Chapter 7

Question 1

Power

Answer 1

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

Question 2

Dependency

Answer 2

B’s relationship to A when A processes something that B needs

Question 3

Coercive Power

Answer 3

Power based on fear

Question 4

Reward Power

Answer 4

Power based on the ability to provide benefits or rewards to people.

Question 5

Legitimate Power

Answer 5

Power based on relative position in the organizational hierarchy

Question 6

Expert Power

Answer 6

Power based on a person’s experience or knowledge

Question 7

Referent Power

Answer 7

You like the person and enjoy doing things for him/her

Question 8

Information Power

Answer 8

The person has data or knowledge that you need

Question 9

Commitment

Answer 9

The person is enthusiastic about the request and carries out the task

Question 10

Compliance

Answer 10

Person begrudgingly goes along with task, puts in minimal effort.

Question 11

Resistance

Answer 11

The person is opposed to the request and tries to avoid it.

Question 12

What powers are least effective?

Answer 12

Coercive, Legitimate and Reward but they are the easiest to implement.

Question 13

What powers are most effective?

Answer 13

Referent/ Expert

Question 14

Importance in Dependency

Answer 14

The things you control must be important

Question 15

Scarcity in Dependency

Answer 15

A resource must be perceived as scarce

Question 16

Non-Substituability

Answer 16

The resource cannot be substituted with something else

Question 17

Empowerment

Answer 17

The freedom and ability of employees to make decisions and commitments

Question 18

What are the 9 influence tactics?

Answer 18

Rational Persuasion, Inspirational appeals, Consultation , Ingratiation, Personal Appeals, Exchange, Coalition Tactics, Pressure, Legitimating Tactics

Question 19

What are the conditions for true empowerment?

Answer 19

1. there must be a clear definition of values and and mission of the company
2. Company must help employees acquire the relevant skills
3. Employees need to be supported in there decision making and not criticized when they try to do something extraordinary
4. Employees need to be recognized for there effort

Question 20

Sense of self determination (Characteristics of empowered people)

Answer 20

Free to choose how to do your work; not micromanaged

Question 21

Sense of Meaning (characteristics of empowered people)

Answer 21

Employees feel that there work is important to them; they care about what they are doing

Question 22

Sense of competence (characteristics of empowered people)

Answer 22

employees confident about there ability to perform a task;

Question 23

Sense of impact (characteristics of empowered people)e

Answer 23

employees believe they can influence their work; others listen to them

Question 24

Political behaviour

Answer 24

activities that influence, or attempt to influence the distribution of advantages and disadvantages within the organization.

Question 25

What are the types of political activity?

Answer 25

Attacking or blaming others, Using information, managing impressions, building support for ideas, praising others, building coalitions, associating with influential people, creating obligations

Question 26

Impression management

Answer 26

Process of individuals attempting to influence others impressions of them

Question 27

Self- promotion

Answer 27

promoting one’s accomplishments

Question 28

ingratiation (job interview approach)

Answer 28

Complimenting the interviewer and finding areas of agreement