Chapter 13

Question 1

the capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes

Answer 1

power

Question 2

B’s relationship to A when A possesses something that B requires

Answer 2

dependence

Question 3

a power base that depends on fear of the negative results from failing to comply

Answer 3

coercive power

Question 4

compliance achieved based on the ability to distribute rewards that others view as valuable

Answer 4

reward power

Question 5

the power a person receives as a result of his or her position in the formal hierarchy of an organization

Answer 5

legitimate power

Question 6

influence based on special skills or knowledge

Answer 6

expert power

Question 7

influence based on identification with a person who has desirable resources or personal traits

Answer 7

referent power

Question 8

ways in which individuals translate power bases into specific actions

Answer 8

power tactics

Question 9

the ability to influence others so that one’s objectives are attained

Answer 9

political skill

Question 10

any unwanted activity of a sexual nature that affects an individual’s employment and creates a hostile work environment

Answer 10

sexual harassment

Question 11

activities that are not required as part of a person’s formal role in the organization but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization

Answer 11

political behavior

Question 12

an approach that treats the reward “pie” as fixed so that any grains by one individual are at the expense of another

Answer 12

zero-sum approach

Question 13

reactive and protective behaviors to avoid action, blame, or change

Answer 13

defensive behaviors

Question 14

the process by which individuals attempt to control the impressions that others form of them

Answer 14

impression management

Question 15

method that examines patterns of communication among organizational members to identify how information flows between them

Answer 15

social network analysis

Question 16

graphical illustration of the associations among individuals in a social network

Answer 16

sociogram

Question 17

relying on your authority position or saying that a request is in accordance with organization policies or rules

Answer 17

legitimacy

Question 18

presenting logical arguments and factual evidence to demonstrate that a request is reasonable

Answer 18

rational persuasion

Question 19

developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations

Answer 19

inspirational appeals

Question 20

increasing support by involving the target in deciding how to accomplish your plan

Answer 20

consultation

Question 21

rewarding the target with benefits or favors in exchange for acceding to a request

Answer 21

exchange

Question 22

asking for compliance based on friendship or loyalty

Answer 22

personal appeals

Question 23

using flattery, praise, or friendly behavior prior to making a request

Answer 23

ingratiation

Question 24

using warnings, repeated demands, and threats

Answer 24

pressure

Question 25

enlisting the aid or support of others to persuade the target to agree

Answer 25

coalitions