ratings from students, they will be forced to attend teacher training classes and practice their newly learned skills in the classroom.

Resistance

Organizational Power Audit: Step 5, Periodically update the diagnosis

A power audit is not a one-time event. It must be reviewed on an ongoing basis; it will change as the organization changes.

In the hospital, the doctors, the nurses, and the administrators each form a __________________ around their own interest, and policymaking requires seemingly endless negotiations.

Coalition

Sending students to see the principal or expelling them from class are examples of the _____________________ that some teachers use to maintain control of the classroom.

Coercive Power

Is the optimal response to power. Employees share the organization's purpose and work hard to achieve it. Managers often get commitment from their employees through personal power, such as through expertise and likability.

Commitment

Jennifer is the supervising flight attendant on a daily flight from Los Angeles to Denver four times a week. She frequently shares her knowledge about how to serve customers well with her flight attendants, who respect her advanced skills.

Commitment

Mary Jo promised the angry employees improved working conditions only if they would encourage customers to purchase the more expensive items in the store.

Compliance

It's a typical Monday, and Eli is _____________________________ . So far, he's told a subordinate to stop surfing the Internet at work or face consequences, given a presentation to the executive team about why the new product line is a good idea, and postponed a meeting with his boss about the same product line until more information comes in.

Exercising Influence

The prosecutor wanted to convince the jury that the suspect could have created an explosive with common household chemicals, so she asked a professor with ________________________ earned by studying explosive chemicals for 20 years, to take the stand.

Expert Power

Bob, an Internet marketing manager, has coercive power at work. His employees are likely to do what Bob says because __________________________ . Bob is likely to have difficulty using his power if employees ______________________________ .

He can lower their pay, Are not afraid of Bob's punishments.

Influence Process Step 2: Use specific influence principles

In addition to influence styles and tactics, you will want to consider whether or not to use the influence principles of reciprocity, likability, authority, and scarcity. Again, each of these principles is chosen based on the situation in which you find yourself.

When working on a group project for a Principles of Management class, team members experience ___________________ Because they must help one another to write a paper and present their research.

Interdependence

Organizational Power Audit: Step 4, Analyze the broader context

It is important to see how much potential for conflict exists and to look at the internal environment of the organization. Find out how key players are likely to react to conflict, power, and influence.

Due to technology and globalization, organizations are becoming ever more complex and interdependent, making it ______________ critical for managers to understand the sources of power and how to use it.

More

Influence Process Step 3: Build sources of interpersonal power

Next, you have to think about your personal, positional, and relational power sources and use them appropriately.

Andrew, a new classmate, has expert power at school. His fellow students are likely to do what Andrew says because _____________________ . Andrew is likely to have difficulty using his power if fellow students ___________________________.

Of what Andrew knows, Question Andrew's skills.

Audit Finding: All the personal tra iners send their clients to Ana for nutritional counseling.

Organizational Power Audit Process Step: 1. Identify the interdependencies.

Audit Finding: Ana is an extrovert who enjoys exploring new possibilities for clients based on the details of their profiles, and she plans to work part-time for a few years once she starts a family.

Organizational Power Audit Process Step: 3. Analyze differences in goals, values, stakes, and working styles.

Very attractive people have high levels of ___________________ as do those with a high level of expertise, those who work hard, and those who are credible within a particuiar value system.

Personal Power

A person's centrality, flexibility, visibility, and relevance are all aspects of ____________________ that comes from their formal role in the organization.

Positional Power

It is __________________ for a manager to have power but not influence.

Possible

Lilian tells her employees at the hotel that unless they can clean a room completely in twenty minutes or less, they should expect to be fired.

Resistance

Means openly disobeying or pretending to agree to do what is asked but then not doing it. Managers often react to resistance by using coercive power to force the individual to do t he task, and this engenders more resistance.

Resistance

Mr. Jones tells his plumbers that if they cannot complete at least six house calls in one day, they should not come back to work the next day.

Resistance

Influence Process Step 4: Assess performance

The final step of the influence process is to determine whether or not your attempts at influence have worked. Make sure that you get feedback from as many individuals as possible in this part of the process, and be sure to use your own selfawareness and your understanding of environmental and social cues.

Most politicians understand the ____________________ well-if they ask a favor of a peer, they will be expected to return that favor at some point in the future.

The law of reciprocity

Influence Process Step 1: Choose an influence style and influence tactics

There are several types of influence styles (pushing, pulling, and moving away) and tactics (persuading, asserting, bridging, attracting, and disengaging). The first step in the influence process is to determine which of these styles and tactics are appropriate for the situation you are facing.

It's a typical Monday, and Eli is _______________________________. So far, he's told a subordinate to stop surfing the Internet at work or face consequences, given a presentation to the executive team about why the new product line is a good idea, and postponed a meeting with his boss about the same product line until more information comes in.It's a typical Monday, and Eli is _______________________________. So far, he's told a subordinate to stop surfing the Internet at work or face consequences, given a presentation to the executive team about why the new product line is a good idea, and postponed a meeting with his boss about the same product line until more information comes in.

exercising influence

Organizational Power Audit: Step 1, Identify Interdependencies

find out who depends on whom in the organization.

Organizational Power Audit: Step 2, Determine everyone's source of power

look at all of the people in Progressive Properties carefully to see who has power and what types of power they have and use.

Victoria, the CEO of Down Home Fashion, has legitimate power at work. Her employees are likely to do what Victoria says because ________________ . Victoria is likely to have difficulty using her power if employees __________________.

of her job title, Ask why Victoria got her job.