Deck 13: Power, Influence, and Politics

Question 1

Reward power is limited to material rewards such as pay or work assignments.

Answer 1

False

Question 2

According to research, employees are often more responsive to the social influence of their peers than to the control and incentives of management.

Answer 2

True

Question 3

Reducing uncertainty is one very effective technique for restraining the impact of political behavior.

Answer 3

True

Question 4

In its most basic sense, impression management is always wrong and manipulative.

Question 5

Employees who exhibit compliance are following a leader's directions but are not exerting extraordinary effort to accomplish those directions.

Question 6

Power and influence are essentially interchangeable terms.

Question 7

Examples of reward power include all of the following except

A) pay.
B) work assignments.
C) promotion.
D) praise.
E) tenure.

Question 8

In most cases expert power tends to follow exact lines of authority.

Question 9

Position power is power that resides in a person's individual characteristics, regardless of the span of control.

Question 10

Many techniques can be used in the practice of political behavior.

Question 11

Influence attempts are often unsuccessful on the first try.

Question 12

____ power is granted by virtue of one's position in the organization.

A) Legitimate
B) Reward
C) Coercive
D) Expert
E) Referent

Question 13

High self-monitors tend to present consistent images of themselves regardless of the situation.

Question 14

A manager's ability to control the information his or her subordinates have access to is called referent power.

Question 15

Coercive power exists when one person has the ability to punish or harm someone else.

Question 16

When engaging in impression management, people tend to speak at a higher pitch.

Question 17

In general, legitimate power is exercised through a formal request that subordinates do what the leader wishes.

Question 18

Simply being aware of the causes and techniques of political behavior can help a manager check their effects.

Question 19

People generally use political behavior in an attempt to obtain and use power.

Question 20

In many ways an individual with personal power may be able to exact greater loyalty and dedication from followers than someone with only position power.

Question 21

____ power exists when a person has the ability to punish or harm someone else.

A) Legitimate
B) Reward
C) Coercive
D) Expert
E) Referent

Question 22

A guideline for using legitimate power is

A) engaging in role modeling.
B) maintaining credibility.
C) making requestspolitely but confidently.
D) verifying compliance.
E) revealing accomplishments and awards.

Question 23

Each of the following reduces political behaviorEXCEPT

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.

Question 24

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

Question 25

____ power exists when subordinatesbehave as the manager does and wants because they seek his or her approval.

A) Legitimate
B) Reward
C) Coercive
D) Expert
E) Referent

Question 26

Referent, expert, informational, and persuasive powers all contribute to

A) psychological power.
B) personal power.
C) position power.
D) authority.
E) referent power.

Question 27

Referent power involves all of the following except

A) trust.
B) similarity.
C) acceptance.
D) promotions.
E) affection.

Question 28

____ power is the least desirable form of power to exercise.

A) Referent
B) Expert
C) Coercive
D) Legitimate
E) Reward

Question 29

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

Question 30

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.

Question 31

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.

Question 32

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

Question 33

____ power exists when a person has valuable skills or knowledge.

A) Legitimate
B) Reward
C) Coercive
D) Expert
E) Referent

Question 34

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.

Question 35

An up-and-coming executive who is charismatic is likely exhibiting ____ power.

A) coercive
B) emulation
C) personal
D) referent
E) legitimate

Question 36

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

Question 37

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.

Question 38

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

Question 39

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

Question 40

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

Question 41

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

Question 42

Which of the following termsrefers 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

Question 43

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.

Question 44

____ power is derived from one's ability to convince others of something.

A) Expert
B) Reward
C) Persuasive
D) Informational
E) Referent

Question 45

____ power involves the use of pleasurable consequences to influence and motivate followers.

A) Legitimate
B) Reward
C) Coercive
D) Expert
E) Referent

Question 46

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.

Question 47

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.

Question 48

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

Question 49

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.

Question 50

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

Question 51

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.

Question 52

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.

Question 53

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.

Question 54

____ power is derived from control over access to valuable data.

A) Expert
B) Reward
C) Persuasive
D) Informational
E) Referent

Question 55

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

Question 56

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.

Question 57

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

Question 58

Which of the following is NOT a type of personal power?

A) reward
B) persuasive
C) informational
D) expert
E) referent

Question 59

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.

Question 60

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.

Question 61

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

Question 62

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

Question 63

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

Question 64

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

Question 65

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

Question 66

Because of its higher cost, which influence tactic do leaders typically onlyuse after other tactics have failed?

A) exchange
B) pressure
C) coalition tactics
D) ingratiation
E) legitimating tactics

Question 67

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

Question 68

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

Question 69

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

Question 70

Which influence tactic risks undesirable side effects such as resentment?

A) exchange
B) pressure
C) coalition tactics
D) ingratiation
E) legitimating tactics

Question 71

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

Question 72

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

Question 73

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

Question 74

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.

Question 75

Making resources more scarce causes power differences across subunits to become

A) irrelevant.
B) reduced.
C) magnified.
D) efficient.
E) inefficient.

Question 76

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

Question 77

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

Question 78

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.

Question 79

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.

Question 80

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