42)
You have been told that in order to advance your career you must be overly ambitious and be
indifferent to problems others face. Is this good or bad advice?
42)
A)
This is bad advice.
B)
This is good advice.
C)
There is not enough information to decide.
43)
If your behavior (the kind of behavior one would normally associate with friendship) improves
your influence with your employees, you are most likely practicing which type of power?
43)
A)
Power that reflects cognitive abilities
B)
Power that involves affective appeal
C)
Power that conveys credibility
D)
Power that suggests personal commitment
B
44)
What do position characteristics that foster power include?
44)
A)
Effort
B)
Credibility
C)
Charisma
D)
Centrality
E)
Legitimacy
D
A
45)
One should use reason when (1) adequate time for extensive discussion exists, (2) parties share
mutual respect and credibility, and (3) needs are specific and short term. Which statements are
correct?
45)
A)
All three statements are correct.
B)
Only statement 2 is correct.
C)
Statements 1 and 2 are correct.
D)
Only statement 1 is correct.
E)
Statements 1 and 3 are correct.
46)
How is power accrued via horizontal and vertical network relationships?
46)
A)
By manipulating people in the network
B)
By one’s location and function in the network
C)
By exercising judgment in decision making
D)
By the flexibility of one’s personality in the network
47)
If you are the only one in the office who understands how to do a PowerPoint presentation, which
base of power do you most likely have?
47)
A)
Effort power
B)
Expertise power
C)
Personal attraction power
D)
Relevance power
E)
Legitimacy power
48)
Which is a characteristic of a powerful manager?
48)
A)
Is rule–minded
B)
Limits information that others get
C)
Does more with less resources available
D)
Accomplishes more personally
49)
In proposing a new course of action, upper management remarks to you, “That’s the way Jane, our
founder, would have done it!” After that statement, the decision is made to accept and implement
your idea. Which power source did you use?
49)
A)
Higher than expected commitment of time
B)
Experience
C)
Behavior consistent with the values of the organization
D)
Desirable characteristics
E)
Flexibility
attractiveness, etc.) to gain power. You have merely chosen an idea that is (or is
50)
What does it suggest about an organization if people are rewarded for being reliable and
predictable?
50)
A)
This suggests a person with a high need for power would be happy in a job in this
organization.
B)
This suggests a person who has high personal attraction will be successful in a job in this
organization.
C)
This suggests the organization will penalize people who use discretion.
D)
This suggests the organization will reward those who use discretion.
51)
If you are looking to improve your flexibility, what should you do?
51)
A)
Look to be a participant in a group later in its life cycle; in that way you can avoid all the
conflict.
B)
Look for a position that has existed for a long time. All the problems associated with the
position have been worked through.
C)
Look to work in a company that values reliable performance.
D)
Look to be a participant at the formation of a group.
52)
If you use an influence strategy that makes others want to do what you say, which influence
strategy are you using?
52)
A)
Relevance approach
B)
Reason approach
C)
Retribution approach
D)
Reciprocity approach
53)
You were recently promoted because of your hard work. In fact, you had a hard time in the
“blue–collar” job you had because many co–workers thought you were a “rate–buster.” Will your
belief in extra effort pay off for you in your new management job?
53)
A)
Yes. Management sees extra effort as something that should be rewarded.
B)
No. Management doesn‘t like “rate–busters” either.
C)
Yes. This is flexibility.
D)
Yes. Management always agree with one another.
54)
Which best describes a manager with personal attraction as a power base?
54)
A)
Possesses personality characteristics that are remarkable to co–workers
B)
Is knowledgeable so that people try to be his or her friend
C)
Acts congruently with the organizational value system
D)
Is friends with specific co–workers
55)
Which of the following influence strategies are the most egalitarian in nature?
55)
A)
Reciprocity
B)
Retribution
C)
Reason
D)
Relevance
56)
Disadvantage(s) to using reciprocity are (1) considerable time required to build trust, (2) engenders
resentment, and (3) encourages people to feel the terms of assignments are open for negotiation.
Which statements are correct?
56)
A)
All three statements are correct.
B)
Only statement 3 is correct.
C)
Statements 2 and 3 are correct.
D)
Only statement 1 is correct.
E)
Statements 1 and 3 are correct.
57)
What is included in strategies that neutralize retribution?
57)
A)
Refusing to bargain with the person
B)
Appealing to higher values
C)
Confronting the person who is trying to intimidate you
D)
Confronting the logic of the person’s request
58)
What is the best way to gain visibility?
58)
A)
Write an excellent report to be read by the executive committee.
B)
Take an important task–oriented position.
C)
Give a good presentation of the report to an executive committee.
D)
Become central in a communication network so that one may tap into a rich flow of
information and satisfy the information needs of others.
59)
If you are trying to influence the agenda of your boss, which influence strategy is most
appropriate?
59)
A)
Reciprocity
B)
Reason
C)
Positional power
D)
Retribution
60)
Which of the following abilities is associated with increased power based on centrality?
60)
A)
Learning to read the social environment in your organization so you know who is connected
to whom
B)
Taking initiative to solve a problem
C)
Embodying the values of your organization
D)
Developing a specialized skill that no one else in your organization has
61)
What is included in ways to gain visibility?
61)
A)
Sending a note to a co–worker threatening her because of her recent accomplishment
B)
Participating in monotonous and routine tasks for popular causes
C)
Improving your technical expertise
D)
Face–to–face communication
TRUE/FALSE. Write ‘T’ if the statement is true and ‘F’ if the statement is false.
62)
A potential disadvantage associated with the use of the reason influence strategy is that
considerable time is required to build trust.
62)
63)
Empowerment uses sufficient amounts of personal power to achieve high levels of effectiveness.
63)
64)
If you ask your employees to work overtime in exchange for an extended weekend, you are
utilizing the retribution influence strategy.
64)
65)
Gerry has developed a new purchasing policy that not only focuses on expediting purchase orders
but will also save the company money. To pitch this new policy to his boss, Gerry should use the
influence strategy of reciprocity.
65)
66)
Power can be viewed as a sign of personal efficacy, the ability to mobilize resources to accomplish
productive work.
66)
67)
The most appropriate strategy to neutralize a retribution strategy used by your boss would be to
focus your boss‘s attention on your independence.
67)
68)
Your supervisor remarks, “If you do not complete the project by 5:00 P.M. on Friday, you will not be
able to go on vacation next week.” This is an example of the retribution influence strategy.
68)
69)
In order to neutralize reciprocity strategies, one should first examine the content of any
favor–giving activity.
69)
70)
Building networks that are rich in structural holes comes easy for most people because we have a
natural tendency to seek connections that give us unique information.
70)
71)
The text advocates a shift in the definition of power from “having authority over others” to “being
able to get things done.”
71)
72)
Using power for personal reasons means that a manager will definitely achieve his or her career
aspirations.
72)
73)
Interpersonal attraction, as a source of personal power, involves charisma, agreeable behaviors,
and physical characteristics.
73)
74)
Because reason strategies involve trusting the good intent of other people, it is not appropriate to
neutralize these attempts by appealing to a higher authority in the organization.
74)
75)
Going to lunch with other departments can increase your centrality power.
75)
76)
To gain more power in your organization, you should focus on building strong relationships with
other people, but you shouldn’t waste your time observing who other people maintain close
networks with.
76)
77)
If you want to decrease the power in someone’s position, you should design their job so that it is
routine and has fewer tasks assigned to it.
77)
78)
Recently your boss remarked to you, “I don’t know where you are coming from.” Other people have
expressed frustration with you over your lack of team play. You should conclude that you may be
losing your expert power.
78)
79)
Influence strategies used by managers to obtain compliance fall into three categories: retaliation,
reciprocity, and reason.
79)
Influence strategies used by managers to obtain compliance fall into three categories:
80)
The ability to transform power into influence hinges on securing the consent of others in ways that
engender support and commitment instead of resistance and resentment.
80)
81)
Getting rid of routine activities, expanding task variety, and initiating new ideas may allow one to
gain position power in an organization because flexibility has been increased.
81)
ESSAY. Write your answer in the space provided or on a separate sheet of paper.
Mini–Case: Channel Surfing. You know you should be studying for that management test tomorrow, but you have decided
to take a break. With the remote control firmly in your hand, you hit the TV waves. On channel 53 some sports athletes are
discussing the importance of being a team player. Striving for individual honors will hurt the team and eventually you, they
say. On channel 13 beautiful people are at the beach playing volleyball, water skiing, and dancing. They are also drinking
beer (well, there is beer in their hands even if you didn’t see anyone take a drink). You wonder why your friends don’t look
like that … maybe it’s the beer you drink, you think. On channel 44 an entrepreneur is discussing how she took this idea of
hers to a multimillion dollar company in less than two years. She says the key is to be diligent and know your product. You
wonder if she is hiring. On channel 23 some ex–PGA golf pro is explaining the usefulness of a golf club that falls apart in
your back swing if you swing the club incorrectly. He says it did wonders for his game. You wonder, if it did wonders for his
game why isn’t he back on the tour? Finally, you decide you have had enough and go to bed wishing now that you had
studied. Well … you think ... if I get up at 5:00 a.m., I can …
82)
Several determinants of personal power are illustrated in the story of channel surfing. For each of the following
situations, indicate the type of personal power that was illustrated. Provide support for your answer.
Situation #1: On channel 53 which source of power was being utilized?
Situation #2: Which type of power is being utilized on channel 13?
Situation #3: Which type of power is being utilized on channel 44?
Situation #4: Which type of power is being utilized on channel 23?
83)
What is the difference between personal power and position power?
Mini–Case: A Day at the Office. Your boss has called you into his office. It’s 9:00 a.m. Friday morning. He asks, “I’ve talked to
others in your group, and they have agreed to work this weekend to get the project out the door by next Monday. I had better
be able to count on you. It’s not going to pretty if you can’t make it work.” You respond, “Let me check my calendar and get
back to you by 11:00 a.m. I need to double–check my calendar before I commit.” Your boss grudgingly agrees. In checking
your schedule, you see that you have a meeting at 2:00 p.m. with one of your company’s major clients to review the latest
shipment. If you work this weekend, you will have to cancel the meeting because you will have some preparation work to do
prior to working on the project this weekend. The client will not be pleased if you cancel the meeting. You immediately find
Max and say, “Max, good friend, remember that time I pulled your shift last May when your wife had the baby? Well, I need
for you to cover for me this weekend. Can you?” Max agrees. You go to your boss’s office and before you have an opportunity
to speak, he says, “I was a little brusque with you earlier. The fact is, I really need for you to see this project through for me.
You are the only one in the group that fully comprehends what this project means to the company. I need your expertise and
judgment on this.”
84)
Which influence strategy did your boss try the second time you spoke with him?