MGMT Exam 3 Flashcards - Chapter 13
What is leadership?
The use of power and influence to direct the
activities of followers toward goal achievement
What type of power has the ability to influence the target because the target likes and respects the source. They wish to replicate the sources accomplishments?
Referent power
What type of power has the ability to influence based on a deep knowledge base in a particular field?
Expert power
Which form of power is associated with increased levels of affective commitment in the organization?
Referent
True or false: Individuals do not possess power unless they use it?
FALSE
What type of power resides within an individual, regardless of his or her position within an organization?
referent power
The police officer who stops you for driving 58 mph in a zone where the speed limit is 45 mph and issues you a speeding ticket is exercising which kind of power?
Coercive
The capacity to discipline a subordinate is associated with ______ power.
Coercive
What is an individual’s capacity to determine the actions of others and not be persuaded by others?
Power
Power that arises as a result of an individual’s desirable personal traits is known as what kind of power?
referent
Mycah objected to the format her boss wanted her to use to report the monthly sales statistics. “I just don’t see why I have to do it that way,” she complained. Her boss responded simply, “Because I’m the boss; that’s why.” This is an example of ______ power?
legitimate
When LaSaundra was late for the second time in a week, her boss docked her pay. LaSaundra’s boss has what kind of power?
Coercive
What is power based in threat? Influence comes from the ability to control negative valence outcomes that the target wishes to avoid and are perceived to be in the control of the source.
Coercive power
What type of power comes from the position held in the organization or society?
Legitimate
What power has the ability to influence others through the control of positive valence outcomes that are desired by the target and are perceived to be under the control of the source?
Reward power
How do people react to referent power?
associated with commitment and performance
How do people react to coercive power?
usually associated with resistance & compliance
How do people react to legitimate power?
This type of power has positive influence and is associated with compliance
How do people react to reward power?
This type of power has positive influence and is associated with compliance
What are the four contingency factors that impact the amount of power a person has?
Low substitutability,
High discretion,
High centrality,
High visibility
What is subsitutability?
degree to which people have alternatives in accessing scarce and critical resources. Leaders that control resources to which no one is else has access can use their power to gain greater influence
What is discretion?
degree to which managers have the right to make decisions on their own. If managers are forced to follow org policies and rules, their ability to influence others is reduced.
What is centrality?
degree to which a person’s job requires others to depend on them to accomplish tasks. Leaders who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others.
What is visibility
how aware others are of a leader’s power. If everyone knows that a leader has a certain level of power, the ability to use that power to influence others is likely to be high.
What is influence?
The use of an actual behavior that causes behavioral or attitudinal changes in others
What are the most effective influence tactics?
rational persuasion, consultation, inspirational appeals, collaboration
What are the moderate effective influence tactics?
ingratiation, personal appeals, exchange, apprising
What are the least effective influence tactics?
pressure, coalition
What are the different influence tactics?
“1. Rational persuasion
2. Inspirational Appeals
3. Consultation
4. Collaboration
5. Ingratiation
6. Personal appeals
7. Apprising
8.. Exchange
9. Coalition tactics
10. Pressure
11. Legitimating tactics/Upward appeals”
What is rational persuasion?
Trying to convince someone with reason, logic, or facts. Only tactic that is consistently successful in the case of upward influence
What is trying to build enthusiasm by appealing to others emotions, ideals, or values?
Inspirational Appeals
What is getting others to participate in planning, making decisions, and changes? Increases commitment from the target b/c their opinions are valued.
Consultation
What is attempting to make it easier for target to complete the request by offering assistance, removing obstacles or providing resources?
Collaboration
What is getting someone in a good mood prior to making a request and being friendly, helpful, and using praise, flattery, or humor?
Ingratiation
What are personal appeals?
Referring to friendship and loyalty when making a request.
What is explaining how personally beneficial to the target performing the request will be?
Apprising
What is making express or implied promises and trading favors?
Exchange
What is getting others to support your effort to persuade someone? “Ganging up”
Coalition
What is demanding compliance or using intimidation or threats?
Pressure
What is basing a request on one’s authority or right, organizational rules or policies, or express or implied support from superiors? Name dropping
Legitimating tactics/Upward appeals:
What are the three specific responses to influence efforts?
most effective:
Internalization - target agrees with and becomes committed to request (behavioral and attitudinal changes)
moderately effective:
Compliance - target is willing to perform request, but does so with indifference (behavioral change only)
least effective:
Resistance - target is opposed to request and attempt to avoid doing it (no change)
What is organizational politics?
actions by individuals that are directed toward the goal of furthering one’s own self-interest possibly at the expense of the organization.
What are the four political skills that individuals might develop in organizations?
- Networking ability: adeptness at identifying and developing diverse contacts.
- Social astuteness: tendency to observe others and accurately interpret their behavior.
- Interpersonal influence: having an unassuming and convincing style that is flexible enough to adapt to different situations.
- Apparent sincerity: appearing to others to have high levels of honesty and genuineness.
What are the personal characteristics that might impact the level of political behavior in organizations?
need for power, machiavellianism
What are the organizational characteristics that might impact the level of political behavior in organizations?
lack of participation in decision making, limited resources, ambiguity in roles, high performance pressure, unclear performance evaluations
What is machiavellianism?
willingness to manipulate and deceive others to acquire more power.
What are unclear performance evaluations?
if you don’t know what you will be evaluated on, you engage in behaviors to create the most favorable perception
What does high performance pressure cause people to do?
drives people to take short-cuts.
How would an overly political environment impact the employees in an organization?
Negative Employee reactions: high levels of political behavior makes employees uneasy in the work environment.
1. Decreased job satisfaction.
2. Decreased organizational commitment.
3. Decreased task performance.
4. Increased stress and strain.
What are the five styles of conflict resolution?
competing
collaborating
compromise
avoiding
accommodating
What are the two types of bargaining that might take place in a negotiation process?
- Distributive bargaining: win-lose negotiating over a fixed pie of resources. Use competing conflict resolution style.
- Integrative bargaining: aimed at accomplishing a win-win solution which both parties agree to and may lead to a better solution than either party’s original positions.
What are the stages of negotiation?
- Preparation: each party determines what its goals are for the negotiation and whether or not the other party has anything to offer.
BATNA: Best Alternative To a Negotiated Agreement; each sides bottom-line. - Exchanging Information: non-confrontational process in which each side makes a case for its position. Involves a lot of information sharing and questioning.
- Bargaining: give and take discussion leading to an agreement.
- Closing and commitment: formalize the agreement in writing or with a handshake.
What biases might negotiators have that could inhibit the sides from reaching a positive agreement?
- Perceived power relationship: one or both sides may perceive they have more power than they actually do leading to a more aggressive approach to negotiations.
- Emotions: as human beings we may let either our positive or negative emotions overwhelm our logic and make negotiations difficult.
What happens if the two parties cannot reach an agreement on an objective and neutral third-party can be brought in to resolve it?
Alternative Dispute Resolution
What are the two methods of alternative dispute resolution?
- Mediation: third party tries to get the negotiations back on track by providing an unbiased opinion to get the parties to reach an agreement. Has no ability to dictate a solution.
- Arbitration: third party listens to the cases for each side and makes a decision.
Unable to reach agreement at the bargaining table, the National Basketball Association and its players union met with a third party who listened to both sides and tried to help them reach common ground but not create an official resolution. What type of alternative dispute resolution does this best describe?
Mediation
At which stage of negotiation is each party likely to make concessions in order to gain something in return?
bargaining
In which type of alternative dispute resolution is the third party’s judgment considered final and binding?
arbitration
Which stage of negotiation involves goal-setting by the negotiating parties?
preparation
A third, outside entity decides on a binding settlement to end a conflict in the dispute resolution process called ______.
arbitration
When two sides determine that they have roughly the same status, what kind of approach will they tend to use in their negotiations?
integrative
According to research, internalization and compliance facilitated by power and influence can increase ______?
job dissatisfaction
normative commitment
citizenship behavior
counterproductive behavior
citizenship behavior
Styles of conflict resolution can be described in terms of the factors of cooperation and ______
Assertiveness
Adele and Tina have been battling over space in their joint cubicle for weeks, and their boss has finally called them into the office to unemotionally discuss the matter and try to come up with a plan on how they can share their space. What is a term for this sort of meeting?
Negotiation
What kind of bargaining involves searching for mutually profitable options and logical trade-offs so that both parties achieve a satisfying outcome?
integrative
At which stage of the negotiation process would you establish your best alternative to a negotiated agreement (BATNA)?
preparation
What is the term for the conflict resolution style in which one party sacrifices its own self-interest and allows another party’s interests to take precedence?
Accomodating
Allison thinks she has more power than the other party in a negotiation. As a result, she will probably use the ______ approach when she negotiates.
distributive
Integrative bargaining involves what kind of negotiating?
win-win
The quote “Flattery will get you everywhere” demonstrates the power of which influence tactic?
ingratiation
The ______ approach to conflict management generally creates the best results and opinions from all of the participants in a situation.
Collaboration
What is organizational politics?
Individual actions directed toward the goal of furthering a person’s own self-interests.
True or false: People generally have negative perceptions of organizational politics?
TRUE
Which of the following tend to increase uncertainty that leads to politics in an organization?
high performance pressures
changing resources
clarity in role requirements
unclear performance evaluation measures
high performance pressures
changing resources
unclear performance evaluation measures
A person who hears the executives’ strong opinions may be willing to adopt the same opinions, but with mixed feelings, a reaction to influence called
Compliance
Organizational ______ are actions by individuals that are directed toward the goal of furthering their own self-interests.
Politics
What is the possession of traits that can easily adapt to a variety of circumstances?
interpersonal influence
What is the ability to view and study the actions of others?
social astuteness
A manager who persuades a subordinate to work late in order to finish a presentation that he plans to deliver in the morning is exercising what type of influence?
Downward
What is a defining trait of organizational politics?
It seeks to advance self-interest.
What is requesting something based on a person’s relationship with the influencer?
personal appeals
