Deck 14: Power and Influence

Question 1

 Thomas is an executive in a firm's IT department. He has immense knowledge in IT and has come up with many technological innovations, which had helped the organization to perform its activities more efficiently. Moreover, he has the ability to solve all types of issues that arise on a daily basis with relative ease. As a result, the individuals in the organization have developed great respect for him. Identify the kind of power demonstrated by Thomas.

A) Referent power
B) Reward power
C) Expert power
D) Coercive power

Answer 1

C

Question 2

 Which of the following is required to sustain power?

A) Willingness to engage in constructive feedback
B) Inflated view of self
C) Sense of entitlement
D) Willingness to use others

Answer 2

A

Question 3

 Which of the following statements best describes power?

A) It is often defined as the exercise of control and the effective use of influence.
B) It is the potential of one individual or group to influence the behavior, thinking, or attitudes of another individual or group.
C) It is the means or vehicle by which control is exercised.
D) It is the ability of a leader to appropriately size up a situation and to appeal to the needs of followers.

Answer 3

B

Question 4

 Which of the following individuals best represents a person with reward power?

A) Eric, the marketing head, is the deciding authority of various organizational activities, and his employees have great respect for him.
B) Henry, a finance manager, often punishes his subordinates when they fail to follow the organization's rules and regulations.
C) Sonia, an executive, has a great personality, and everyone in the organization respects and admires her for her intelligence.
D) Maria, a team lead, motivates her team members by giving them incentives and promotions for improved performance.

Question 5

 Which of the following individuals best represents a person with legitimate power?

A) Margaret, the finance head, is the deciding authority on various organizational activities.
B) Barry, a marketing manager, often punishes his subordinates when they fail to follow the organization's rules and regulations.
C) Juan, an executive, has a great personality, and everyone in the organization respects and admires him for his intelligence.
D) Wanda, a team lead, motivates her team members by giving them incentives and promotions for improved performance.

Question 6

 Influence refers to the

A) means by which an employee becomes a leader.
B) ability of leaders to achieve organizational goals.
C) means or vehicle by which leaders exercise their power.
D) potential of groups to impact others' behavior.

Question 7

 According to Whetten and Cameron, power that comes from an individual's formal place within an organization's structure is known as _____ power.

A) positional
B) referent
C) personal
D) relational

Question 8

 Which of the following results in losing power?

A) Strong attention to detail
B) Engaging in constructive conflict
C) Inflated view of self
D) Flexibility

Question 9

 Which of the following reactions to power do leader's most prefer?

A) Passive resistance
B) Commitment
C) Active resistance
D) Compliance

Question 10

 Francine shared power with her subordinates, pushing decision making and implementation to the lowest possible level. Francine was seeking to increase commitment through

A) coercion.
B) involvement.
C) disenfranchisement.
D) empowerment.

Question 11

 A core network includes

A) people who provide career guidance and help in obtaining visible assignments.
B) the exchange of specific job-related resources such as information and expertise.
C) people who share a common background or interest.
D) relationships that are characterized by close bonds and reciprocity.

Question 12

 Thomas listened to his department head's plan for change and expressed agreement. Afterward, he did not follow through with the action plan outlined for him. Thomas demonstrated which type of reaction to power?

A) Passive resistance
B) Active resistance
C) Compliance
D) Commitment

Question 13

 Which of the following individuals best represents a person with referent power?

A) John, the finance head, is the deciding authority on various organizational activities.
B) Harry, a marketing manager, often punishes his subordinates when they fail to follow the organization's rules and regulations.
C) Vinita, an executive, has a great personality, and everyone in the organization respects and admires her for her intelligence.
D) Susan, a team lead, motivates her team members by giving them incentives and promotions for improved performance.

Question 14

 Susan completed tasks that were assigned but without a sense of excitement or personal buy-in. Susan demonstrated which type of reaction to power?

A) Commitment
B) Active resistance
C) Compliance
D) Passive resistance

Question 15

 Which of the following statements about the components of positional power is true?

A) Relevance refers to how pivotal an individual's role is in an organization.
B) Visibility gives individuals access to information.
C) Centrality allows individuals to interact with influential people.
D) Flexibility refers to the freedom to exercise judgment.

Question 16

 Ricardo listened to his department head's plan for change and expressed disagreement. Afterward, he tried to convince others to join him in working against the changes. Ricardo demonstrated which type of reaction to power?

A) Passive resistance
B) Active resistance
C) Compliance
D) Commitment

Question 17

 A type of interpersonal power that gives someone the ability to punish another for his or her behavior is referred to as _____ power.

A) referent
B) coercive
C) reward
D) expert

Question 18

 Mark, an employee, belongs to the marketing department in an organization. However, he often interacts with people in all other departments including top management, which has helped him improve professionally and personally. By maintaining many informal networks within the organization, he manages to get his job done more effectively than others. From this description, it can be inferred that Mark demonstrates _____ power.

A) positional
B) relational
C) referent
D) coercive

Question 19

 Which of the following individuals best represents a person with coercive power?

A) Lu, the finance head, is the deciding authority on various organizational activities.
B) Sydney, a marketing manager, often punishes his subordinates when they fail to follow the organization's rules and regulations.
C) Saul, an executive, has a great personality, and everyone in the organization respects and admires him for his intelligence.
D) Andrea, a team lead, motivates her team members by giving them incentives and promotions for improved performance.

Question 20

 Which of the following is a component of personal power according to Whetten and Cameron?

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

Question 21

 Briefly describe the reactions to power.

Question 22

 One way in which weaker parties can gain strength and power in organizations is through the formation of coalitions.

Question 23

 Referent power is based on the personal liking an individual has for another.

Question 24

 Juanita believes that she and Lee share common organizational goals. Lee isn't sure what to do. Juanita has a plan. Which style of influence will be most helpful to Juanita in gaining Lee's support?

A) Disengaging
B) Persuading
C) Asserting
D) Attracting

Question 25

 In an increasingly heterogeneous workplace, differences of opinion become more apparent and overt disagreement is more likely to take place.

Question 26

 In the context of positional power, relevance is specific to those individuals who are engaged in activities that are closely aligned with an organization's priorities.

Question 27

 Legitimate power is the perception that someone can provide positive consequences or remove negative ones for certain behavior.

Question 28

 According to Robert Cialdini's principle of scarcity

A) people should repay in the future what another person has done for them in the present.
B) someone will be more willing to say yes to an individual whom they like.
C) someone will follow orders based on the other person's position in the formal organizational hierarchy.
D) opportunities seem more valuable when it feels like a "once-in-a-lifetime situation."

Question 29

 Manny shared power with his subordinates, pushing decision making and implementation to the lowest possible level. By doing so, he was

A) discouraging compliance.
B) shirking his own managerial duties.
C) developing leadership skills in his subordinates.
D) using the law of reciprocity.

Question 30

 As a response to power, compliance involves employees doing their work because they want to, not because they have to.

Question 31

 Dependence asymmetry exists when a firm is more dependent on a business partner than a business partner is on a firm.

Question 32

 Of the three primary styles of influence, pushing involves

A) disengaging.
B) attracting.
C) asserting.
D) bridging.

Question 33

 Define the terms leadership, power, and influence.

Question 34

 Outline the different forms of interpersonal power.

Question 35

 Describe the different influence styles.

Question 36

 Building sources of personal power is the final step involved in exercising power through influence.

Question 37

 Positional power is often more influential and effective than personal power.

Question 38

 List four of the factors that are required for sustaining power.

Question 39

 Which of the following is the first step in exercising power through influence?

A) Build sources of power.
B) Use specific influence principles.
C) Assess performance.
D) Choose an influence style and influence tactics.

Question 40

 Which of the following conditions in organizations tends to induce competition?

A) Unskilled employees
B) Long-term rewards
C) Disagreement
D) Resource abundance