59. An important aspect of ____ power is to have control over resources, particularly scarce resources.
a.
reward
b.
coercive
c.
personal
d.
position
a
Moderate
p. 148
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
60. Because you have taken a leadership course, you know that, being a manager, coercive power is only appropriate
when:
a.
maintaining discipline and enforcing rules.
b.
when employees are unwilling to do as requested.
c.
you have position power.
d.
paired with the ingratiation influencing tactic.
a
Moderate
p. 148
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
61. To increase your coercive power:
a.
be persistent.
b.
make rash threats.
c.
work at your relationship with your peers.
d.
project a positive self-concept.
a
Moderate
Conceptual
BLOOMS: Knowledge
62. The use of referent power is appropriate for:
a.
higher-level managers.
b.
experts.
c.
people with no position power.
d.
people with no personal power.
c
Moderate
p. 149
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
63. ____ power is based on the user’s skill and knowledge.
a.
b.
c.
d.
a
Easy
p. 149
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
64. Ways to increase your expert power include all of the following EXCEPT:
a.
project a positive self-concept.
b.
take all the training and educational programs your organization provides.
p. 148
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
BLOOMS: Knowledge
c.
keep up with the latest technology.
d.
don’t make rash threats
65. Experts commonly use:
a.
inspirational appeals.
b.
rational persuasion.
c.
referent power.
d.
ingratiation.
Moderate
p. 149
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
66. ____ power is based on the user’s relationship with influential people.
a.
Reward
b.
Legitimate
c.
Referent
d.
Connection
Easy
p. 150
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
Conceptual
Easy
p. 150
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
67. “It’s not what you know, it’s who you know” is an example of ____ power.
a.
reward
b.
connection
c.
referent
d.
position
Moderate
p. 150
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
68. To increase connection power:
a.
develop a network of information sources, and gather information from them.
b.
follow the guidelines for using the coalition influencing tactic.
c.
project a positive self-concept.
d.
have information flow through you.
Moderate
p. 151
MGMT.LUSS.16.05-02 – LO: 05–02
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
69. Which of the following do you need to increase your legitimate power?
a.
Keep up with the latest technology.
b.
Be persistent but don’t make rash threats.
c.
Use rational persuasion especially when your authority is questioned.
d.
Follow the guidelines for using the coalition influencing tactic.
c
Moderate
p. 147-148
MGMT.LUSS.16.05-02 – LO: 05–02
BLOOMS: Knowledge
70. The process of gaining and using power is ____.
a.
politics
b.
reciprocity
c.
networking
d.
a coalition
a
Easy
p. 154
MGMT.LUSS.16.05-03 – LO: 05–03
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
71. Which of the following statements about politics is TRUE?
a.
Politics is always to be avoided.
b.
Politics is a reality of organizational life.
c.
Politics becomes less important as the level of management increases.
d.
Politics is always used negatively.
Easy
p. 153 – 154
MGMT.LUSS.16.05-03 – LO: 05–03
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
72. All of the following statements are true EXCEPT:
a.
Politics is a medium of exchange.
b.
A negative connotation often surrounds politics.
c.
Politics are inherently neither good nor bad.
d.
Organizations can eliminate politics if they choose.
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
73. The process of developing relationships for the purpose of socializing and politicking is:
a.
politics.
b.
reciprocity.
c.
networking.
d.
coalition building.
c
Easy
p. 155
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
74. To accomplish objectives, a manager who uses political behavior that creates obligations and develops alliances, often
using the word “favor” in their requests is using
a.
politics.
b.
reciprocity.
c.
networking.
d.
coalition building.
Moderate
p. 155
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
Easy
p. 154 – 155
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
75. ____ is commonly used to achieve a specific objective.
a.
b.
c.
d.
76. ____ is the process of getting a person whose support you need to join your coalition rather than compete.
a.
Reciprocity
b.
Coalition building
c.
Networking
d.
Co-optation
p. 155
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
77. Because of political behavior:
a.
most important decisions are made by coalitions outside of the formal meeting in which the decision is made.
b.
coalitions tend to break down over time.
c.
reciprocity is hard to establish due to lack of trust in organizations.
d.
influencing becomes unnecessary.
a
Moderate
p. 155
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
United States – IL – DISC: Leadership Principles – Other management specific knowledge
c
Moderate
p. 155
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
78. The number one indicator of job satisfaction today is the relationship you have with your:
a.
manager(s).
b.
peers.
c.
clients.
d.
family and friends.
a
Moderate
p. 157
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
79. Which of the following is one of the guidelines for developing political skills?
a.
Learn the organizational culture.
b.
Focus on your goals, the team will follow.
c.
Tune out the grapevine.
d.
Secretly pursue your self-interests.
a
Easy
p. 156, exhibit 5.2
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
80. Which of the following statements regarding networking is NOT true?
a.
More people find jobs through networking than all the other methods combined.
b.
Men are, generally, not as skilled at networking as women.
c.
Networking is a learned skill.
d.
Networking is about building relationships.
and abilities
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
81. The first step of the networking process is to:
a.
develop your network.
b.
perform a self-assessment and set goals.
c.
create your one-minute self-sell.
d.
conduct networking interviews.
Easy
p. 160 – 161
MGMT.LUSS.16.5.5 – 5.5
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
BLOOMS: Knowledge
82. Your one minute self-sell includes which of the following:
a.
a life history.
b.
career plans.
c.
statements, keeping communication one-way.
d.
hobbies.
Moderate
p. 161
MGMT.LUSS.16.05-05 – LO: 05–05
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
83. Your one-minute self-sell should do all of the following EXCEPT:
a.
identify your career field and key results you’ve achieved.
Medium
p. 159 – 160
MGMT.LUSS.16.05-05 – LO: 05–05
United States – BUSPROG – Analytic – Business knowledge and analytic skills
Conceptual
BLOOMS: Comprehension
b.
give the listener a sense of your background.
c.
provide the direction of your next job.
d.
identify your specific salary requirements.
84. The last step in the networking interview process is to:
a.
establish rapport.
b.
ask prepared questions.
c.
deliver your one-minute self-sell.
d.
follow up with a thank you note and status report.
d
1
p. 164
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
BLOOMS: Knowledge
85. An appropriate amount of time for a networking interview is ____ minutes.
a.
2
b.
10
c.
20
d.
60
1
p. 163
and abilities
AACSB: Analytic – Analytic skills
d
1
p. 161
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
BLOOMS: Knowledge
86. ____ is a process in which two or more parties are in conflict and attempt to come to an agreement.
a.
Problem solving
b.
Decision making
c.
Negotiating
d.
Influencing
c
Easy
p. 165
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
87. The first step of the planning stage in the negotiation process is to:
a.
set objectives.
b.
research the other party(ies).
c.
develop a rapport.
d.
try to develop options and trade-offs.
Easy
p. 167
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
88. The most appropriate time for developing options and trade-offs in the negotiation process is during:
a.
negotiations.
b.
the planning stage.
c.
postponement.
d.
project closeout.
Moderate
p. 167
Conceptual
BLOOMS: Knowledge
89. The key to successful negotiations is for all parties to get:
a.
their target objective.
b.
their minimum objective.
c.
their opening objective.
d.
between their minimum and target objective.
Moderate
p. 167
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
90. During negotiations, which of the following should you do?
a.
Focus on meeting your needs.
b.
Develop a rapport and focus on the obstacles.
c.
Set objectives.
d.
Make the first offer to get the advantage.
Moderate
p. 168 – 169
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
91. When there doesn’t seem to be any progress, it may be wise to ____ the negotiations.
a.
cease
b.
concede
c.
comply
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
d.
postpone
92. In negotiation, when the other party postpones a decision, this
a.
tends to diminish trust.
b.
is used as a way to play mind games with the other party.
c.
may be followed by your attempt to create urgency.
d.
Is a signal for you to use the hard sell.
c
Moderate
p. 169 – 170
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
93. Once an agreement has been made, you should do which of the following?
a.
Stop selling the deal.
b.
Clarify who will be responsible for putting the deal in writing.
c.
Offer beverages.
d.
Be the last person to leave the room.
a
Easy
p. 170
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
Easy
p. 169
MGMT.LUSS.16.05-06 – LO: 05–06
United States – BUSPROG – Analytic – Business knowledge and analytic skills
and abilities
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
94. Under what circumstances is power ethical?
a.
Under no circumstances.
b.
When you use it to promote your self-interests.
c.
When you manipulate others at their expense for the greater good.
d.
When it is used to meet organizational objectives and those of its members.
95. Successful managers spend more time _________ than average managers.
a.
communicating
b.
performing human resources duties
c.
networking
d.
traditional management
c
Moderate
p. 155
MGMT.LUSS.16.05-04 – LO: 05–04
United States – BUSPROG – Analytic – Business knowledge and analytic skills
AACSB: Analytic – Analytic skills
Conceptual
BLOOMS: Knowledge
Subjective Short Answer
96. Explain the differences between position power and personal power.
Moderate
p. 145 – 146
Easy
p. 170
MGMT.LUSS.16.05-07 – LO: 05–07
United States – BUSPROG: Ethics
AACSB: Ethics – Ethical and Legal understanding and resoning abilities
Conceptual
BLOOMS: Knowledge
97. Discuss the differences among legitimate, reward, coercive, and referent power.
98. Discuss how power and politics are related.
99. Describe how money and politics have a similar use.
100. List and explain the steps in the networking process.
101. List the steps in the negotiation process.
102. Explain the relationships among negotiation and conflict, influencing tactics, power, and politics.
103. What are the seven types of power?
104. What are the nine influencing tactics?
105. What is ingratiation influencing?