Chapter 13: Power and Organizational Politics

Question 1

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

Answer 1

Power

Question 2

Is based on an individual’s position in an organization

Answer 2

Formal Power

Question 3

It depends on fear of the negative results from failing to comply.

Answer 3

Coercive Power

Question 4

With which people comply because it produces positive benefits.

Answer 4

Reward Power

Question 5

It represents the formal authority to control and use organizational resources based on structural position in the organization.

Answer 5

Legitimate Power

Question 6

Two bases of personal power

Answer 6

Expert Power and Referent Power

Question 7

Is influence wielded as a result of expertise, special skills, or knowledge.

Answer 7

Expert Power

Question 8

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

Answer 8

Referent Power

Question 9

Power Tactics

Answer 9

Legitimacy
Rational Persuasion
Inspirational Appeals
Consultation
Exchange
Personal Appeals
Ingratiation
Pressure
Coalitions

Question 10

Relying on your authority position, or saying that a request accords with organizational policies or rules.

Answer 10

Legitimacy

Question 11

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

Answer 11

Rational Persuasion

Question 12

Developing emotional commitment by appealing to a target’s value, need, hopes, and aspirations.

Answer 12

Inspirational Appeals

Question 13

Increasing support by involving the target in deciding how you will accomplish your plan.

Answer 13

Consultation

Question 14

Rewarding the target with benefits or favors in exchange for following a request.

Answer 14

Exchange

Question 15

Asking for compliance based on friendship or loyalty.

Answer 15

Personal Appeals

Question 16

Using flattery, praise, or friendly behavior prior to making a request.

Answer 16

Ingratiation

Question 17

Using warnings, repeated demands, and threats.

Answer 17

Pressure

Question 18

Enlisting the aid or support of others to persuade the target to agree.

Answer 18

Coalitions

Question 19

Their ability to influence others to enhance their own objectives.

Answer 19

Political Skill

Question 20

It consists of activities that are not required as part of an individual’s formal role but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization.

Answer 20

Political Behavior

Question 21

Used to translate power bases into specific actions that influence others.

Answer 21

Power tactics

Question 22

The process by which individuals attempt to control the impression others form of them.

Answer 22

Impression Management

Question 23

It treats the reward “pie” as fixed, so any gain one person or group achieves has to come at the expense of another person or group.

Answer 23

Zero-Sum Approach

Question 24

Reactive and protective behaviors to avoid action, blame, or change.

Answer 24

Defensive Behaviors

Question 25

Impression Management (IM) Techniques

Answer 25

Conformity
Favors
Excuses
Apologies
Self-Promotion
Enhancement
Flattery
Exemplification