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Terms in this set (110)In its most basic sense, impression management is always wrong and manipulative. False Power and influence are essentially interchangeable terms. False Reward power is limited to material rewards such as pay or work assignments. False In most cases, expert power tends to follow exact lines of authority. False It is possible for a manager to acquire power, such as by exhibiting a high level of expertise in a task. True Position power is power that resides in a person's individual characteristics, regardless of the span of control False In general, legitimate power is exercised through a formal request that subordinates do what the leader wishes. True Coercive power exists when one person has the ability to punish or harm someone else. True Many techniques can be used in the practice of political behavior in organizations. True Reducing uncertainty is one way of reducing political behavior in an organization. True Being aware of the causes and techniques of political behavior can enable a leader to manage the effects of politics in an organization. True According to research, employees are often more responsive to the social influence of their peers than to the control and incentives of management. True Influence attempts are often unsuccessful on the first try. True People generally use political behavior to promote or protect their self-interests. True High self-monitors tend to present consistent images of themselves regardless of the situation. False When engaging in impression management, people tend to speak at a higher pitch. True Employees who exhibit compliance are following a leader's directions but are not exerting extraordinary effort to accomplish those directions. True ____ power is granted by virtue of one's position in the organization. Legitimate A manager's ability to control the information his or her subordinates have access to is called referent power. False Examples of reward power include all of the following EXCEPT Tenure ____ power exists when a
person has the ability to punish or harm someone else. Coercive ____ power exists when a person has valuable skills or knowledge. a. Legitimate Expert 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. Reward An up-and-coming executive who is charismatic is likely exhibiting __________ power. Referent Referent power involves all of the following EXCEPT Promotions __________ power exists when subordinates behave as the manager does and wants because they seek his or her approval. Referent Referent, expert, informational, and persuasive powers all contribute to Personal power Position power includes all of the following EXCEPT Referent power Which of the following describes the concept of empowerment? It is the process of sharing power and giving others the authority to make decisions Which of the following describes how subunits obtain power? All of these are correct! Which response to influence entails endorsing the influence attempt and becoming an actively involved participant? Commitment Managers may enhance their referent power by All of these are correct! What is the reasoning behind
role modeling? A leader behaves in the same way that he or she wants subordinates to behave Which of the following is NOT a way that managers can enhance expert power? Keeping experience and accomplishments private In general, how do leaders exercise legitimate power? Issuing formal requests A guideline for using legitimate power is Making requests politely but confidently If a subunit's work __________, its power position decreases. Can be outsourced Offering incentives that are desirable to workers is an example of how to effectively use __________ power. Reward Each of the following reduces political behavior
EXCEPT All of these can reduce political behavior! 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 there isn't enough time to discuss the new program. Which political behavior technique has Jim used? Controlling the agenda Techniques of political behavior include all of the following EXCEPT Leveraging technology _______ power involves the use of pleasurable
consequences to influence and motivate followers. Reward ____ power is derived from control over access to valuable data. Informational ____ power is derived from one's
ability to convince others of something. Persuasive Which of the following is NOT a type of personal power? Reward Which of the following terms refers to a person or
group's potential to influence another person or group to do something that would otherwise not have been done? Power Which of the following does NOT contribute to the leadership motive pattern? High need for achievement David McClelland found that the primary driver of a leader's performance was the leader's Need for power The desire to control,
influence, or be responsible for others is called a need for Power Which response to influence entails going along with what the influencer wants without becoming personally invested? Compliance Which response to influence entails rejecting the influence attempt but not getting in the way of what the influencer is trying to do? Passive resistance Which response to influence entails rejecting the influence attempt and actively trying to stop the influencer from doing
what she is trying to do? Active resistance Which political tactic entails strategically restricting who has access to what data? Controlling information 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 Using outside experts Which political tactic entails trying
to influence decisions before they are made? Controlling decision parameters Which political tactic entails the use of tricks such as leaking information or having only friends fill out a survey? Game playing Which political tactic entails the use of "spin doctors" to project a desirable image? Image building
Which political tactic entails befriending powerful people or starting small subgroups to promote specific aims? Building coalitions Which political tactic may entail getting an opponent promoted? a. Eliminating political rivals Eliminating political rivals Which political tactic entails establishing gatekeepers to restrict access to information? Controlling lines of communication Which of the following behaviors can lead to abuse of power? All of these are correct! Which term refers to acting in a way that influences someone to do something against their better judgment that they later regret? Abuse of power Which term refers to sharing power with employees and giving them the authority to make and implement at
least some decisions? Empowerment ________ can increase a leader's power. Performing well When resources become
scarce, it causes power differences across subunits to Magnify 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. Centrality 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 Substitutability If a subunit's
work can be outsourced, that unit's power Decreases The subunits most capable of coping with uncertainty tend to have Greater power Which term reflects how people translate their power to affect the behavior of others? Influence tactics Of the various influence tactics, which one has been found to be the least effective? Pressure Which influence tactic entails engaging the help of others to persuade someone to do something? Coalition Which influence tactic entails offering to provide something of value now or in the future for
someone's cooperation? Exchange 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? Ingratiation Which influence tactic entails enhancing one's formal authority to make a certain request by referring to rules, precedents, or official documents? Legitimating Which influence tactic entails using coercion or persistent follow-up or reminders to gain influence? Pressure Of the various influence tactics, which one has been found to be the most effective? Rational persuasion Which influence tactic risks undesirable side effects such
as resentment? Pressure Which influence tactic is seen as more credible when used early rather than after other influence attempts have failed? Ingratiation Because
of its higher cost, which influence tactic do leaders typically only use after other tactics have failed? Exchange The use of humor may contribute to which influence tactic? Ingratiation Which influence tactic entails appealing to someone's aspirations, values, and ideals to gain her commitment or increasing people's confidence that they can do something in order to increase motivation? Inspirational appeals Which influence tactic entails asking
someone to do something "because we're friends"? Personal appeals Which influence tactic entails using logic and facts to persuade someone? Rational persuasion Which influence tactic entails requesting someone's advice to solve a problem or mutually setting goals to increase a follower's commitment to the leader's decision? Consultation Which influence tactic should be used early if you expect
doubts about the validity of your request? Legitimating Which of the following influence tactics is generally the most effective? Consultation
Which term refers to the process of portraying a desired image or attitude to control the impression others form of us? Impression management Which term refers to having a high concern with others' perceptions and adjusting one's behavior to fit the situation? Self-monitoring Which of the following is NOT a "tell" that someone is using impression management? More hand gesturing Which type of power does NOT rely on external motivation and obligatory obedience? Expert Which of the following is an example of abuse of power? All of these are correct Sexual ___________, which is a form of abuse of power, refers to unwanted sexual advances, requests, communication, or contact with the threat of punishment for noncompliance. Harassment Which of the following increases the incidence of political behaviors? All of these are correct! Leaders should adjust their use of power Based on the people the leaders are trying to influence Because the effects of referent and expert power rely on the employee's internal motivation and voluntary compliance, they are Always appropriate Which of the following is NOT a source of empowerment for employees? Being told that they are empowered Which of the following recommendations would NOT help someone to be more persuasive? Begin with a hard sell What term refers to making informal or formal appeals to organizational superiors for
intervention? Upward appeal ____________ refers to going along in order to get ahead. Inaction The threat to transfer someone to a branch office in an undesirable location can be interpreted as a form of ___________ power. Coercive Legitimate, reward, and coercive power all contribute to __________ power. Position ____________________ is a form of influence where the subordinate is willing to carry out the leader's wishes as long as doing so will not require extraordinary effort. Compliance For many people, ________ is often assumed to be synonymous with dirty tricks or backstabbing. Politics A subunit's ____________________ is the extent to which others inside or outside of the organization can also perform its responsibilities. Substitutability The degree to which power is shared and an employee has the authority to make and implement at least some decisions is called ___________. Empowerment The ________ of power is using any type of power to demean, exploit, or take advantage of someone or influencing someone to do something he or she later regrets. Abuse The process of portraying a desired image or attitude to control the impression others form of us is called _________. Impression management The _________ upward influence style, which uses the most influence and emphasizes assertiveness and bargaining, is associated with the highest levels of job tension and personal stress. Shotgun The _________ influence tactic involves appealing to someone's aspirations, values, and ideals to gain commitment to an idea. Inspiration appeals Sets with similar termsch 13 35082 terms makayla_chipp MGMT ch 12 - Power26 terms patrickbrowne 309 chapter 1378 terms rollpw MGT 475 CH434 terms sdsuaztec18 Sets found in the same folderChapter 15: Organization Culture110 terms jgoodkin123 Chapter 11: Traditional Leadership Approaches111 terms jgoodkin123 Chapter 12: Modern Leadership Approaches110 terms jgoodkin123 Chapter 14: Organization Structure and Design110 terms jgoodkin123 Other sets by this creatorMac & Cheese6 terms jgoodkin123 Sandwiches7 terms jgoodkin123 Salads9 terms jgoodkin123 Omelets6 terms jgoodkin123 Other Quizlet sets10/26/17 Soundness evaluation33 terms angela_manginePLUS Research Final199 terms katisneegas accounting 518 terms coxb20 Biblioplan Medieval Exam 533 terms ladybug40575 Related questionsQUESTION (Answer = The Patriot Act is a piece of legislation, signed by President George W. Bush -2001, in order to track and strengthen the protection of information in the United States.) 2 answers QUESTION organizations that nominate and run candidates for office under party label to win governmental offices and enact policies favored by the party 2 answers QUESTION the pattern, beginning in the 1950's, of Texans voting for a Republican president but sticking with with conservative Democrats for state offices is called 15 answers QUESTION The power of the media to serve as a watchdog against abuses of power was illustrated during what event in 1972? 5 answers What type of power is getting someone to do something that they otherwise would not have done?20.2 COERCIVE POWER. If any commonality exists among the various definitions of power, it consists in viewing power as an ability to make others do what they would not otherwise do.
Which of the following influence tactics uses flattery and friendly behavior before making a request?Ingratiation. A tactic that emphasizes on getting someone in a good mood prior to making a request. It includes being friendly, helpful, and using praise or flattery. Personal appeals.
Which influence tactic relies on your authority position or saying a request accords with organizational policies or rules?Legitimacy. Relying on your authority position or saying a request accords with organizational policies or rules.
Which influence tactic tends to be the least effective across all organizational levels?Among these tactics, inspirational appeal, consultation and rational appeal* were found to be the most effective influence methods (with inspirational appeal being the most effective among all three); coalition and pressure were found to be the least effective influence methods (these tactics tend to be not only ...
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High self-monitors tend to present consistent images of themselves regardless of the situation.
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