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Name:
Class:
Date:
Chapter 13—Power, Influence, and Politics
66. A subunit's _________ is the extent to which it influences the work of other subunits and has a critical impact on the
firm's key product or service.
a.
referent power
b.
uncertainty
c.
resource scarcity
d.
centrality
e.
substitutability
67. A subunit’s power is reduced to the extent that others inside or outside of the organization can also perform its
responsibilities. This reflects the subunit's
a.
referent power.
b.
uncertainty.
c.
resource scarcity.
d.
centrality.
e.
substitutability.
68. If a subunit’s work can be outsourced, that unit’s power
a.
decreases.
b.
increases.
c.
fluctuates.
d.
doesn't change.
e.
decreases at first, then increases over time.
69. The subunits most capable of coping with uncertainty tend to have
a.
greater power.
b.
less power.
c.
moderate power.
d.
more intragroup conflict.
e.
more intergroup conflict.
70. Which term reflects how people translate their power to affect the behavior of others?
a.
influence tactics
b.
power tactics
c.
need for power
d.
need for control
e.
image management
Name:
Class:
Date:
Chapter 13—Power, Influence, and Politics
71. Of the various influence tactics, which one has been found to be the least effective?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
72. Which influence tactic entails engaging the help of others to persuade someone to do something?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
73. Which influence tactic entails offering to provide something of value now or in the future for someone’s cooperation?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
74. Which influence tactic entails flattering or praising someone to put them in a good mood or to make them more likely
to want to help?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
75. Which influence tactic entails enhancing one’s formal authority to make a certain request by referring to rules,
precedents, or official documents?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
76. Which influence tactic entails using coercion or persistent follow-up or reminders to gain influence?
a.
exchange
Name:
Class:
Date:
Chapter 13—Power, Influence, and Politics
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
77. Which influence tactic entails enhancing one’s formal authority to make a certain request by referring to rules,
precedents, or official documents?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
78. Which influence tactic risks undesirable side effects such as resentment?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
79. Which influence tactic is seen as more credible when used early rather than after other influence attempts have failed?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
80. Because of its higher cost, which influence tactic do leaders typically only use after other tactics have failed?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
e.
legitimating tactics
81. The use of humor may contribute to which influence tactic?
a.
exchange
b.
pressure
c.
coalition tactics
Name:
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Chapter 13—Power, Influence, and Politics
d.
ingratiation
e.
legitimating tactics
82. Which influence tactic entails appealing to someone’s aspirations, values, and ideals to gain her commitment, or
increasing people’s confidence that they can do something in order to increase motivation?
a.
rational persuasion
b.
consultation
c.
personal appeals
d.
empowerment
e.
inspirational appeals
83. Which influence tactic entails asking someone to do something “because we’re friends” or asking for a personal
favor?
a.
rational persuasion
b.
consultation
c.
personal appeals
d.
empowerment
e.
inspirational appeals
84. Which influence tactic entails using logic and facts to persuade someone?
a.
rational persuasion
b.
consultation
c.
personal appeals
d.
empowerment
e.
inspirational appeals
85. Which influence tactic entails requesting someone’s advice to solve a problem or mutually setting goals to increase a
follower’s commitment to the leader’s decision?
a.
rational persuasion
b.
consultation
c.
personal appeals
d.
empowerment
e.
inspirational appeals
86. Which influence tactic should be used early if you expect doubts about the validity of your request?
a.
exchange
b.
pressure
c.
coalition tactics
d.
ingratiation
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Chapter 13—Power, Influence, and Politics
e.
legitimating tactics
87. Which of the following influence tactics is generally the most effective?
a.
coalition tactics
b.
consultation
c.
personal appeals
d.
legitimating tactics
e.
ingratiation
88. Which term refers to the process of portraying a desired image or attitude to control the impression others form of us?
a.
influence
b.
politics
c.
empowerment
d.
impression management
e.
leadership
89. Which term refers to having a high concern with others’ perceptions and adjusting one's behavior to fit the situation?
a.
political skill
b.
manipulation
c.
Machiavellianism
d.
self-monitoring
e.
vanity
90. Which of the following is NOT a "tell" that someone is using impression management?
a.
allowing greater periods of silence during the conversation
b.
looking away rather than at the person being spoken to
c.
leg fidgeting
d.
more frequent blinking
e.
more hand gesturing
91. Denise thinks that ethical behavior is morally noble but not a source of power. Is Denise right?
a.
Yes, because behaving ethically usually requires conceding rather than acquiring power.
b.
Yes, because there is a limit to how far ethical leaders are promoted.
c.
No, because being ethical usually entails being immoral.
d.
No, because ethics and morality are unrelated.
e.
No, because ethical behavior builds trust.
92. Which type of power does NOT rely on external motivation and obligatory compliance?
Name:
Class:
Date:
Chapter 13—Power, Influence, and Politics
a.
referent
b.
legitimate
c.
reward
d.
coercive
e.
none of these
93. Sexual ___________ refers to unwanted sexual advances, requests, communication, or contact with the threat of
punishment for noncompliance.
a.
abuse
b.
harassment
c.
assault
d.
treatment
e.
healing
94. Which of the following increases the incidence of political behaviors?
a.
complexity
b.
ambiguous roles and goals
c.
centralization
d.
scarce resources
e.
all of these
95. Leadership is more effective to the degree that followers’ behaviors toward the leader’s goals are
a.
motivated by punishment.
b.
motivated by rewards.
c.
voluntary.
d.
involuntary.
e.
nonpolitical.
96. Leadership is least effective to the degree that followers’ behaviors toward the leader’s goals are
a.
motivated by punishment.
b.
motivated by rewards.
c.
voluntary.
d.
involuntary.
e.
nonpolitical.
97. Which of the following is NOT a source of empowerment for employees?
a.
coaching
b.
control over their work
Name:
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Chapter 13—Power, Influence, and Politics
c.
skills training
d.
being told that they are empowered
e.
technology
98. Which of the following recommendations would NOT help someone to be more persuasive?
a.
connect with people emotionally
b.
create a continuous feedback loop
c.
begin with a hard sell
d.
be patient
e.
be willing to compromise
99. What term refers to making informal or formal appeals to organizational superiors for intervention?
a.
downward appeal
b.
upward appeal
c.
inspirational appeal
d.
managerial appeal
e.
coalition formation
100. ____________ refers to a lack of action by individuals in order to secure valued outcomes.
a.
Going along to get ahead
b.
Impression management
c.
Politics
d.
Upward influence
e.
Downward influence
Completion
101. The threat to transfer someone to a branch office in an undesirable location can be interpreted as a form of
____________________ power.
102. Legitimate, reward, and coercive power all contribute to ____________________ power.
103. ____________________ means the subordinate is willing to carry out the leader's wishes as long as doing so will not
require extraordinary effort.
104. For many people, ____________________ is often assumed to be synonymous with dirty tricks or backstabbing.
Name:
Class:
Date:
Chapter 13—Power, Influence, and Politics
105. A subunit's ____________________ is the extent to which others inside or outside of the organization can also
perform its responsibilities.
106. The degree to which power is shared and an employee has the authority to make and implement at least
some decisions is called ____________________.
107. The ________ of power is using any type of power to demean, exploit, or take advantage of someone, or influencing
someone to do something he or she later regrets.
108. The process of portraying a desired image or attitude to control the impression others form of us is called _________.
109. The _________ upward influence style, which uses the most influence and emphasizes assertiveness and bargaining,
is associated with the highest levels of job tension and personal stress.
110. The _________ influence tactic involves flattering or praising someone to put them in a good mood.
Matching
A high-ranking manager interviewed six employees for a promotion. Each employee, at the end of his or her interview,
offered one of the following final appeals. Match each appeal with the upward influence tactic it most clearly illustrates.
a.
"I've always looked up to your leadership. Regardless of who gets this promotion, I know that as long as you stay
at the helm, this department will be successful."
b.
"You can't go wrong with any of the candidates. However, I personally wrote the software whose continued
improvement the person who gets this position will need to manage, so I'd be the most likely candidate to complete
projects quickly and without errors."
c.
"I talked to everyone in the marketing department and they were really excited by the prospect of having me in this
role. I think they really support my candidacy, so I hope you choose me."
d.
"If you give me this promotion, I will cook you the greatest dinner you have ever had in your life for a week
straight."
e.
"I know I'm the best, and you know I'm the best, so give me the promotion. Just give it to me!"
f.
[Say nothing, then go to the manager's boss and ask him to force the manager to give you the
promotion.]
111. ingratiation
112. upward appeal
113. coalition formation
114. rationality
115. exchange
116. assertiveness
Match each of the following types of power with the scenario that most clearly illustrates it. Some choices may go unused.
a.
referent power
b.
reward power
c.
informational
d.
coercive power
e.
persuasive power
f.
legitimate power
g.
expert power
117. One of your subordinates follows your lead unhesitatingly because he looks up to you as a role model.
118. One of your subordinates will do just about anything if he can get paid extra to do it.
119. Because you wrote the software that most of the team is working on, your coworkers often defer to you when making
decisions.
120. Because you have worked at three of your competitors and still have a lot of friends at them, your coworkers often
come to you to learn about what is going on at these companies.
Essay
121. What is impression management? Discuss its implications for managers.
122. Discuss the difference between personal and position power and provide examples of each. Discuss the implications
of these differences for managers.
123. Discuss how subunits gain power. Explain, with examples, at least three of the four broad factors that affect subunit
power levels.
124. Discuss which influence tactics are most and least effective, and why. Explain each with examples.
Name:
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Chapter 13—Power, Influence, and Politics
125. Describe, discuss, and give examples of how managers can limit political behavior.
