Chapter 10

Question 1

The capacity of a person, team, or organization to influence others is the definition of ______.

Answer 1

power

Question 2

Although one party in a relationship is dependent on the other, the dependent person also has some power known as ______ power.

Answer 2

countervailing

Question 3

The sources of power that originate mostly from a person’s formal position in an organization include ______ power. (Check all that apply.)

Answer 3

legitimate

reward

coercive

Question 4

Legitimate power is based on a person’s ______.

Answer 4

formal job description

Question 5

The range of activities an individual is willing to engage in at the direction of a person with legitimate authority is ______.

Answer 5

the zone of indifference

Question 6

Which of the following statements about power are true? (Check all that apply)

Answer 6

It is the potential to change someone’s attitudes.

It exists when others believe you have power.

Question 7

Dependence in an exchange relationship is asymmetric if ______.

Answer 7

one person controls a resource needed by the other

Question 8

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.

Answer 8

expert

Question 9

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 ______.

Answer 9

the norm of reciprocity

Question 10

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.

Answer 10

legitimate

Question 11

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 ______.

Answer 11

reward power

Question 12

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.

Answer 12

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.

Question 13

When team members are sarcastic or ostracize another member for not meeting team norms, they are using ______ power.

Answer 13

coercive

Question 14

Although one party in a relationship is dependent on the other, the dependent person also has some power known as ______ power.

Answer 14

countervailing

Question 15

The ability to cope with uncertainty in the environment is an important source of ______ power.

Answer 15

expert

Question 16

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 ______.

Answer 16

the norm of reciprocity

Question 17

The type of power that originates within the person, that develops slowly, and is based on interpersonal skills is ______ power.

Answer 17

referent

Question 18

The source of power in an organization based on a person’s ability to decide pay, promotions, scheduling, and work assignments is ______ power.

Answer 18

reward

Question 19

True or false: Valuable expertise alone can make one powerful in an organization.

Answer 19

False.

Question 20

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 ______.

Answer 20

nonsubstitutability

Question 21

The ability of a manager to punish an employee is _______ power.

Answer 21

coercive

Question 22

The power holder’s importance based on the degree and nature of that person’s interdependence with others is ______.

Answer 22

centrality

Question 23

A personal source of power based on the possession of knowledge or skills valued by others is ______ power.

Answer 23

expert

Question 24

The type of power that may be based on charisma is ______ power.

Answer 24

referent

Question 25

Employees can increase visibility by ______.

Answer 25

being located in central work areas

Question 26

Potential sources of power in an organization can generate power only in certain conditions. These contingencies include:

Answer 26

visibility centrality nonsubstitutability

Question 27

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 ______.

Answer 27

discretion

Question 28

An example of ______ is when employees are replaced by technology to produce a product more cheaply.

Answer 28

substitutability

Question 29

Which of the following are commonalities that can form social networks?

Answer 29

Physical proximity Kinship Common interests

Question 30

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 ______.

Answer 30

centrality

Question 31

True or false: The sharing of resources, information, trust, and knowledge among those in a social network creates legitimate power.

Answer 31

False. Networks create social capital. Only the organization's formal structure creates legitimate power.

Question 32

What are some benefits of having strong ties in contrast to weak ties?

Answer 32

They offer more resources more quickly. They lead to better cooperation for favors. They provide greater social support.

Question 33

A problem that telecommuters have in generating power is their lack of _____ because they are seldom seen in the office.

Answer 33

visibility

Question 34

An important contingency of power in social networks that refers to where you are located in the network is ______.

Answer 34

centrality

Question 35

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.

Answer 35

discretion

Question 36

A disadvantage of social networks is that they ___.

Answer 36

can increase workplace discrimination

Question 37

Social structures of individuals or social units that are connected to each other through one or more forms of interdependence are known as ______.

Answer 37

social networks

Question 38

The knowledge and other resources available to people or social units from a durable network that connects to others is ______.

Answer 38

social capital

Question 39

The advantage of having strong ties in social networks is that ______.

Answer 39

they offer resources more quickly and plentifully than weak ties

Question 40

Power in motion, or any behavior designed to change someone's attitudes or behavior, is known as ______.

Answer 40

influence

Question 41

A factor in centrality in social networks that refers to the number of connections to others in the network is ______.

Answer 41

degree centrality

Question 42

Assertiveness and silent authority are influence tactics that are based on ______ power.

Answer 42

legitimate

Question 43

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 _____.

Answer 43

a men's golf tournament

Question 44

Which of the following are commonalities that can form social networks?

Answer 44

Common interests Physical proximity Kinship

Question 45

The difference between hard and soft influence tactics is that ______.

Answer 45

hard tactics are based on position power

Question 46

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 ___.

Answer 46

silent authority

Question 47

The definition of influence is ___.

Answer 47

any behavior that attempts to alter someone's attitudes or behavior

Question 48

The influence tactics most commonly used in organizations include ___.

Answer 48

information control silent authority assertiveness

Question 49

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 _______.

Answer 49

assertiveness

Question 50

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.

Answer 50

hard soft

Question 51

The conditions for the use of silent authority as an influence tactic include ______.

Answer 51

The target person's role expectations the requester's legitimate power

Question 52

Power in motion, or any behavior designed to change someone's attitudes or behavior, is known as ______.

Answer 52

influence

Question 53

People with centrality in social networks are able to influence others using ______.

Answer 53

information control

Question 54

Attempts to influence people outside a group by pooling the resources and power of its members is the tactic known as ______.

Answer 54

coalition formation

Question 55

Actively applying legitimate or coercive power to influence others is ______.

Answer 55

assertiveness

Question 56

The type of influence that calls on someone with higher authority or expertise is ______.

Answer 56

upward appeal

Question 57

The ability to influence others by presenting facts, logical arguments, and emotional appeals is ______.

Answer 57

persuasion

Question 58

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 ______.

Answer 58

the inoculation effect

Question 59

George regularly shares positive outcomes by his work group with his manager while seldom reporting problems or mistakes. He is using the tactic of ______.

Answer 59

centrality to control information

Question 60

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?

Answer 60

He formed a coalition.

Question 61

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?

Answer 61

Persuasion

Question 62

Relying on the authority of the firm's policies or values is an example of the influence tactic known as ______.

Answer 62

upward appeal

Question 63

The effectiveness of persuasion depends on ______.

Answer 63

contents of the message characteristics of the persuader the audience being persuaded

Question 64

A persuasive communication strategy that warns listeners to be wary of others' future arguments is ______.

Answer 64

the inoculation effect

Question 65

Genevieve has shown her manager new cost savings to convince him to change to a new supplier. She is using the influence tactic of ______.

Answer 65

persuasion

Question 66

Impression management is often used to ______.

Answer 66

get ahead in the workplace develop a personal brand

Question 67

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 ______.

Answer 67

ingratiation

Question 68

What is the influence tactic that uses the promise of future benefits for the targeted person to get compliance with a request?

Answer 68

Exchange

Question 69

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 ______.

Answer 69

commitment

Question 70

Organization A in Germany and Organization B in Japan may use a different influence tactic because of their ______.

Answer 70

cultural values

Question 71

The practice of actively shaping our public image is ______.

Answer 71

impression management

Question 72

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 ______.

Answer 72

Machiavellian

Question 73

Flattering your boss, agreeing with your boss publicly, and asking your boss for advice are all examples of the influence tactic known as ______.

Answer 73

ingratiation

Question 74

What influence tactic relies on the norm of reciprocity?

Answer 74

Exchange

Question 75

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 ______.

Answer 75

commitment

Question 76

Which of the following is most likely to encourage organizational politics?

Answer 76

A one-sentence announcement that there will be layoffs starting next week

Question 77

Selecting the most appropriate influence tactic depends on which of the following values?

Answer 77

Organizational values Personal values Cultural values

Question 78

A personal characteristic that supports organizational politics through self-serving behaviors is ______.

Answer 78

the need for personal power

Question 79

Organizations can control conditions that lead to dysfunctional political activities by ______.

Answer 79

keeping employees well informed

Question 80

What is the influence tactic that uses the promise of future benefits for the targeted person to get compliance with a request?

Answer 80

Exchange

Question 81

Conditions that support organizational politics include ______.

Answer 81

scarce resources

Question 82

Which of the following are ways to minimize organizational politics? (Check all that apply)

Answer 82

Encourage employee involvement. Have clear guidelines and rules.