Deck 5: Gaining Power and Influence

Question 1

Interpersonal attraction,as a source of personal power,involves charisma,agreeable behaviors,and physical characteristics.

Answer 1

True

Question 2

If you make the comment,"He was promoted because he got to know lots of people while working at headquarters," you are most likely to have been raised in an Eastern culture.

Answer 2

True

Question 3

As a staff person in the organization,you determine you have very little power.However,you could compensate for weak position power by developing knowledge about a particular aspect of the organization.

Answer 3

True

Question 4

If your actions are congruent with the prevailing value system in an organization,your power base is legitimacy.

Question 5

If your manager encourages and supports you to accomplish organizational goals,he/she is more likely to hold an institutional view of power.

Question 6

American business relationships are characterized by the norms of the marketplace (must be profitable)whereas German relationships are characterized by a legal-bureaucratic orientation (play by the rules).

Question 7

Using power for personal reasons means that a manager will definitely achieve his or her career aspirations.

Question 8

If you are able to make at least part of your responsibilities unique to the position,you have increased the personal power of your position.

Question 9

The ability to influence another person's behavior through the possession of knowledge,experience,or judgment is based upon the power base of legitimacy.

Question 10

The percentage of the workforce working in companies with fewer than 100 employees is increasing.This trend has contributed to a shift in the definition of power from "having authority over others" to "being able to get things done."

Question 11

The trend in American firms is toward position-based views of power.

Question 12

Going to lunch with other departments can increase your centrality power.

Question 13

If you go beyond what is expected and this results in more influence for you,you have probably utilized the power base of flexibility.

Question 14

A negative view of "personal power" is held by cultures that place a high value on ascription and on individualism.

Question 15

Empowerment uses sufficient amount of personal power to achieve high levels of effectiveness.

Question 16

The quickest way to increase your power in an organization is to enhance the image of your manager.

Question 17

If you want to decrease the power in a position,you should design a job that is routine and has fewer tasks assigned to it.

Question 18

Recently your boss remarked to you,"I don't know where you are coming from." Other people have expressed frustration with you over your lack of team play.You should conclude that you may be losing your expert power.

Question 19

Power can be viewed as a sign of personal efficacy-the ability to mobilize resources to accomplish productive work.

Question 20

You must be friends with your boss,co-workers,and subordinates to improve your personal attraction,thus improving your power.

Question 21

Which is a characteristic of a powerful manager?

A)Is rule-minded
B)Accomplishes more personally
C)Does more with less resources available
D)Limits information that others get

Question 22

If you ask your employees to work overtime in exchange for an extended weekend,you are utilizing the retribution influence strategy.

Question 23

The most appropriate strategy to neutralize a retribution strategy used by your boss would be to focus your boss's attention on your independence.

Question 24

What should you do to increase your influence within the organization?

A)Be insensitive to others
B)Trust no one and betray others before they betray you
C)Continuously play the game of politics
D)Never delegate assignments to others
E)Advance the goals of the organization

Question 25

In order to neutralize reciprocity strategies,one should first examine the content of any favor-giving activity.

Question 26

Your supervisor remarks,"If you do not complete the project by 5:00 p.m.on Friday,you will not be able to go on vacation next week." This is an example of the retribution influence strategy.

Question 27

Gerry has developed a new purchasing policy that not only focuses on expediting purchase orders but will also save the company money.To pitch this new policy to his boss,Gerry should use the influence strategy of reciprocity.

Question 28

Influence strategies used by managers to obtain compliance fall into three categories: retaliation,reciprocity,and reason.

Question 29

A potential disadvantage associated with the use of the reason influence strategy is that considerable time is required to build trust.

Question 30

Getting rid of routine activities,expanding task variety,and initiating new ideas may allow one to gain position power in an organization because flexibility has been increased.

Question 31

Members of a work team are in a meeting where the director of the department is present.At the end of the meeting,the presenter asks,"What are your reactions to my presentation?" The members of the work team look at the director and wait for his response.Which factors most likely determine a person's power in this organization?

A)Personal attributes
B)Being intimidating
C)Position characteristics

Question 32

Which of the following characteristics are important sources of personal power?

A)Flexibility
B)Criticality
C)Relevance
D)Knowledge

Question 33

What should subordinates perceive about their boss in order to feel a higher status in the organization and to feel higher morale?

A)He is on their side.
B)He has considerable downward influence.
C)He has considerable "clout."
D)He is equal to them.

Question 34

Which of the following is not an organizational trend that has caused a shift in the definition of power from "having authority over others" to "being able to get things done"?

A)Information technology is contributing to the decentralization of the flow of information to lower levels of the organizational hierarchy.
B)The percentage of the workforce working in companies with fewer than 500 employees is increasing.
C)Traditional boundaries within and between organizations are becoming blurred,leading to a shift in the nature of authority relationships.
D)Organizations are becoming less hierarchical,or flatter,due to downsizing and outsourcing.

Question 35

You have participated in a task force whose assignment was to decrease the customer return rate.The task force's written report was well received by top management.You have most likely increased your image power.

Question 36

Which of the following characteristics is not an important source of personal power?

A)Flexibility
B)Effort
C)Personal attraction
D)Expertise
E)Legitimacy

Question 37

The ability to transform power into influence hinges on securing the consent of others in ways that engender support and commitment instead of resistance and resentment.

Question 38

You have been told that in order to advance your career you must be overly ambitious and be indifferent to problems others face.Is this good or bad advice?

A)This is good advice.
B)This is bad advice.
C)There is not enough information to decide.

Question 39

What are the two basic factors that influence a person's power in an organization?

A)Personal goals and position characteristics
B)Position characteristics and personal aspirations
C)Personal attributes and position manipulation
D)Personal attributes and position characteristics

Question 40

If you are the only one in the office who understands how to do a PowerPoint presentation,which base of power do you most likely have?

A)Expertise power
B)Personal attraction power
C)Effort power
D)Legitimacy power
E)Relevance power

Question 41

What do position characteristics that foster power include?

A)Effort
B)Credibility
C)Legitimacy
D)Centrality
E)Charisma

Question 42

Morgan has become indispensable to her boss.Her boss believes that Morgan is a diligent worker who can be trusted with sensitive projects.What is Morgan's power most likely due to?

A)Legitimacy
B)Effort
C)Expertise
D)Personal attraction

Question 43

In proposing a new course of action,upper management remarks to you,"That's the way Jane,our founder,would have done it!" After that statement,the decision is made to accept and implement your idea.Which power source did you use?

A)Experience
B)Desirable characteristics
C)Higher than expected commitment of time
D)Behavior consistent with the values of the organization
E)Flexibility

Question 44

If your behavior (the kind of behavior one would normally associate with friendship)improves your influence with your employees,you are most likely practicing which type of power?

A)Power that reflects cognitive abilities
B)Power that suggests personal commitment
C)Power that conveys credibility
D)Power that involves affective appeal

Question 45

You were recently promoted because of your hard work.In fact,you had a hard time in the "blue-collar" job you had because many co-workers thought you were a "rate-buster." Will your belief in extra effort pay off for you in your new management job?

A)Yes.Management sees extra effort as something that should be rewarded.
B)Yes.Management is management.They always agree with one another.
C)Yes.This is flexibility.
D)No.Management doesn't like "rate-busters" either.

Question 46

Which behaviors might a manager have due to cognitive dissonance reduction?

A)A high level of effort resulting in increased responsibility and opportunity
B)A low level of effort resulting in increased responsibility and opportunity
C)No effort resulting in dissatisfied employees
D)A high level of effort resulting in pressure from peers to cut back on the effort

Question 47

How is power accrued via horizontal and vertical network relationships?

A)By manipulating people in the network
B)By one's location and function in the network
C)By the flexibility of one's personality in the network
D)By exercising judgment in decision making

Question 48

What is the notion of legitimacy within an organization related to?

A)Corporate cultural values
B)Policies,procedures,and rules
C)The position within the hierarchy
D)The credibility of the education level of a person

Question 49

If a person desires to move up in the general management hierarchy,what should he/she do?

A)Become a specialist
B)Develop a niche
C)Become a specialist while developing a niche
D)Build a broad knowledge base

Question 50

If you are looking to improve your flexibility,what should you do?

A)Look for a position that has existed for a long time.All the problems associated with the position have been worked through.
B)Look to be a participant at the formation of a group.
C)Look to be a participant in a group later in its life cycle;in that way you can avoid all the conflict.
D)Look to work in a company that values reliable performance.

Question 51

Which best describes a manager with personal attraction as a power base?

A)Possesses personality characteristics that are remarkable to co-workers
B)Is friends with specific co-workers
C)Is knowledgeable so that people try to be his or her friend
D)Acts congruently with the organizational value system

Question 52

A fast-food company does not promote anyone to manager unless he or she started at the beginning,flipping burgers.This is an example of a company promoting which type of power?

A)Relevance power
B)Visibility power
C)Legitimacy power
D)Effort power
E)Attraction power

Question 53

You just convinced your boss that you need to increase cooperation across departments for the Web project that you were assigned to lead to be successful.How have you increased your power?

A)Visibility of your position
B)Relevance of your position
C)Legitimacy of your position
D)Personal attraction of your position
E)Centrality of your position

Question 54

What will a performance appraisal system that rewards initiative and innovation do?

A)Decrease one's flexibility and therefore his/her power base
B)May be too erratic to allow one to develop a strong power base
C)Increase one's discretion and thus the potential for more power
D)Promote more people to higher positions

Question 55

Which of the following is not a determinant associated with position power?

A)Expertise
B)Relevance
C)Visibility
D)Flexibility
E)Centrality

Question 56

During the interview process,the interviewer told you that the position you have applied for has been in this organization for over 50 years.You having been looking for a job that affords you discretion.Which statement describes your reaction to the news from the interviewer?

A)Good news,all the problems have been worked out.
B)Not so good news
C)Interesting,but what does it have to do with the amount of discretion you might have?

Question 57

If you would like to expand your power base horizontally,what could you do?

A)Have lunch with co-workers in your department every day
B)Have lunch with workers from other departments
C)Focus on increasing your power through the formal organizational powers
D)Do an excellent job on all your assignments

Question 58

The task force has been meeting for several weeks on distributing bonuses for employees but has become hopelessly stalemated.You were added to the committee to influence the group's decision.What will this do to your influence?

A)This will help your influence,and you should have some significant influence over the group's deliberations.
B)This will make it difficult to have influence.
C)It will only increase your influence if others are added to the committee at the same time as you.
D)It will only increase your influence if others are removed from the committee when you are added.

Question 59

If you took on functions essential for the performance of other activities,how have you expanded your power?

A)Centrality
B)Flexibility
C)Visibility
D)Relevance

Question 60

If you want to increase your power by having information routed through your position and by increasing the technical sophistication of your work,what have you increased?

A)Centrality of your position
B)Latitude and flexibility of your job
C)The visibility of your job
D)The decision-making opportunities of your job

Question 61

You have a desire to move up in the company.You have been offered two positions.One position is more people oriented and the other position is more task oriented.Which position should you take?

A)You should take the people-oriented position.
B)You should take the task-oriented position.
C)It doesn't matter.Either position will work equally well assuming you do a good job.

Question 62

Which influence strategy respects the rights of others,honors the concept of fairness,and attempts to strengthen the ongoing relationships between parties?

A)Retribution
B)Reciprocity
C)Reason
D)Positional
E)Centrality

Question 63

You are graduating this summer and are seeking an influential position.Your major is finance.Which job should you choose to maximize your relevant power?

A)Working for an electronics firm making $32,000
B)Working for a stockbroker firm making $25,000
C)Working for a small software firm making $20,000
D)Working for a large oil company making $35,000

Question 64

If you want to increase the relevance of your job to the organization,what should you do?

A)Make at least part of your job unique
B)Reduce the percentage of routine activities in your job
C)Expand the number of contacts you have with senior people
D)Become a trainer or mentor for new employees

Question 65

Your boss is discussing power and influence and states,"Power is a necessary precondition for influence." Should you agree or disagree?

A)You should agree.
B)You should disagree.
C)There is not enough information to decide.

Question 66

The strength of one's personal powers would impact which influence strategy the most?

A)Retribution
B)Reciprocity
C)Reason

Question 67

Management is looking for someone to work the holidays.You believe that management would think better of you if you worked the holidays.If you work the holidays,which influence strategy was utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Expert

Question 68

What does relevance as a power base refer to?

A)How many other people recognize an individual
B)Being associated with activities that are directly related to the organization's central objectives
C)The amount of discretion one might have
D)The relevant position the individual has within the organization's communication network

Question 69

You have received a letter from North American Family Publishers sweepstakes with pictures of Dick McMahon and Ed Clark that states,"You are our newest $10 million winner!* However,you must act in 24 hours by buying numerous magazine subscriptions to secure your prize." You read further to find the fine print that says,"*Only if you have the winning number." What influence strategy is being utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Expert

Question 70

In a company that sells golf clubs,a job in which department has more relevance power?

A)Accounting
B)Research and development
C)Sales
D)Human resource management

Question 71

A friend came to you and stated,"I am flunking my management class.I need to pass or I won't graduate.Will you please help me?" Your friend is using which influence strategy?

A)Retribution
B)Reciprocity
C)Reason
D)Legitimacy
E)Centrality

Question 72

What does it suggest about an organization if people are rewarded for being reliable and predictable?

A)This suggests the organization will penalize people who use discretion.
B)This suggests the organization will reward those who use discretion.
C)This suggests a person who has high personal attraction will be successful in a job in this organization.
D)This suggests a person with a high need for power would be happy in a job in this organization.

Question 73

You are buying a house.The seller recently lowered the asking price,but the price is still higher than your initial offer.The broker states,"The seller lowered his price,and I think you should raise your offer." What type of influence strategy is being utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Coercion

Question 74

If you use the influence strategy that helps others to see why they should do what you say,which influence strategy are you using?

A)Retribution approach
B)Reciprocity approach
C)Reason approach
D)Positional approach

Question 75

If you use an influence strategy that makes others want to do what you say,which influence strategy are you using?

A)Retribution approach
B)Reciprocity approach
C)Reason approach
D)Relevance approach

Question 76

What is the best way to gain visibility?

A)Write an excellent report to be read by the executive committee
B)Give a good presentation of the report to an executive committee
C)Become central in a communication network so that one may tap into a rich flow of information and satisfy the information needs of others
D)Take an important task-oriented position

Question 77

One should use reason when (1)adequate time for extensive discussion exists, (2)parties share mutual respect and credibility,and (3)needs are specific and short term.Which statements are correct?

A)All three statements are correct.
B)Statements 1 and 2 are correct.
C)Only statement 2 is correct.
D)Only statement 1 is correct.
E)Statements 1 and 3 are correct.

Question 78

One should use reciprocity when (1)there is sufficient time to reach satisfactory agreements, (2)no other alternatives exist,and (3)quality and innovation are not important.Which statements are correct?

A)All three statements are correct.
B)Statements 2 and 3 are correct.
C)Only statement 2 is correct.
D)Only statement 1 is correct.
E)Statements 1 and 3 are correct.

Question 79

Disadvantage(s)to using reciprocity are (1)considerable time required to build trust, (2)engenders resentment,and (3)encourages people to feel the terms of assignments are open for negotiation.Which statements are correct?

A)All three statements are correct.
B)Only statement 3 is correct.
C)Statements 2 and 3 are correct.
D)Statements 1 and 3 are correct.
E)Only statement 1 is correct.

Question 80

What is included in ways to gain visibility?

A)Face-to-face communication
B)Sending a note to a co-worker threatening her because of her recent accomplishment
C)Participating in monotonous and routine tasks for popular causes
D)Improving your technical expertise