81) Which of the following differentiates between high self-monitors and low self-monitors?
A) High self-monitors are more likely to use defensive impression management techniques,
while low self-monitors are more likely to use self-focused impression management techniques.
B) High self-monitors are commonly seen in collectivist cultures, while low self-monitors are
commonly seen in individualist cultures.
C) High self-monitors tend to mold their appearances and behavior to fit each situation, while
low self-monitors tend to present images of themselves that are consistent with their
personalities.
D) High self-monitors prefer to avoid using power and politics at the workplace, while low self-
monitors engage in a lot of politicking.
E) High self-monitors have an external locus of control as they attribute successes or failures to
luck and fate, while low self-monitors have an internal locus of control and believe that they
control the outcomes.
82) High-self monitors are good at reading situations and molding their appearances and
behaviors to fit each situation.
83) The Machiavellian personality is characterized by the will to manipulate and the desire for
power.
84) Politicking is less likely to surface when an organization’s resources are declining.
85) When the production manager at CalTrack was asked to provide reasons for the delay in the
last batch of stock to be produced for the month, he clearly stated that this was the result of one
of his front-level managers taking two days off and that the fault was not his. The manager is
using buffing as a defensive behavior here.
86) What are the various individual factors that make a person more likely to engage in political
behavior?
87) What are defensive behaviors? Provide three examples of defensive behaviors and explain
why an employee would engage in the behavior.
88) Which of the following is an assertive impression management technique?
A) conformity
B) apologies
C) self-promotion
D) flattery
E) buffing
89) When employees see politics as a threat, they often ________.
A) create role ambiguity
B) use democratic decision making
C) use a single outcome measure
D) respond with defensive behaviors
E) allow a significant lapse
90) Under the zero-sum approach, rewards are distributed such that ________.
A) rewards are equal and do not increase or decrease with changes in profit margins
B) rewards increase for all employees at an identical rate
C) any drop in profits reduces the pay of employees by an identical amount
D) amount allocated for rewards is variable
E) rewards increase for a group at the expense of loss for another group
91) Which of the following is a self-focused impression management technique?
A) flattery
B) enhancement
C) apologies
D) excuses
E) conformity
92) Which of the following impression management techniques involves an individual admitting
responsibility for an undesirable event and simultaneously seeking to get a pardon for the action?
A) flattery
B) favors
C) apologies
D) misrepresentation
E) exemplification
37
93) Which of the following impression management techniques uses ingratiation?
A) flattery
B) exemplification
C) enhancement
D) conformity
E) apologies
94) Recently, Curtis Gibson had an interview for the position of a senior manager at a transit
service. At the interview, the interviewer made a passing remark about how policies can make or
break the best economy in the world. Immediately, Curtis launched into a discussion of how true
the interviewer was, substantiating his claim with stories from real economies around the world.
Similarly, when the interviewer suggested that Curtis work the earlier shift because, if selected,
he would have a long commute to reach work, Curtis vehemently agreed, saying, “You couldn’t
be more right.” Which of the following impression management techniques is Curtis using?
A) favors
B) exemplification
C) enhancement
D) self-promotion
E) conformity
95) Employees exhibiting which of the following features are more likely to engage in political
behavior?
A) lack of organizational investment
B) external locus of control
C) low need for power
D) Machiavellian personality
E) low self-monitoring
96) Which of the following is an individual factor that influences political behavior?
38
A) reallocation of resources
B) unclear performance evaluation system
C) high performance pressures
D) perceived job alternatives
E) zero-sum reward practice
97) If an individual ________, then he or she is less likely to engage in illegitimate political
behavior.
A) has invested a lot in the organization in terms of time and efforts
B) possesses a scarce skill or knowledge
C) has influential contacts outside the organization
D) does not expect any future benefits from the organization
E) has an external locus of control
98) Which of the following is an organizational factor that increases illegitimate political
behavior?
A) internal locus of control
B) low expectations of success
C) high trust
D) low organizational investment
E) zero-sum reward practice
99) Winston Mayer is a sales manager for a large company producing beverages and ready–to-eat
meals. Winston is often seen working late and on weekends although the company stipulates a
five-day workweek. Winston justifies his working extra by claiming that “in sales, one cannot
afford to waste a minute” and he is often condescending when subordinates take their allotted
time off. He frequently speaks to his manager about the deals he finalizes when he is working
beyond the normal working hours to prove his point. From the information provided, we can say
that Winston is using ________ as an impression management technique here.
A) flattery
B) exemplification
C) favors
D) apologies
E) conformity
100) In the last month, Stacey, an intelligent and astute employee, has finished only half the
work she was scheduled to complete. In addition, she has been taking frequent leaves, citing her
ill health as the reason, but her manager suspects she has been playing truant. When the manager
confronted her about her pending work, Stacey gave excuses: the work was time consuming, she
was unwell, and it was not a high-priority project in the first place. In this scenario, Stacey is
using a(n) ________ impression management technique.
A) self-focused
B) assertive
C) aggressive
D) defensive
E) ingratiation-based
101) Which of the following can be used to understand how power and politics in an
organization can help you achieve your career goals?
A) counseling
B) constructing your power base relationships
C) mapping your own political career
D) alleviating your own power struggles
E) positioning your own power system
102) Interviewers are rarely able to detect when an individual is engaging in impression
management.
103) Self-promotion works well as an impression management technique for interviews as well
as performance evaluations.
104) Ingratiation is positively related to performance ratings.
105) What is impression management? Who is more likely to engage in impression
management?
106) Explain impression management and discuss which impression management techniques are
most effective in an interview.
42
107) Victor Ortiz was a successful and popular manager at the marketing division of a consumer
goods company. Many attributed the company’s immense success in the last two years to Victor’s
highly creative marketing plans, which cost the company very little but increased the visibility of
its products. He also effectively tied up with new retail chains so the demand for their products
grows as the new retail chains grow. Recently, a subordinate alleged that Victor had sexually
harassed her, and stories of similar allegations made against him in the past resurfaced. The
situation was laid to rest when Victor made an appearance with the victim by his side claiming
that the allegations were baseless as he was romantically involved with her. Though this
announcement did not convince people, the allegations against Victor were withdrawn. From the
information provided in this scenario, this outcome can be explained by the fact that ________.
A) Victor has a high degree of referent power
B) Victor has enough power to get away with his misdeeds
C) Victor has abided by the standards of equity and justice
D) Victor has used a defensive impression management technique
E) Victor has used scapegoating to free himself from the charges
108) The more effort applicants put into highlighting their skills, motivation, and admiration for
the organization, the more likely they are to be hired.
109) When two organizations with very political environments interact with one another, the
political interactions between them can hurt performance in collaborative projects.
110) Studies from multiple countries around the world have similarly shown that higher levels of
political skill are associated with lower levels of perceived job performance.