Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
Test Bank
Chapter 5: Exercising Ethical Influence
Multiple Choice
1. Which type of proactive influence tactic enlists the help and support of others?
a. rational persuasion
b. pressure
c. coalition
d. apprising
2. What is the most important resource for empowerment?
a. information
b. money
c. time
d. space
3. Meredith recently purchased a toaster from a local store. Upon getting home, she
discovers the toaster is broken. She returns it to the store, interacting with the customer
service representative in a patient and pleasant manner. Meredith is evidencing ______
behavior.
a. passive
b. functional
c. reactive
d. dysfunctional
4. Communicating negative expectations of others is referred to as the ______ Effect.
a. Galatea
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
b. Venus
c. Golem
d. none of these
5. According to the Principle of Veracity, lying would be justified in which situation?
a. during a poker game
b. to trick a criminal suspect into a confession
c. to save a life
d. all of these
6. The two most important causes of organizational lying are ______.
a. self-interest and role conflict
b. friendship and compassion
c. time pressures and personal benefit
d. none of these
7. Which channel communicates self-fulfilling prophecies through giving high performers
more opportunity to speak, to offer their opinions and to disagree?
a. feedback
b. output
c. input
d. climate
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
8. Professor Smith likes to tell jokes in the classroom with the objective of getting
students to enjoy his class and rate him highly on end of course evaluations. Professor
Smith is engaging in ______.
a. comedic timing
b. reactive control
c. protective acquisition
d. impression management
9. Eduardo tries to look competent by talking about his internship experience during an
interview for an accounting job. Which type of impression management technique is he
using?
a. acquisitive/indirect
b. protective/direct
c. protective/indirect
d. acquisitive/direct
10. ______is designed to make the employee appear more likeable.
a. Exemplification
b. Self-promotion
c. Ingratiation
d. Acclaiming
11. After her colleague was fired for poor performance, Maria asserts that she had very
little contact with him. Which type of impression management technique is she using?
a. disclaimer
b. account
c. self-handicapping
d. blaring
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
12. This type of power is based on the characteristics of the individual.
a. expert
b. coercive
c. reward
d. legitimate
13. Pablo and Renee are both up for the same promotion at work. Pablo constantly
talks about how much he works and how late he stays after work to get the job done.
Pablo is engaging in ______impression management.
a. protective
b. acquisitive
c. indirect
d. intentional
14. Amy believes she can carry out the task assigned by her supervisor. This is the
______ element of psychological empowerment.
a. impact
b. meaning
c. competence
d. self-determination
15. Which is a criticism of empowerment?
a. just a management fad
b. misunderstanding of the term
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
c. can exploit workers
d. all of these
16. “Accumulating and using informal power to achieve personal and/or organizational
objectives” is the definition of ______.
a. impression management
b. deception
c. organizational politics
d. none of these
17. Which of the following would be considered a “hard power” influence tactic?
a. exchange
b. rational persuasion
c. apprising
d. pressure
18. Stating, “According to the company code of ethics, you must not accept a gift over
$25” is an example of which type of influence tactic?
a. ingratiation
b. legitimating
c. pressure
d. rational persuasion
19. According to the Principle of Veracity, ______.
a. lies are never justified
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
b. most lies are justified
c. liars must justify their lies
d. none of these
20. Which is a true statement about frames?
a. highlight some aspects of reality
b. frames often compete against one another
c. should tie into the values of the organization
d. all of these
21. Thomas, a customer service representative, lost his temper with a customer on the
phone. When confronted, Thomas insists it was not his fault because the customer
yelled at him first. Thomas is evidencing ______impression management.
a. protective
b. acquisitive
c. indirect
d. intentional
22. Marion sees that Raphael is developing a good relationship with their boss.
Whenever Marion is around their boss, she drops hints about what a bad employee
Raphael is when the boss is not around. Marion is engaging in ______ impression
management.
a. protective
b. acquisitive
c. faulty
d. intentional
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
23. Your boss seemingly always has time to talk to you and, when she does, she makes
eye contact and smiles and nods. She excels at which channel of communicating
expectations?
a. output
b. climate
c. input
d. feedback
24. Positive politics is referred to as ______.
a. when power is meant to serve others and not be self-centered
b. happy and energetic politics
c. political power to wield over people
d. power used to accrue an abundance of resources for political gain
25. Caroline liked to invite her employees into the decision-making process for company
protocols. This is an example of ______.
a. Pygmalion Effect
b. impression management
c. psychological empowerment
d. Galatea Effect
26. ______ type of power is linked to organizational position?
a. Positional
b. Soft
c. Hard
d. Concentrated
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
27. As Dean served burgers to the rude customers, he chose to continue working with a
smile and fake optimism. This is an example of ______.
a. a proactive influence tactic
b. emotional labor
c. organizational politics
d. Golem Effect
28. Kara believed she could finish her degree early even though her advisor told her
she wouldn’t succeed. This is an example of ______.
a. Pygmalion Effect
b. Galatea Effect
c. Golem Effect
d. deception
29. Nico sees that his former boss led the company by coercing employees into
completing their tasks early. Nico would like to take a different approach by empowering
his employees. What would be a positive FIRST step?
a. Call a company meeting and tell everyone how he plans to lead.
b. Bribe his team of leaders to act like a friendly and open leadership staff.
c. Begin immediately modeling the type of open leader he wants his employees to be.
d. Write a company policy that penalized anyone for coercive behavior.
30. An example of a hard power tactic is ______.
a. pressuring an employee to perform a task they were not hired to do
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
b. asking an employee how they might perform a task to improve efficiency
c. motivating an employee to step out of their comfort zone
d. collaborating with an employee to identify alternatives
31. Billy uses statistical data and logical explanations to demonstrate to employees the
reasons certain personnel policies were changed. Which proactive tactic is Billy using?
a. apprising
b. rational persuasion
c. inspirational appeals
d. ingratiation
32. When a company gives out company bonuses, this is called an example of ______
form of power.
a. coercive
b. reward
c. legitimate
d. expert
33. Miss Smith exercised ______ form of power when she set rules for her P.E. class,
even when she fully knew that her students had other rules to abide by when they left
her class.
a. coercive
b. reward
c. legitimate
d. expert
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
34. Rebecca used verbal warnings and even gave job related threats to her staff if they
spoke to the media about any of the company’s policy changes. Which form of power is
this a demonstration of?
a. coercive
b. reward
c. legitimate
d. expert
35. The scientist was a revered expert in the filed based on his years of experience and
research. Followers respected whatever he had to say. Which for of power is this?
a. referent
b. expert
c. legitimate
d. reward
36. If Paul asked his buddy Mark to cover his weekend work schedule, this is a
demonstration of which form of power?
a. referent
b. expert
c. legitimate
d. reward
37. Which form of positional power can pose the greatest risks by demonstrating its
possible harmful tactics?
a. coercive power
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
b. reward power
c. legitimate power
d. expert power
38. Demitri knew he was in a low power position since he worked on the manufacturing
line at the plant. However, he saw some changes that needed to be implemented to
ensure better productivity. Which would be the BEST first step option for Demitri to
communicate those insights to be heard?
a. Submit an anonymous comment through the employee ethics hotline.
b. Talk with his supervisor and ask for an opportunity to share his ideas with the plant
manager.
c. Start a petition to rally employees to be heard and vocalize their opinions.
d. Forget it and just do his job.
39. Janelle, who is responsible for development, holds a meeting with her subordinate
to solicit ideas for fundraising activities. Which proactive influence strategy is she using?
a. consultation
b. rational persuasion
c. inspirational appeals
d. ingratiation
40. Increased motivation to carry out tasks associated with work roles is called?
a. Pygmalion Effect
b. Galatea Effect
c. impression management
d. psychological empowerment
Student Resource
Johnson, Organizational Ethics, 5e
Sage Publications, 2022
41. Which four factors lead to heightened motivation?
a. meaning, competence, self-determination, impact
b. meaning, competence, self-impression management, impact
c. role modeling, self-efficacy, impact, self-determination
d. role modeling, competence, achievement, impact
42. If you wanted to engage in the proactive tactic of coalition building, you might
engage in which of the following behaviors?
a. claiming the right or authority to make a request
b. appealing to feelings of loyalty and friendship
c. promising to reciprocate later
d. enlisting the help of others to convince someone to go along with your idea
43. Which ethical influence uses the ability to create mental pictures or interpretations to
share understanding of reality?
a. emotional labor
b. impression management
c. proactive tactics
d. framing
44. Frank chose to wear a collared shirt and tie to his interview because he want to
demonstrate to the employer how he valued the opportunity to interview and his desire
to work for the company. Which influence strategy is Frank expressing?
a. framing