54) 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
55) 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.
56) Which of the following is a self-focused impression management technique?
A) flattery
B) enhancement
C) apology
D) excuses
E) conformity
57) 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.
58) 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
59) 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
60) 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) United States 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.
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Copyright © 2014 Pearson Education, Inc.
Your colleagues at work are constantly talking about the vice-president in your region. He is
perceived throughout the organization as a ruthless man who is not to be antagonized. It is
necessary for you to bring him a report, and you are very nervous about having to deal with him.
61) The vice president’s major base of power seems to be ________.
A) reward
B) coercive
C) referent
D) expert
E) personal
62) 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
63) 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
64) Which of the following behaviors is Thomas engaged in?
A) overconforming
B) stalling
C) playing dumb
D) stretching
E) buck passing
65) The defensive behavior that Thomas engages in falls under the category of avoiding
________.
A) action
B) blame
C) change
D) power
E) growth
66) 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) overconforming
C) buffing
D) scapegoating
E) buck passing
67) Buffing falls under the category of avoiding ________.
A) growth
B) power
C) change
D) action
E) blame
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Copyright © 2014 Pearson Education, Inc.
Jerrod is relatively new to Xenon Corporation and wants to make sure that he makes a good
impression on his coworkers and supervisor. He agrees with the supervisor’s opinion most of the
time and constantly compliments others about their good work.
68) Jerrod is attempting to use ________.
A) illegitimate political behavior
B) impression management
C) defensive behavior
D) referral power
E) expert power
69) 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
70) 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
71) Unlike power, leadership requires a significant degree of goal compatibility.
72) Leadership focuses on the lateral and upward influence patterns.
73) Power does not require goal compatibility.
74) 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.
75) Expert power is the opposite of coercive power.
76) Legitimate power is influence wielded as a result of expertise, special skill, or knowledge.
77) Expert power develops out of admiration of another and a desire to be like that person.
78) Rational persuasion is the only power tactic that is effective across all organizational levels.
79) You’re more likely to be effective if you begin with “harder” tactics and move to “softer”
tactics only if the harder tactics fail.
80) People especially likely to comply with soft power tactics tend to be more reflective and
have greater desire for control.
81) People especially likely to comply with hard power tactics tend to be intrinsically motivated.
82) Extraverts tend to be more influential in team-oriented organizations.
83) Whistle-blowing is considered legitimate political behavior.
84) The vast majority of all organizational political actions are of the illegitimate variety.
85) Employees with an internal locus of control are more likely to engage in political behavior.
86) The more alternative job opportunities an individual has, the more likely that individual is to
risk illegitimate political actions.
87) The more organizations use objective criteria in the appraisal, the greater the likelihood that
an employee can get away with politicking.
88) Employees who self-promote receive lower performance evaluations than employees who
ingratiate.
89) Contrast leadership and power.
90) List and discuss the bases of formal power.
91) List and discuss the bases of personal power.
92) What power tactics can employees use to translate their power bases into specific actions and
how does each one work?
93) Discuss the effectiveness of various influence tactics.
94) What are the various individual factors that make a person more likely to engage in political
behavior?
95) Describe the various organizational factors that are related to political behavior.
96) How do people react to organizational politics?
97) What are defensive behaviors? Provide three examples of defensive behaviors and explain
why an employee would engage in the behavior.
98) What is impression management? Who is more likely to engage in impression management?
99) Explain, with example, the defensive impression management techniques.
100) Describe, with example, the self-focused impression management techniques.
101) Explain, with example, the assertive impression management techniques.
102) Describe impression management (IM) techniques and the impact they have on interview
success.
103) People in individualistic countries tend to see power in social terms and as a legitimate
means of helping others.
104) The most important factor leading to politics within organizations is the realization that
most of the “facts” used to allocate the limited resources are not open to interpretation.
105) A Study has found that male employees are more responsive to ethical leadership and show
the most citizenship behavior when levels of both politics and ethical leadership are high.
106) Diane is a powerful manager. How would she most likely deal with Jacob, a poor
performer?
A) She would reduce his workload.
B) She would avoid him.
C) She would compensate for his performance.
D) She would encourage him to get training to improve.
E) She would send him an email expressing her displeasure.