Deck 12: Power and Politics

Question 1

When a bank robber points a gun at a bank employee, his base of power is ________.

A) coercive
B) referent
C) positional
D) authoritative
E) expert

Answer 1

A

Question 2

Leadership requires ________.

A) congruence between the goals of the leader and those being led
B) focus on tactics for gaining compliance
C) a dependency of those being led on the leader
D) followers who share behavioral traits with their leaders
E) a dependency of the leader on those being led

Answer 2

A

Question 3

The power that the College Dean has been granted by the University over the faculty is referred to as ________ power.

A) academic
B) positional
C) legitimate
D) referent
E) charismatic

Answer 3

C

Question 4

The ________ power is based on the fear of the negative results from failing to comply.

A) legitimate
B) coercive
C) punitive
D) referent
E) abusive

Question 5

Which one of the following is not implied in the definition of power?

A) influence
B) potential
C) dependency
D) actualization
E) capacity

Question 6

Legitimate power is based on ________ in the organization.

A) the ability to provide rewards
B) interpersonal trust
C) structural position
D) expert knowledge
E) respect and admiration

Question 7

Which of the following types of power can be categorized as personal power?

A) coercive
B) legitimate
C) reward
D) referent
E) positional

Question 8

The two general groupings of power are ________.

A) informational and personal
B) formal and informal
C) informal and legitimate
D) personal and formal
E) direct and indirect

Question 9

Power is a function of ________.

A) goal congruency
B) realization
C) inheritence
D) dependency
E) altruism

Question 10

Which of the following types of power requires acceptance of the leader's authority by members of the organization?

A) referent
B) coercive
C) legitimate
D) expert
E) charismatic

Question 11

Which of the following terms best represents a point of difference between power and leadership?

A) control
B) influence
C) cognitive dissonance
D) goal compatibility
E) negative affect

Question 12

At the organizational level, if Jenn can dismiss, suspend, or demote Polene, assuming Polene values his or her job. Jenn has ________ power over Polene.

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

Question 13

Larry can assign Oliver work activities that Oliver finds unpleasant. Larry possesses ________ power over Oliver.

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

Question 14

If your superior tells you that she will offer you a raise provided you perform additional work beyond the requirements of your job, he/she is exercising ________ power.

A) legitimate
B) coercive
C) reward
D) personal
E) reflective

Question 15

Which of the following statements is true regarding legitimate power?

A) Legitimate power develops out of admiration of another and a desire to be like that person.
B) Legitimate power comes from an individual's unique characteristics.
C) Legitimate power is broader than the power to coerce and reward.
D) Celebrities who endorse products in commercials wield legitimate power over people.
E) Legitimate power is a type of personal power.

Question 16

Most of us follow our doctor's advice because our doctor has ________ power.

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

Question 17

Which of the following statements is true regarding power?

A) A is said to have power over B if B controls something that A desires.
B) The greater A's dependence on B, the greater A's power in the relationship.
C) If A has the capacity to influence the behavior of B, then A is said to have power over B.
D) A can have power over B only if A is the B's leader.
E) A can have power over B only when A and B have similar goals.

Question 18

Unlike leadership research, research on power tends to focus on ________.

A) individual styles in using power
B) strategies for goal attainment
C) tactics for gaining compliance
D) the administration of rewards
E) gaining dependency

Question 19

Leadership focuses on the ________.

A) importance of lateral and upward influence patterns
B) elimination of dependency relationships
C) downward influence of a leader on his or her followers
D) ways of establishing control over followers
E) resolution of conflicts among followers

Question 20

The opposite of coercive power is ________ power.

A) referent
B) reward
C) legitimate
D) charismatic
E) expert

Question 21

James approaches his supervisor with data and a logical presentation supporting his request for additional personnel. Which of the following power tactics is used by James?

A) consultation
B) legitimacy
C) rational persuasion
D) inspirational appeal
E) exchange

Question 22

Which of the following influence tactics is considered a "harder" tactic that emphasizes formal power and incurs greater costs and risks?

A) personal appeal
B) coalition
C) rational persuation
D) inspirational appeal
E) consultation

Question 23

________ power is based on identification with a person who has desirable resources or personal traits.

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

Question 24

Which of the following is not considered to be a power tactic?

A) consultation
B) substitution
C) rational persuasion
D) ingratiation
E) coalition

Question 25

Of the bases of power, research indicates that ________ power is most effective.

A) personal
B) coercive
C) reward
D) legitimate
E) positional

Question 26

Which of the following types of power is most likely to be negatively related to employee satisfaction and commitment?

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

Question 27

People especially likely to comply with soft power tactics tend to ________.

A) be more action oriented
B) have greater desire for control
C) be extrinsically motivated
D) have low self-esteem
E) be more focused on getting along with others than with getting their own way

Question 28

Vivian has not been handling one portion of her duties in a satisfactory manner. As a result, her manager threatens to withhold her promotion. Which power tactic is being used by Vivian's manager?

A) exchange
B) ingratiation
C) pressure
D) personal appeals
E) inspirational appeals

Question 29

Power tactics can be defined as ________.

A) approaches for resolving conflicts
B) techniques for translating power bases into specific action
C) strategies for gathering and maintaining support
D) organizational structural characteristics
E) approaches for winning arguments

Question 30

The power tactic of using flattery and creating goodwill before making a request is known as ________.

A) ingratiation
B) consultation
C) inspirational appeal
D) motivational appeal
E) affective appeal

Question 31

John is good with numbers, but he wasn't sure what he wanted to study in college. During his senior year in high school he had a math teacher, Mr Roury. John liked his teaching style and got interested in numbers. He also joined the Math Club to spend more time with Mr. Roury. As a result, John went on to study math and later engineering in college, and today tells his kids that he owes his career to Mr. Roury. Mr. Roury exhibited ________ power over John.

A) positional
B) referent
C) coercive
D) reward
E) legitimate

Question 32

Which of the following power tactics involves increasing the target's support by involving him or her in decision making?

A) personal appeals
B) exchange
C) consultation
D) ingratiation
E) pressure

Question 33

Which of the following power tactics can be used most effectively for exerting lateral influence?

A) legitimacy
B) inspirational appeal
C) coalition
D) ingratiation
E) pressure

Question 34

________ is the only power tactic that is effective for exerting upward influence, downward influence, and lateral influence.

A) Legitimacy
B) Exchange
C) Ingratiation
D) Pressure
E) Rational persuasion

Question 35

Which of the following power tactics is effective for exerting upward influence?

A) pressure
B) inspirational appeals
C) exchange
D) rational persuasion
E) legitimacy

Question 36

Which of the following power tactics is more effective when the audience is highly interested in the outcomes of a decision process?

A) ingratiation
B) consultation
C) personal appeals
D) exchange
E) pressure

Question 37

Joe comes to you with a request for funds for a project. He reminds you that company policy supports his position. He is using the tactic of ________.

A) coalition
B) consultation
C) ingratiation
D) legitimacy
E) pressure

Question 38

Which of the following power tactics tends to backfire and is typically the least effective of the power tactics?

A) coalitions
B) exchange
C) pressure
D) rational persuasion
E) consultation

Question 39

When the power tactic of ________ works, it's generally downward only.

A) exchange
B) coalition
C) ingratiation
D) pressure
E) legitimacy

Question 40

Celebrities are paid millions of dollars to endorse products in commercials because the advertisers believe the celebrities have ________ power.

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

Question 41

Which of the following impression management (IM) techniques is used by a sales manager who says to her boss, "We failed to get the ad in the paper on time, but no one responds to those ads anyway?"

A) flattery
B) enhancement
C) excuses
D) conformity
E) exemplification

Question 42

Which of the following defensive behaviors is demonstrated by individuals who develop explanations and documentation to lessen their responsibility for negative outcomes?

A) buffing
B) justifying
C) prevention
D) stretching
E) misrepresenting

Question 43

Which of the following is an example of the impression management (IM) technique of "exemplification?"

A) A manager tells his boss, "You're absolutely right on your reorganization plan for the western regional office. I couldn't agree with you more."
B) A salesperson says to a prospective client, "I've got two tickets to the theater tonight that I can't use. Take them. Consider it a thank-you for taking the time to talk with me."
C) An employee says to his boss, "I'm sorry I made a mistake on the report. Please forgive me."
D) A salesperson tells his boss, "Matt worked unsuccessfully for three years to try to get that account. I sewed it up in six weeks. I'm the best closer this company has."
E) An employee sends e-mails from his work computer when he works late so that his supervisor will know how long he's been working.

Question 44

Which of the following statements is true regarding legitimate political behavior?

A) Engaging in legitimate political behavior is also known as "playing hardball."
B) Whistle-blowing is considered legitimate political behavior.
C) Legitimate political behavior is a part of once formal responsibilities.
D) The vast majority of all organizational political actions are of the legitimate variety.
E) Sabotage is considered legitimate political behavior.

Question 45

Which of the following factors encourages politicking?

A) clear performance evaluation systems
B) role clarity
C) zero-sum reward allocation practices
D) increase in organizational resources
E) low pressures for performance

Question 46

Which of the following is a form of illegitimate political behavior?

A) bypassing the chain of command
B) forming coalitions
C) symbolic protests
D) excessive adherence to rules
E) complaining to supervisors

Question 47

Employees exhibiting which of the following traits are more likely to engage in political behavior?

A) lack of sensitivity to social cues
B) external locus of control
C) low need for power
D) Machiavellian personality
E) low self-monitoring

Question 48

To avoid politicking during performance evaluations, an organization should ________.

A) use subjective criteria
B) use democratic decision making
C) use a single outcome measure
D) use objective criteria
E) allow a long time lapse

Question 49

Which of the following statements is true regarding impression management (IM) techniques?

A) During interviews, applicants appear to use ingratiation more than self-promotion.
B) Ingratiation is negatively related to performance ratings.
C) Those who self-promote receive higher performance evaluations.
D) Ingratiation works well in interviews.
E) Giving excuses is considered as an assertive IM technique.

Question 50

Which of the following is an assertive impression management technique?

A) conformity
B) apologies
C) self-promotion
D) flattery
E) buffing

Question 51

Which of the following skills best represents the ability of people to influence others to enhance their own objectives?

A) analytical skill
B) critical thinking skill
C) political skill
D) reflective thinking skill
E) cognitive skill

Question 52

A manager tells his boss, "You're absolutely right on your reorganization plan for the western regional office. I couldn't agree with you more." In this example the manager is using the impression management (IM) technique of ________.

A) favor
B) flattery
C) conformity
D) exemplification
E) enhancement

Question 53

Which of the following is a self-focused impression management technique?

A) flattery
B) enhancement
C) apology
D) excuses
E) conformity

Question 54

Which of the following organizational factors encourages political behavior?

A) use of objective criteria in the appraisal
B) using multiple outcomes to measure performance
C) allowing significant time to pass between the time of an action and its appraisal
D) avoiding the zero-sum approach for resource allocation
E) ensuring role clarity

Question 55

Reactive and protective behaviors designed to avoid action, blame, or change are termed ________.

A) zero-sum approach
B) defensive behaviors
C) protectionism
D) impression management
E) shielding bias

Question 56

Political behaviors usually ________.

A) lie outside of an individual's specified job requirements
B) are counter productive to individual goals
C) are seen only in large organizations
D) are frowned upon by organizational leaders
E) are expected as part of each job requirement

Question 57

If an individual ________, then he is less likely to engage in illegitimate political behavior.

A) has invested a lot in the organization in terms of time and efforts
B) possesses a scarce skill or knowledge
C) has influential contacts outside the organization
D) does not expect any future benefits from the organization
E) has an external locus of control

Question 58

________ occurs when people within organizations use whatever influence they can to taint the facts to support their goals and interests.

A) Legitimate political behavior
B) Politicking
C) Illegitimate political behavior
D) Sabotage
E) Whistle-blowing

Question 59

Playing hardball means ________.

A) engaging in negotiation activities
B) complaining to your supervisor
C) bypassing the chain of command
D) forming coalitions
E) engaging in illegitimate political behavior

Question 60

Placing the blame for a negative outcome on external factors that are not entirely blameworthy is known as ________.

A) scapegoating
B) buffing
C) stalling
D) buck passing
E) overconfirming

Question 61

Your immediate supervisor is a nice person. He helps you solve your problems and gives valuable advice. You admire your supervisor and aspire to become like him. The power that your supervisor possesses over you is known as ________ power.

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

Question 62

Power does not require goal compatibility.

Question 63

Expert power is the opposite of coercive power.

Question 64

Jerrod is attempting to use ________.

A) illegitimate political behavior
B) impression management
C) defensive behavior
D) referral power
E) expert power

Question 65

Leadership focuses on the lateral and upward influence patterns.

Question 66

Legitimate power is influence wielded as a result of expertise, special skill, or knowledge.

Question 67

Delray is about to sit down with his boss for his performance review. Which IM technique should Delray avoid using in the performance evaluation?

A) ingratiation
B) self-promotion
C) flattery
D) conformity
E) rationalization

Question 68

Expert power develops out of admiration of another and a desire to be like that person.

Question 69

Which of the following is most likely to help Jerrod earn higher performance evaluations?

A) apologies
B) ingratiation
C) excuses
D) buffing
E) self-promotion

Question 70

Buffing falls under the category of avoiding ________.

A) responsibility
B) power
C) change
D) action
E) blame

Question 71

Thomas also attempts to project an image of competence and thoroughness by rigorously documenting all of his activity. This defensive behavior is known as ________.

A) justifying
B) overconfirming
C) buffing
D) scapegoating
E) buck passing

Question 72

Jerrod is engaging in which of the following impression management techniques as far as his supervisor is concerned?

A) enhancement
B) self-promotion
C) excuses
D) conformity
E) apologizing

Question 73

You know that the vice-president has the authority to accept or reject your report. This is part of his ________ power.

A) reward
B) coercive
C) expert
D) legitimate
E) personal

Question 74

Which of the following statements is true regarding effectiveness of power tactics in different countries?

A) People from politically turbulent countries in the Middle East tend to be less willing to use aggressive political tactics in the workplace, than people from countries such as Great Britain or Switzerland.
B) U.S. managers tend to evaluate "gentle persuasion" tactics such as consultation and inspirational appeal as less effective than their Chinese counterparts.
C) In Israel, perception of organizational politics relates to decreased job satisfaction.
D) In countries that are more politically unstable, employees seem to demonstrate lower tolerance of intense political processes in the workplace.
E) Chinese managers prefer the influence tactic of rational persuasion.

Question 75

The defensive behavior that Thomas engages in falls under the category of avoiding ________.

A) action
B) blame
C) change
D) power
E) responsibility

Question 76

Personal power is based on an individual's position in an organization. It can come from the ability to coerce or reward, or from formal authority.

Question 77

Which of the following behaviors is Thomas engaged in?

A) overconforming
B) stalling
C) playing dumb
D) stretching
E) buck passing

Question 78

The vice president's major base of power seems to be ________.

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

Question 79

Unlike power, leadership requires a significant degree of goal compatibility.

Question 80

Evidence indicates people in different countries tend to prefer different power tactics. Chinese managers prefer ________.

A) rational persuasion
B) exchange
C) ingratiation
D) coalition
E) inspirational appeals