Deck 13: Influence, Power, Politics

Question 1

Leaders are considered more just and fair if they ______.

A) are perceived as having all of the power
B) use coercive power whenever possible
C) share power with subordinates
D) rely on reward power to motivate followers

Answer 1

C

Question 2

When used appropriately, which power can motivate, but if used unethically or distributed based on favoritism, can lead to demoralization and apathy?

A) referent power
B) expert power
C) reward power
D) legitimate power

Answer 2

C

Question 3

The silverback gorilla is considered by its family group as the one in charge because of his formal place in the family hierarchy. The group looks to him for guidance on eating and sleeping locations, when it is time to move, and to settle family disputes. The silverback can be described as having ______.

A) legitimate power
B) referent power
C) reward power
D) personal power

Answer 3

A

Question 4

Chandra and Jim are managers at XYX Company. They each manage 10 people. Chandra manages primarily by threatening her employees that their pay will be docked if they don't meet their sales quotas set by the company. Jim, on the other hand, manages his employees to meet the sales quotas by treating them with respect and helping them overcome any obstacles in their daily work. According to the text, which manager should be more effective?

A) Chandra, because psychology research shows that coercive power is effective.
B) Jim, because the psychology research shows that social intelligence is the key to effective managerial success
C) Both Chandra and Jim, because they both have legitimate power.
D) Chandra, because she demonstrates superleadership skills.

Question 5

______, or our ability to negotiate, resolve conflicts, and understand the goals of others, is key to gaining power in organizations

A) Teamwork
B) Social intelligence
C) Motivation
D) Leadership

Question 6

______ is power than is based on the way that authority is distributed among individuals and teams within an organization.

A) Expert power
B) Organizational power
C) Personal power
D) Referent power

Question 7

By virtue of their organizational position, managers have the formal authority or power to give orders and approve or deny employee requests. This explains which type of power?

A) expert power
B) referent power
C) coercive power
D) legitimate power

Question 8

Recent psychological research suggests which of the following statements is true about coercive power?

A) Coercive power is more effective than other types of power.
B) Coercive power is likely to decrease turnover in organizations.
C) Coercive power is related to satisfaction and performance.
D) Coercive power is less effective than other types of power.

Question 9

Annette has made it clear to her daughter, Jennifer, that she cannot stay out past 9:00 p.m. on school nights. Jennifer has come home for the third time past 9:00 p.m. with no explanation. Annette has decided that Jennifer can only go to school and to work for the rest of the month but cannot go out with friends. Annette is using what type of power?

A) referent power
B) expert power
C) coercive power
D) legitimate power

Question 10

If a manager inspires employees by promising salary raises, bonuses, and promotions, they are using which type of power?

A) referent power
B) expert power
C) reward power
D) legitimate power

Question 11

______is the means by which a person controls the behavior of others through punishments, threats, or sanctions.

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

Question 12

Which element below is defined as the capacity to influence the actions of others?

A) authority
B) competence
C) power
D) potential

Question 13

Which power is perceived by many leaders as a negative power and is usually used as a last resort?

A) coercive power
B) expert power
C) referent power
D) legitimate power

Question 14

According to the textbook, the concept of power is inextricably linked with which management concept?

A) leadership
B) motivation
C) social intelligence
D) teamwork

Question 15

______ is use of incentives to influence the actions of others.

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

Question 16

Lord Wolfson, CEO of clothing company Next, gave his entire annual bonus of US$3.6 million to his employees as a reward for their commitment and hard work. This scenario is an example of which type of power?

A) referent power
B) expert power
C) reward power
D) legitimate power

Question 17

What are the two sources of power discussed in the textbook?

A) legitimate power and coercive power
B) conglomerate power and individual power
C) expert power and referent power
D) organizational power and personal power

Question 18

______ is the leader's officially sanctioned authority to ask others to do things.

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

Question 19

Which of the following statements is true about leadership and power?

A) Leaders have power for the same basic reasons.
B) Leaders have power for different reasons.
C) It is necessary to have coercive power for a leader to be effective.
D) It is necessary to have expert power for a leader to be effective.

Question 20

______ comes from within the individual and is independent of the position he or she holds in an organization.

A) Legitimate power
B) Organizational power
C) Personal power
D) Coercive power

Question 21

Cousteau has had many sea experiences in his past. He is once again placed in charge of a vessel that has a mission to study dolphins. He looks forward to this new mission, even though he has done many similar excursions in the past, because he has a new group of students who are eager to learn from him. Cousteau has which type of power?

A) referent power
B) expert power
C) reward power
D) legitimate power

Question 22

Greer has a report that will require some extra assistance from her coworkers who are also her friends. She is hoping that they will jump on board considering she just had a great BBQ for them last weekend. Which tactic is Greer using to influence her coworkers?

A) personal appeals
B) rational appeals
C) coalition building
D) inspirational appeals

Question 23

______ is a request to cooperate on the basis of friendship or as a personal favor.

A) Inspirational appeals
B) Ingratiation
C) Consultation
D) Personal appeals

Question 24

Which tactic for influencing others is the use of logic, reason, and evidence to convince another person that cooperation in a task is worthwhile?

A) rational appeals
B) upward appeals
C) exchange
D) ingratiation

Question 25

______ is an influence tactic that relies on unspoken but acknowledged power.

A) Information control
B) Ingratiation
C) Consultation
D) Silent authority

Question 26

______ is the use of emotions to rouse enthusiasm for the task by appealing to the values and ideals of others.

A) Inspirational appeals
B) Upward appeals
C) Exchange
D) Ingratiation

Question 27

Which tactic for influencing others is a reference to the support of others as a reason for someone to agree to a request?

A) coalition building
B) ingratiation
C) rational appeals
D) assertiveness

Question 28

Which type of power can be explained as people naturally gravitating toward a leader who comes across as fair, approachable, and adept at handling certain situations?

A) referent power
B) expert power
C) reward power
D) legitimate power

Question 29

Mark has a reputation as being a popular professor. He is tough, but he is also known to be able to explain tough concepts to students, and he makes them feel proud of themselves after they become masters of the material. Mark has which type of power?

A) personal power
B) coercive power
C) reward power
D) legitimate power

Question 30

A team working on a project will look to their leader for guidance if he or she is the one with the knowledge and experience necessary for the task to be done. This is an example of which type of power?

A) referent power
B) expert power
C) reward power
D) legitimate power

Question 31

______ is the ability to influence the behavior of others through the possession of knowledge or expertise on which others depend.

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

Question 32

When one makes an argument that the task has been requested by higher management he or she is using ______ as an influence tactic.

A) coalition building
B) upward appeals
C) rational appeals
D) assertiveness

Question 33

Troy is a handsome well-liked manager at the local hardware store. He typically will work late so that he does not have to make one of his employees stay late and he supports his staff. Troy is seen as fair and good at handling customer disputes. Troy is a good example of having which type of power?

A) referent power
B) expert power
C) reward power
D) legitimate power

Question 34

______ is the influence a leader gains over others when they desire to identify and be associated with him or her.

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

Question 35

When a parent tells their child "do it because I said so," they are using which tactic for influencing others?

A) coalition building
B) upward appeals
C) rational appeals
D) assertiveness

Question 36

Monroe's department is making a tough decision on enrollment numbers. Monroe is the only person who can access enrollment data. He realizes that the information will hinder his argument, so he decides to act like he cannot access the specific data that everyone is requesting. Monroe is using ______ as an influence tactic.

A) exchange
B) information control
C) coalition building
D) assertiveness

Question 37

Taking someone out for dinner before requesting that they do you a favor can be considered which tactic for influencing others?

A) inspirational appeals
B) ingratiation
C) consultation
D) personal appeals

Question 38

Which tactic for influencing others is includes allowing others to participate in the decision-making process?

A) inspirational appeals
B) ingratiation
C) consultation
D) personal appeals

Question 39

Frank offers to provide a bonus to whoever can finish their research project by the next holiday break. Frank is using which tactic for influencing others?

A) exchange
B) upward appeals
C) rational appeals
D) ingratiation

Question 40

What are the two main types of personal power?

A) coercive and expert power
B) reward and specialist power
C) legitimate and reward power
D) expert and referent power

Question 41

______ occurs when people are indifferent to a task and make only the minimal effort necessary to complete a goal.

A) Compliance
B) Resistance
C) Adherence
D) Commitment

Question 42

Amy asked her staff of three to help make the new guy, John, feel welcome. They all jump right in to welcoming John by showing him around the office, inviting him to lunch, and helping him settle into his new position. She noticed that they continued to help John throughout the week. Which outcome did Amy receive for her request?

A) compliance
B) resistance
C) adherence
D) commitment

Question 43

Which outcome is considered to be the best reaction to an influence tactic?

A) compliance
B) resistance
C) adherence
D) commitment

Question 44

Which element below is defined as behaviors that are not formally sanctioned by the organization and that are focused on maximizing self-interest, often at the expense of the organization or other employees?

A) commitment
B) coalition building
C) organizational culture
D) organizational politics

Question 45

People with strong legitimate power usually have more success using ______ to have their requests fulfilled.

A) assertiveness
B) silent authority
C) informational control
D) upward appeals

Question 46

Kira does not like to empty the trash in their office. She has decided to offer a little bonus to whomever will take the trash out every evening before the close of business. Kira is using ______ as a tactic for influencing the people in her office.

A) personal appeals
B) exchange
C) coalition building
D) inspirational appeals

Question 47

Which outcome to influence tactics causes bad feelings and distrust?

A) compliance
B) resistance
C) adherence
D) commitment

Question 48

Gage is trying to get his staff to take on an extra case, pro bono. He thinks that it is important to give back to society and to take care of his community. He appeals to his staff by explaining the positive feelings that they will feel by giving back to their community and how it is the morally right thing to do. Which tactic is Gage using to influence his staff?

A) personal appeals
B) rational appeals
C) coalition building
D) inspirational appeals

Question 49

Which influence tactic outcome occurs when people are enthusiastic and fully in agreement with an action or decision?

A) compliance
B) resistance
C) adherence
D) commitment

Question 50

Jane's dad told her to empty the dishwasher before he got home from the gym or she would have a consequence. Jane felt that it was not her turn to do this chore and therefore watched TV instead. Jane's dad received which outcome for his influence tactic?

A) compliance
B) resistance
C) adherence
D) commitment

Question 51

Wyatt asked Whitney to do a routine, monotonous task of scanning a stack of documents for inconsistencies. She was not excited to do such a boring job, but she will completed the task. This scenario's outcome is ______.

A) compliance
B) resistance
C) adherence
D) commitment

Question 52

Which influence tactic outcome is not ideal for tasks that require more commitment but is acceptable when it comes to simple requests?

A) compliance
B) resistance
C) adherence
D) commitment

Question 53

Which element below is considered a "soft" influence tactic?

A) coalition formation
B) information control
C) personal appeal
D) assertiveness

Question 54

Which element below relies on unspoken, but acknowledged power to have managements requests fulfilled?

A) impression management
B) silent authority
C) coalition formation
D) compliance

Question 55

______ takes place when people oppose the influencer's request by refusing to do it or arguing against carrying out the task.

A) Compliance
B) Resistance
C) Adherence
D) Commitment

Question 56

Which outcome is considered to be the worst reaction to an influence tactic?

A) compliance
B) resistance
C) adherence
D) commitment

Question 57

Nia needs to get her staff to agree to come to work early Monday through Thursday so that they can have Friday afternoons off. Everyone in the office needs to agree to this in order for it to take place. She knows that Quentin is not a morning person, so she decides to ask him last. As soon as she had the cooperation of the rest of the staff, she asked Quentin if he would agree since the rest of the office was in compliance. Which tactic did Nia use to influence Quentin?

A) personal appeals
B) exchange
C) coalition building
D) inspirational appeals

Question 58

Which element below is considered a "hard" influence tactic?

A) assertiveness
B) personal appeals
C) exchange
D) inspirational appeals

Question 59

How many influencing tactics are explained in the textbook?

A) 3
B) 11
C) 5
D) 24

Question 60

When people are ______, they are motivated to put in the extra effort to successfully reach a goal.

A) compliant
B) resistant
C) coerced
D) committed

Question 61

When people hold the interests of the organization above their own interests, provide high levels of feedback to employees, and maintain good working relationships to achieve results, then ______ will have positive results.

A) visibility
B) political skill
C) ethic reciprocity
D) disconnecting

Question 62

Which of the following best describes the political situation when people are in "the woods"?

A) They are focusing on underlying norms rather than directly examining the issues.
B) They are directly examining the issues rather than the underlying norms.
C) They are ignoring both the issues and the norms that underlie the issues.
D) They are attending to both the direct issues and the underlying norms.

Question 63

Brice works in sales, but none of the sales reps in his office are allowed to have laptops. Brice knows that if he could get his hands on a laptop, he could sell more than anyone in the office. He secretly figures out a way to sneak a laptop in his office and immediately his sales start to soar. This action by Brice is a direct example of which OB concept?

A) cognitive dissonance
B) politics
C) commitment
D) ingratiation

Question 64

Which element below is an example of political behaviors?

A) building a coalition
B) mentoring new employees
C) focusing on the task at hand
D) giving other people credit

Question 65

______ is defined as others' awareness of your presence in an organization.

A) Conscientiousness
B) Political skill
C) Visibility
D) Transparency

Question 66

When in the weeds, people tend to engage in politics using which of the following?

A) personal influence and informal networks
B) organizational power and informal networks
C) personal influence and formal networks
D) organizational power and formal networks

Question 67

What are the two main factors that influence organizational politics?

A) agency and individual
B) corporate and customer
C) association and character
D) organizational and individual

Question 68

______ is defined as the ability to understand and influence others for the good of the organization.

A) Political skill
B) Leadership inversion
C) Politics
D) Visibility

Question 69

Carson's team has been arguing over several issues for months. At some point, he recognizes that everyone from the marketing division prefers one outcome, but everyone from the research division prefers a different outcome. Overtime, he recognizes that it doesn't matter the issue; the two divisions are always on different sides. He starts to think that there may be some underlying issue driving the conflict. Carson's group is most likely effected by which type of organizational politics?

A) the weeds
B) the rocks
C) the high ground
D) the woods

Question 70

Which of the following is an example of an organizational factor that could impact political behavior in organizations?

A) the personality of the manager
B) the stress level of the CEO
C) the lack of bonus money
D) personal desire for power

Question 71

John works for Super Sales Company. He has been first in sales for the past year, but this year Steve is close to John's numbers. John is not happy about this and works with his boss to get some of Steve's clients assigned to John. This behavior by John is an example of ______.

A) cognitive dissonance
B) ingratiation
C) commitment
D) politics

Question 72

Weishen's department is paralyzed by the rules and regulations within the organization. Anytime a decision is to be made, they want to create a policy to show that the decision would be applied in the same way when faced with future decisions. This desire to work within policies is impediment to progress. Weishen's group is most likely effected by which type of organizational politics?

A) the weeds
B) the rocks
C) the high ground
D) the woods

Question 73

People are more likely to engage in political behavior in organizations when ______.

A) monetary rewards are limited
B) profits are soaring
C) ethical protocols are in place
D) competition is low

Question 74

In order to gain visibility, it is important to ______.

A) undermine colleagues
B) work to build a coalition
C) use ingratiation
D) network with the right people

Question 75

When in the rocks, people tend to engage in politics using which of the following?

A) authority and hard influence tactics
B) authority and soft influence tactics
C) expert power and soft influence tactics
D) expert power and hard influence tactics

Question 76

Ed has worked for his company for a year, yet the company is starting to lay off people. Ed recently started making an effort to run into his bosses at lunch, on the elevator, at the gym, and so on. He goes out of his way to tell his bosses how great they are and how important they are to the company. Ed is engaging in which of the following?

A) politics
B) rational persuasion
C) coalition building
D) leadership

Question 77

Which of the following is one of the political behaviors described in the textbook?

A) self-promotion
B) reverse integration
C) mentoring
D) cutting costs

Question 78

An example of an individual factor that could impact political behavior in organizations is the ______.

A) culture of the organization
B) mission statement of the company
C) mission of the department in question
D) personality of the manager

Question 79

Which of the following statements is true regarding people with political skill?

A) They tend to be less able to tolerate stress than other people.
B) They tend to gain more personal power than other people.
C) They tend to have more trouble getting promoted than other people.
D) They tend to disconnect from the organization early in their career.

Question 80

Morgan's team sometimes feel as if they are all puppets being controlled by a string. Their boss sets goals, then uses her power to change the goals as soon as people are close to accomplishing the task. She often refuses to sign off on hard work. Her team members feel that she wants to make them look bad, as she is afraid that others might perceive them as better than her. Morgan's group is effected by which type of organizational politics?

A) the weeds
B) the rocks
C) the high ground
D) the woods