Chapter Fifteen

Question 1

Climate of Destructive

Answer 1

competition and suspicion

Question 2

Climate of Openness

Answer 2

cooperation and trust

Question 3

Rational Persuasion

Answer 3

using logical arguments and facts to persuade another that a desired result will occur

commitment

Question 4

Inspirational Appeal

Answer 4

arousing enthusiasm by appealing to one’s values and beliefs

likely to get commitment

Question 5

Consultation

Answer 5

asking for participation in decision making or planning a change

likely to get commitment

Question 6

Ingratiation

Answer 6

getting someone to do what you want by putting that person in a good mood or getting him or her to like you

likely to get resistance

Question 7

Personal Appeal

Answer 7

appealing to feelings of loyalty and friendship before making a request

Question 8

Exchange

Answer 8

promising some benefits in exchange for complying with a request

Question 9

Coalition Building

Answer 9

persuading by seeking the assistance of others or by noting the support of others

likely to get compliance or maybe resistance

Question 10

Legitimating

Answer 10

pointing out one’s authority to make a request or verifying that it is consistent with prevailing organizational policies and practices

Question 11

Pressure

Answer 11

seeking compliance by using demands, threats, or intimidation

likely to get resistance or sometimes compliance

Question 12

Committment

Answer 12

a strong positive response; where you want to be

the person will agree only because there is something positive in it for him/her or something negative will happen if they dont

Question 13

Compliance

Answer 13

completion of request

the person will agree only because there is something positive in it for him/her or something negative will happen if they dont

Question 14

Resistance

Answer 14

a strong negative response

request will be disregarded, influence attempt is unsuccessful

Question 15

Social Power

Answer 15

the ability to get things done with human, informational, and material resources; power not over others but ability to get things done

Question 16

Personalized Power

Answer 16

used for personal gain

Question 17

Socialized Power

Answer 17

used to create motivation and accomplish group goals

Question 18

Reward

Answer 18

positive power; if you do it i will give you something

Question 19

Coercive

Answer 19

positive power; if you dont do it something bad will happen

Question 20

Legitimate

Answer 20

positive power; do it because the boss asks you to

can be positive or negative

Question 21

expert

Answer 21

personal power; do it because i know a lot about this subject

Question 22

referent

Answer 22

personal power; do it because you like me

Question 23

Upward influenced power

Answer 23

expert, referent

Question 24

Peer power

Answer 24

expert, referent

Question 25

Downward power

Answer 25

reward, coercive

Question 26

Which combination is the best of the strategies?

Answer 26

expert or referent, legitimate or referent

Question 27

Empowerment

Answer 27

sharing varying degrees of power with lower-level employees to tap their full potential (throughout organization)

Question 28

Authoritarian Power

Answer 28

domination, low empowerment

Question 29

Influence Power

Answer 29

Consultation, more empowerment

Question 30

Power Sharing Power

Answer 30

Participation, even more empowerment

Question 31

Power Distribution Power

Answer 31

Delegation, high empowerment

Question 32

Participative Management

Answer 32

the process whereby employees play a direct role in setting goals, making decisions, solving problems, making changes in the organization

Question 33

Delegation

Answer 33

granting decision making authority to people at lower levels

Question 34

How can delegation be used effectively?

Answer 34

to develop employees

Question 35

Barriers to delegation

Answer 35

lack of confidence in lower levels, low self-confidence, fear of being called lazy, vague job definition, fear of competition, lack of controls

Question 36

Organizational Politics

Answer 36

intentional enhancement of self-interest....but it should be aligned with the organizations interest

Question 37

Uncertainty in Political Behavior

Answer 37

unclear objectives, vague performance measures, ill-defined decision processes, strong individual or group competition, any type of change

Question 38

individual levels of political action

Answer 38

cooperative pursuit of general self-interests

Question 39

coalition levels of political action

Answer 39

cooperative pursuit of group interests in specific issues

Question 40

Network levels of political action

Answer 40

individual pursuit of general self-interests

Question 41

How to keep organizational politics within reasonable bounds

Answer 41

screen out overly political individuals at hiring time, create and open-book management system, make sure employees know how the business work, formal conflict resolution, recognize and reward those who get results without political games