72.
(p. 423)
Laura heads the administrative department in a hospital. Her job involves ensuring that
work in the hospital runs smoothly, managing the staff, inventory management, and maintaining
the requisite standard in hospital hygiene and patient care. As her work often involves situations
that demand the use of coercive power, which of the following guidelines must Laura follow?
73. Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to
understand the power structures in their organizations and who holds and wields the most
influence. They ask employees questions such as “Who do you go to with a new idea?” and “Who
can best help you solve a problem?” They analyze the responses to find our which managers
and/or employees are most central to and influential in their companies.
74.
(p. 423)
_____ is how aware others are of a leader’s power and position.
75.
(p. 423)
Mathew is one of the top attorneys at his law firm. His brilliance in handling some of the
most difficult and high-profile cases has earned him fame far and wide and he wields
considerable influence in the running of the firm. Mathew’s high degree of _____ ensures that he
has considerable power to influence others.
76.
(p. 424)
In the context of the contingency factor of visibility, a leader’s ability to influence others
increases when:
77.
(p. 424)
_____ is the use of an actual behavior that causes behavioral or attitudinal changes in
others.
78.
(p. 424)
_____ is the use of logical arguments and hard facts to show the target that a request is a
worthwhile one.
79.
(p. 424)
Just before the final football game of the season, the captain of the team made an
emotional speech to all his teammates to win the last game for their coach, who passed away
recently. Which of the following influence tactics did the captain use?
80.
(p. 424)
To influence others using _____, leaders must have insight into the kinds of things are
important to the target.
81.
(p. 424)
Which of the following influence tactics increases commitment from the target who has a
stake in seeing that his or her opinions were right?
82.
(p. 424)
_____ involves the leader helping complete the task, providing required resources, or
removing obstacles that make task completion difficult.
83.
(p. 424)
The dean of a reputed B-school has decided to pursue a coveted accreditation for the
college. To get the faculty’s buy-in and support, he has created a faculty-driven process whereby
members of the faculty participate and carry out the accreditation process under his guidance.
This approach has increased the commitment of the faculty, who now have a stake in seeing the
process succeed and the goal of accreditation accomplished. Identify the influence tactic used by
the dean.
84.
(p. 424)
_____ is the use of favors, compliments, or friendly behavior to make the target feel better
about the influencer.
85.
(p. 424)
“Sucking up” refers to which of the following influence tactics?
86.
(p. 425)
Gregory is a manager in an insurance company and heads a team of 30 agents. In order to
meet the company’s target, every agent needs to increase his or her target for the month by 15
percent. Gregory promises his agents a bonus if the company’s target is met. Which influence
tactic is Gregory using?
87.
(p. 425)
Which of the following occurs when the requestor clearly explains why performing a
request will benefit the target personally?
88.
(p. 425)
Which of the following is the use of coercive power through threats and demands?
89.
(p. 425)
In order to bring Steven, the marketing manager, on board with the idea of introducing a
line of new products at Gold Coffee, Bree, the operations manager, enlisted the help of Natalie
and Noah, the top two salespeople at the company. Bree is using which of the following influence
tactics?
90.
(p. 426)
Which of the following occurs when the target of influence agrees with and becomes
committed to the influence request?
91.
(p. 426)
_____ reflects a shift in both the behaviors and the attitudes of employees. For a leader,
this is the best outcome, because it results in employees putting forth the greatest level of effort
in accomplishing what they are asked to do.
92.
(p. 426)
_____ reflects a shift in the behaviors of employees but not their attitudes.
93.
(p. 426–427)
_____ reflects neither a shift in the employees’ behaviors nor their attitudes.
94.
(p. 426)
_____ occurs when the targets of influence are willing to do what the leader asks, but they
do it with a degree of ambivalence.
95.
(p. 427)
When actions by individuals in an organization are directed toward the goal of furthering
their own self-interests, it is termed as _____.
96.
(p. 427)
Which of the following refers to the ability to effectively understand others at work and to
use that knowledge to influence others in ways that enhance personal and/or organizational
objectives?
97.
(p. 427)
The tendency to observe others and accurately interpret their behavior is termed as _____.
98. Individuals who exhibit apparent sincerity, interpersonal influence, networking ability, and
social astuteness are likely to have _____ ratings on task performance when the _______.
99.
(p. 429)
Which of the following is a personal characteristic that fosters organizational politics?
100.
(p. 429)
Some employees are willing to manipulate and deceive others to acquire power. Which of
the following tendencies do such employees have?