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Terms in this set (82)
____ power is granted by virtue of one's position in the organization.
a. Legitimate
b. Reward
c. Coercive
d. Expert
e. Referent
a. legitimate
Examples of reward power include all of the following except
a. pay.
b. work
assignments.
c. promotion.
d. praise.
e. tenure.
e. tenure
____ power exists when a person has the ability to punish or harm someone else.
a. Legitimate
b. Reward
c. Coercive
d. Expert
e. Referent
C. Coercive
____ power exists when a person has valuable skills or knowledge.
a. Legitimate
b. Reward
c. Coercive
d. Expert
e. Referent
d. expert
A person in the organization has the ability to given bonuses to employees as part of a corporate compensation program. This is an example of ____ power.
a. referent
b. legitimate
c. reward
d. expert
e. coercive
C. reward
An up-and-coming
executive who is charismatic is likely exhibiting ____ power.
a. coercive
b. emulation
c. personal
d. referent
e. legitimate
d. referent
Referent power involves all of the following except
a. trust.
b. similarity.
c. acceptance.
d. promotions.
e. affection.
d. promotions
____ power exists
when subordinates behave as the manager does and wants because they seek his or her approval.
a. Legitimate
b. Reward
c. Coercive
d. Expert
e. Referent
e. Referent
Referent, expert, informational, and persuasive powers all contribute to
a. psychological power.
b. personal power.
c. position power.
d. authority.
e. referent power.
b. personal power.
The primary bases of positional power include all of the following EXCEPT
a. referent power.
b. legitimate power.
c. reward power.
d. coercive power.
e. All of these are bases of positional power.
a. referent power.
Which of the following statements is NOT true about personal power?
a. Followers of leaders with personal power
tend to be acting from choice.
b. An informal leader will have some measure of personal power.
c. Leaders with strong personal power should avoid using position power.
d. Personal power is often exercised through rational persuasion.
e. Leaders with personal power tend to exact greater loyalty from their followers than leaders with position power.
c. Leaders with strong personal power should avoid using position power.
Which of the following is the most likely to have the greatest potential influence on the actions of subordinates?
a. A leader with position power
b. An informal leader
c. A leader with personal power
d. A formal leader
e. A leader with both personal and position power
e. A leader with both personal and position power
Which response to influence entails endorsing
the influence attempt and becoming an actively involved participant?
a. passive resistance
b. commitment
c. compliance
d. active resistance
e. loyalty
b. commitment
Managers may enhance their referent power by
a. choosing subordinates who have backgrounds similar to their own.
b. defending subordinates' interests.
c. engaging in role modeling.
d. treating subordinates
fairly.
e. All of these.
e. All of these.
. What is the reasoning behind role modeling?
a. Having managers act out the role of the subordinate gives them a better understanding of the subordinate's feelings.
b. A manager should select subordinates who are similar to him or her.
c. Having subordinates act out the role of manager in contrived settings gives them a better understanding of
directives.
d. A leader behaves in the same way that he or she wants subordinates to behave.
e. A leader is more likely to build referent power if he or she is sensitive to others' needs and feelings.
d. A leader behaves in the same way that he or she wants subordinates to behave.
Which of the following is NOT a way that managers can enhance expert power?
a. staying current in their field
b.
acting confident
c. telling the truth
d. keeping experience and accomplishments private
e. engaging in formal training and on-the-job learning
d. keeping experience and accomplishments private
In general, how do leaders exercise legitimate power?
a. issuing formal requests
b. maintaining credibility
c. making requests in a demanding tone
d. keeping aware of information that is
relevant and that may be needed by the organization
e. keeping aware of subordinates' actions
a. issuing formal requests
A guideline for using legitimate power is
a. engaging in role modeling.
b. maintaining credibility.
c. making requests politely but confidently.
d. verifying compliance.
e. revealing accomplishments and awards.
c. making requests politely but confidently.
____ power is the least desirable form of power to exercise.
a. Referent
b. Expert
c. Coercive
d. Legitimate
e. Reward
c. Coercive
Offering incentives that are desirable to workers is an example of how to effectively use ____ power.
a. referent
b. legitimate
c. reward
d. expert
e.
coercive
c. reward
Each of the following reduces political behavior EXCEPT
a. formal rules and procedures.
b. open communication.
c. acting as a good role model.
d. confronting employees who act inefficiently, unethically, or irresponsibly.
e. All of these can reduce political behavior.
e. All of these can reduce political behavior.
Jim
strongly disagrees with a new program that is being developed and wants to prevent the program from moving forward. Jim manages to fill up the department meeting agenda with other issues, so the new program is therefore not discussed. Which political behavior technique has Jim used?
a. game playing
b. controlling the agenda
c. using outside experts
d. controlling information
e. controlling decision parameters
controlling the agenda
Techniques of political behavior include all of the following EXCEPT
a. eliminating political rivals.
b. building coalitions.
c. leveraging technology.
d. image building.
e. controlling lines of communication.
c. leveraging technology.
____ power involves the use of pleasurable consequences to influence and motivate followers.
a.
Legitimate
b. Reward
c. Coercive
d. Expert
e. Referent
b. Reward
__ power is derived from control over access to valuable data.
a. Expert
b. Reward
c. Persuasive
d. Informational
e. Referent
d. Informational
____ power is derived from one's ability to convince others of something.
a.
Expert
b. Reward
c. Persuasive
d. Informational
e. Referent
c. Persuasive
Which of the following is NOT a type of personal power?
a. reward
b. persuasive
c. informational
d. expert
e. referent
a. reward
Which of the following terms refers to a person or group's potential to influence another
person or group to do something that would otherwise not have been done?
a. strength
b. politics
c. charisma
d. coercion
e. power
e. power
Which of the following does NOT contribute to the leadership motive pattern?
a. high need for achievement
b. high need for power
c. high impulse control
d. low need for affiliation
e. all of these contribute to the leadership motive
pattern
a. high need for achievement
David McClelland found that the primary driver of a leader's performance was the leader's
a. lack of impulse control.
b. need for approval.
c. need for affiliation.
d. need for achievement.
e. need for power.
e. need for power.
The desire to control, influence, or be
responsible for others is called a need for
a. domination.
b. approval.
c. power.
d. achievement.
e. affiliation.
c. power.
Which response to influence entails going along with what the influencer wants without becoming personally invested?
a. passive resistance
b. commitment.
c. compliance.
d. active resistance.
e. loyalty.
c. compliance.
Which response to influence entails rejecting the influence attempt but not getting in the way of what the influencer is trying to do?
a. passive resistance
b. commitment.
c. compliance.
d. active resistance.
e. loyalty.
a. passive resistance
Which response to influence entails rejecting the influence attempt and actively trying to
stop the influencer from doing what she is trying to do?
a. passive resistance
b. commitment.
c. compliance.
d. active resistance.
e. loyalty.
d. active resistance.
Which political tactic entails strategically restricting who has access to what data?
a. game playing
b. controlling the agenda
c. using outside experts
d. controlling information
e. controlling decision
parameters
d. controlling information
Which political tactic entails using "neutral" third parties who are actually paid and directed by someone, or otherwise predisposed to act in her favor?
a. game playing
b. controlling the agenda
c. using outside experts
d. controlling information
e. controlling decision parameters
c. using outside experts
Which political tactic entails trying to influence decisions before they are made?
a. game playing
b. controlling the agenda
c. using outside experts
d. controlling information
e. controlling decision parameters
e. controlling decision parameters
Which political tactic entails the use of tricks such as leaking information or having only friends fill out a
survey?
a. game playing
b. controlling the agenda
c. using outside experts
d. controlling information
e. controlling decision parameters
a. game playing
Which political tactic entails the use of "spin doctors" to project a desirable image?
a. eliminating political rivals.
b. building coalitions.
c. leveraging technology.
d. image building.
e. controlling lines of
communication.
d. image building.
Which political tactic entails befriending powerful people or starting small subgroups to promote specific aims?
a. eliminating political rivals.
b. building coalitions.
c. leveraging technology.
d. image building.
e. controlling lines of communication.
b. building coalitions.
Which
political tactic may entail getting an opponent promoted?
a. eliminating political rivals.
b. building coalitions.
c. leveraging technology.
d. image building.
e. controlling lines of communication.
a. eliminating political rivals.
Which political tactic entails establishing gatekeepers to restrict access to information?
a. eliminating political rivals.
b. building coalitions.
c.
leveraging technology.
d. image building.
e. controlling lines of communication.
e. controlling lines of communication.
Which two types of power are always appropriate, but not always effective?
a. reward and coercive
b. coercive and referent
c. referent and expert
d. expert and legitimate
e. legitimate and persuasive
c. referent and expert
Which term refers to using any type of power to demean, exploit, or take advantage of someone, or influencing someone to do something they later regret?
a. abuse of power
b. coercion
c. empowerment
d. power
e. leadership
a. abuse of power
Which term refers to sharing power with employees and giving them the authority to make and
implement at least some decisions?
a. abuse of power
b. coercion
c. empowerment
d. power
e. leadership
c. empowerment
Being a(n) ________ leader is a source of power because it eliminates hidden agendas and builds trust.
a. ethical
b. virtual
c. coercive
d. strategic
e. legitimate
a. ethical
Making
resources more scarce causes power differences across subunits to become
a. irrelevant.
b. reduced.
c. magnified.
d. efficient.
e. inefficient.
c. magnified.
A subunit's _________ is the extent to which it influences the work of other subunits and has a critical impact on the firm's key product or service.
a. referent power
b. uncertainty
c. resource scarcity
d. centrality
e. substitutability
d. centrality
A subunit's power is reduced to the extent that others inside or outside of the organization can also perform its responsibilities. This reflects the subunit's
a. referent power.
b. uncertainty.
c. resource scarcity.
d. centrality.
e. substitutability.
e. substitutability.
If
a subunit's work can be outsourced, that unit's power
a. decreases.
b. increases.
c. fluctuates.
d. doesn't change.
e. decreases at first, then increases over time.
a. decreases.
The subunits most capable of coping with uncertainty tend to have
a. greater power.
b. less power.
c. moderate power.
d. more intragroup conflict.
e. more intergroup conflict.
a. greater power.
Which term reflects how people translate their power to affect the behavior of others?
a. influence tactics
b. power tactics
c. need for power
d. need for control
e. image management
a. influence tactics
Of the various influence tactics, which one has been found to be the least effective?
a.
exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
b. pressure
Which influence tactic entails engaging the help of others to persuade someone to do something?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
c. coalition tactics
Which
influence tactic entails offering to provide something of value now or in the future for someone's cooperation?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
a. exchange
Which influence tactic entails flattering or praising someone to put them in a good mood or to make them more likely to want to help?
a. exchange
b. pressure
c. coalition
tactics
d. ingratiation
e. legitimating tactics
d. ingratiation
Which influence tactic entails enhancing one's formal authority to make a certain request by referring to rules, precedents, or official documents?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
e. legitimating tactics
Which influence tactic entails using coercion or persistent follow-up or reminders to gain influence?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
b. pressure
Which influence tactic entails enhancing one's formal authority to make a certain request by referring to rules, precedents, or official documents?
a. exchange
b.
pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
e. legitimating tactics
Which influence tactic risks undesirable side effects such as resentment?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
b. pressure
Which influence tactic is seen as
more credible when used early rather than after other influence attempts have failed?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
d. ingratiation
Because of its higher cost, which influence tactic do leaders typically only use after other tactics have failed?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e.
legitimating tactics
a. exchange
The use of humor may contribute to which influence tactic?
a. exchange
b. pressure
c. coalition tactics
d. ingratiation
e. legitimating tactics
d. ingratiation
Which influence tactic entails appealing to someone's aspirations, values, and ideals to gain her commitment, or
increasing people's confidence that they can do something in order to increase motivation?
a. rational persuasion
b. consultation
c. personal appeals
d. empowerment
e. inspirational appeals
e. inspirational appeals
Which influence tactic entails asking someone to do something "because we're friends" or asking for a personal favor?
a. rational persuasion
b. consultation
c. personal
appeals
d. empowerment
e. inspirational appeals
c. personal appeals
Which influence tactic entails using logic and facts to persuade someone?
a. rational persuasion
b. consultation
c. personal appeals
d. empowerment
e. inspirational appeals
a. rational persuasion
Which influence tactic entails
requesting someone's advice to solve a problem or mutually setting goals to increase a follower's commitment to the leader's decision?
a. rational persuasion
b. consultation
c. personal appeals
d. empowerment
e. inspirational appeals
b. consultation
Which influence tactic should be used early if you expect doubts about the validity of your request?
a. exchange
b. pressure
c.
coalition tactics
d. ingratiation
e. legitimating tactics
e. legitimating tactics
Which of the following influence tactics is generally the most effective?
a. coalition tactics
b. consultation
c. personal appeals
d. legitimating tactics
e. ingratiation
b. consultation
Which term refers to the process
of portraying a desired image or attitude to control the impression others form of us?
a. influence
b. politics
c. empowerment
d. impression management
e. leadership
d. impression management
Which term refers to having a high concern with others' perceptions and adjusting one's behavior to fit the situation?
a. political skill
b. manipulation
c. Machiavellianism
d.
self-monitoring
e. vanity
d. self-monitoring
Which of the following is NOT a "tell" that someone is using impression management?
a. allowing greater periods of silence during the conversation
b. looking away rather than at the person being spoken to
c. leg fidgeting
d. more frequent blinking
e. more hand gesturing
e. more hand gesturing
Denise thinks that ethical behavior is morally noble but not a source of power. Is Denise right?
a. Yes, because behaving ethically usually requires conceding rather than acquiring power.
b. Yes, because there is a limit to how far ethical leaders are promoted.
c. No, because being ethical usually entails being immoral.
d. No, because ethics and morality are unrelated.
e. No, because ethical behavior builds trust.
e. No, because ethical behavior builds trust.
Which type of power does NOT rely on external motivation and obligatory compliance?
a. referent
b. legitimate
c. reward
d. coercive
e. none of these
a. referent
Sexual ___________ refers to unwanted sexual advances, requests, communication, or contact with the threat of punishment for
noncompliance.
a. abuse
b. harassment
c. assault
d. treatment
e. healing
b. harassment
Which of the following increases the incidence of political behaviors?
a. complexity
b. ambiguous roles and goals
c. centralization
d. scarce resources
e. all of these
e. all of these
Leadership is more
effective to the degree that followers' behaviors toward the leader's goals are
a. motivated by punishment.
b. motivated by rewards.
c. voluntary.
d. involuntary.
e. nonpolitical.
c. voluntary.
Leadership is least effective to the degree that followers' behaviors toward the leader's goals are
a. motivated by punishment.
b. motivated by rewards.
c. voluntary.
d.
involuntary.
e. nonpolitical.
d. involuntary.
Which of the following is NOT a source of empowerment for employees?
a. coaching
b. control over their work
c. skills training
d. being told that they are empowered
e. technology
d. being told that they are empowered
Which of the following recommendations
would NOT help someone to be more persuasive?
a. connect with people emotionally
b. create a continuous feedback loop
c. begin with a hard sell
d. be patient
e. be willing to compromise
c. begin with a hard sell
What term refers to making informal or formal appeals to organizational superiors for intervention?
a. downward appeal
b. upward appeal
c. inspirational appeal
d.
managerial appeal
e. coalition formation
b. upward appeal
____________ refers to a lack of action by individuals in order to secure valued outcomes.
a. Going along to get ahead
b. Impression management
c. Politics
d. Upward influence
e. Downward influence
a. Going along to get ahead
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