Chapter 10 Flashcards
The capacity of a person, team, or organization to influence others is the definition of ______.
power
Although one party in a relationship is dependent on the other, the dependent person also has some power known as ______ power.
countervailing
The sources of power that originate mostly from a person’s formal position in an organization include ______ power. (Check all that apply.)
legitimate
reward
coercive
Legitimate power is based on a person’s ______.
formal job description
The range of activities an individual is willing to engage in at the direction of a person with legitimate authority is ______.
the zone of indifference
Which of the following statements about power are true? (Check all that apply)
It is the potential to change someone’s attitudes.
It exists when others believe you have power.
Dependence in an exchange relationship is asymmetric if ______.
one person controls a resource needed by the other
James often seeks Isabel’s help because she understands the capabilities of the tax program better than anyone else in the department, including their boss. Isabel has ______ power in this relationship.
expert
Rafael helped Sandy finish a project last week. Sandy is now helping Rafael with a difficult client. The sense of obligation Sandy felt to help Rafael in return is known as ______.
the norm of reciprocity
An agreement among organizational members that people in certain roles can request a set of behaviors from others, such as a manager making requests of those she supervises, is known as ______ power.
legitimate
John’s supervisor, Jilleen, recognizes that he is working long hours and produces more than others by giving him extra time off. This is an example of ______.
reward power
True or false: When describing the range of the zone of indifference, it is important to know that it increases with the level of trust in the person with legitimate authority.
True. Trust that the individual with legitimate power can actually deliver the needed resource affects the range of activities acceptable to the person who is dependent.
When team members are sarcastic or ostracize another member for not meeting team norms, they are using ______ power.
coercive
Although one party in a relationship is dependent on the other, the dependent person also has some power known as ______ power.
countervailing
The ability to cope with uncertainty in the environment is an important source of ______ power.
expert
Janeen taught a class for her colleague when he was ill last month. He now feels an obligation to do the same for her. This is an example of ______.
the norm of reciprocity
The type of power that originates within the person, that develops slowly, and is based on interpersonal skills is ______ power.
referent
The source of power in an organization based on a person’s ability to decide pay, promotions, scheduling, and work assignments is ______ power.
reward
True or false: Valuable expertise alone can make one powerful in an organization.
False.
Jaime is the only one who is able to reprogram the robots needed for production of a key part. His power in the company is greater than his formal position based on ______.
nonsubstitutability
The ability of a manager to punish an employee is _______ power.
coercive
The power holder’s importance based on the degree and nature of that person’s interdependence with others is ______.
centrality
A personal source of power based on the possession of knowledge or skills valued by others is ______ power.
expert
The type of power that may be based on charisma is ______ power.
referent
Employees can increase visibility by ______.
being located in central work areas
Potential sources of power in an organization can generate power only in certain conditions. These contingencies include:
visibility
centrality
nonsubstitutability
The freedom to make decisions without referring to a specific rule or getting permission from someone with more authority is a contingency of power known as ______.
discretion
An example of ______ is when employees are replaced by technology to produce a product more cheaply.
substitutability
Which of the following are commonalities that can form social networks?
Physical proximity
Kinship
Common interests
When the only manager of a retail store able to open it for business is late to work and business is lost, it is an example of ______.
centrality
True or false: The sharing of resources, information, trust, and knowledge among those in a social network creates legitimate power.
False. Networks create social capital. Only the organization’s formal structure creates legitimate power.
What are some benefits of having strong ties in contrast to weak ties?
They offer more resources more quickly.
They lead to better cooperation for favors.
They provide greater social support.
A problem that telecommuters have in generating power is their lack of _____ because they are seldom seen in the office.
visibility
An important contingency of power in social networks that refers to where you are located in the network is ______.
centrality
An example of ___ as a contingency of power is the frequent complaint of middle managers that they have limited power to make decisions without approval from upper management.
discretion
A disadvantage of social networks is that they ___.
can increase workplace discrimination
Social structures of individuals or social units that are connected to each other through one or more forms of interdependence are known as ______.
social networks
The knowledge and other resources available to people or social units from a durable network that connects to others is ______.
social capital
The advantage of having strong ties in social networks is that ______.
they offer resources more quickly and plentifully than weak ties
Power in motion, or any behavior designed to change someone’s attitudes or behavior, is known as ______.
influence
A factor in centrality in social networks that refers to the number of connections to others in the network is ______.
degree centrality
Assertiveness and silent authority are influence tactics that are based on ______ power.
legitimate
Social networks are inherent in all organizations, yet they can create a formidable barrier to those who are excluded from those networks. An example of barriers formed by informal male social networks is _____.
a men’s golf tournament
Which of the following are commonalities that can form social networks?
Common interests
Physical proximity
Kinship
The difference between hard and soft influence tactics is that ______.
hard tactics are based on position power
When someone complies with a request because of the requester’s legitimate power as well as the target person’s role expectations, it is an example of ___.
silent authority
The definition of influence is ___.
any behavior that attempts to alter someone’s attitudes or behavior
The influence tactics most commonly used in organizations include ___.
information control
silent authority
assertiveness
Jorge is worried about losing his job because his supervisor frequently checks and corrects his work and has let him know that he needs to ‘clean up his act’ or face dismissal. Jorge’s boss is using the influence tactic known as _______.
assertiveness
The source of ____ power for influence tactics such as assertiveness is position power, while the source of power for ______ influence tactics such as persuasion is personal power.
hard
soft
The conditions for the use of silent authority as an influence tactic include ______.
The target person’s role expectations
the requester’s legitimate power
Power in motion, or any behavior designed to change someone’s attitudes or behavior, is known as ______.
influence
People with centrality in social networks are able to influence others using ______.
information control
Attempts to influence people outside a group by pooling the resources and power of its members is the tactic known as ______.
coalition formation
Actively applying legitimate or coercive power to influence others is ______.
assertiveness
The type of influence that calls on someone with higher authority or expertise is ______.
upward appeal
The ability to influence others by presenting facts, logical arguments, and emotional appeals is ______.
persuasion
Bill is selling vacuum cleaners and always explains to customers that the product he sells is more expensive than other brands but does a better job. This is an example of the persuasion tactic known as ______.
the inoculation effect
George regularly shares positive outcomes by his work group with his manager while seldom reporting problems or mistakes. He is using the tactic of ______.
centrality to control information
Riz wants to make some changes to the company break room policy, but he doesn’t have the power to make those changes. He talks to others in his department and is able to persuade them to join his cause. Which of the following best explains what Riz has done?
He formed a coalition.
Lee has been able to convince his friends to see the movie he wants to see by explaining why they will all like it better and that the price is lower than the other choices. He is using which influence tactic?
Persuasion
Relying on the authority of the firm’s policies or values is an example of the influence tactic known as ______.
upward appeal
The effectiveness of persuasion depends on ______.
contents of the message
characteristics of the persuader
the audience being persuaded
A persuasive communication strategy that warns listeners to be wary of others’ future arguments is ______.
the inoculation effect
Genevieve has shown her manager new cost savings to convince him to change to a new supplier. She is using the influence tactic of ______.
persuasion
Impression management is often used to ______.
get ahead in the workplace
develop a personal brand
Kellyanne wants to move up the corporate ladder, so she makes sure to frequently and publicly compliment her manager. Kellyanne also tries to dress similarly to her boss and always agrees with her boss in meetings. Kellyanne is using an excessive form of ______.
ingratiation
What is the influence tactic that uses the promise of future benefits for the targeted person to get compliance with a request?
Exchange
Arturo is a highly motivated telecommuter who appreciates his supervisor’s trust and works hard to achieve company goals. Arturo is demonstrating the outcome of the soft influence tactic known as ______.
commitment
Organization A in Germany and Organization B in Japan may use a different influence tactic because of their ______.
cultural values
The practice of actively shaping our public image is ______.
impression management
Willy is attempting to get promoted more quickly by taking credit for the work of others when presenting it to management. His behavior can be described as ______.
Machiavellian
Flattering your boss, agreeing with your boss publicly, and asking your boss for advice are all examples of the influence tactic known as ______.
ingratiation
What influence tactic relies on the norm of reciprocity?
Exchange
Because Cesar, the manager, persuaded Team Blue that extra effort will make a major contribution to the success of the company, Team Blue has been working hard to meet the goals they set with Cesar. Cesar has used soft influence tactics to develop ______.
commitment
Which of the following is most likely to encourage organizational politics?
A one-sentence announcement that there will be layoffs starting next week
Selecting the most appropriate influence tactic depends on which of the following values?
Organizational values
Personal values
Cultural values
A personal characteristic that supports organizational politics through self-serving behaviors is ______.
the need for personal power
Organizations can control conditions that lead to dysfunctional political activities by ______.
keeping employees well informed
What is the influence tactic that uses the promise of future benefits for the targeted person to get compliance with a request?
Exchange
Conditions that support organizational politics include ______.
scarce resources
Which of the following are ways to minimize organizational politics? (Check all that apply)
Encourage employee involvement.
Have clear guidelines and rules.
