MGMT Exam 3 Flashcards - Chapter 13

Question 1

What is leadership?

Answer 1

The use of power and influence to direct the
activities of followers toward goal achievement

Question 2

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?

Answer 2

Referent power

Question 3

What type of power has the ability to influence based on a deep knowledge base in a particular field?

Answer 3

Expert power

Question 4

Which form of power is associated with increased levels of affective commitment in the organization?

Answer 4

Referent

Question 5

True or false: Individuals do not possess power unless they use it?

Answer 5

FALSE

Question 6

What type of power resides within an individual, regardless of his or her position within an organization?

Answer 6

referent power

Question 7

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?

Answer 7

Coercive

Question 8

The capacity to discipline a subordinate is associated with ______ power.

Answer 8

Coercive

Question 9

What is an individual’s capacity to determine the actions of others and not be persuaded by others?

Answer 9

Power

Question 10

Power that arises as a result of an individual’s desirable personal traits is known as what kind of power?

Answer 10

referent

Question 11

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?

Answer 11

legitimate

Question 12

When LaSaundra was late for the second time in a week, her boss docked her pay. LaSaundra’s boss has what kind of power?

Answer 12

Coercive

Question 13

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.

Answer 13

Coercive power

Question 14

What type of power comes from the position held in the organization or society?

Answer 14

Legitimate

Question 15

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?

Answer 15

Reward power

Question 16

How do people react to referent power?

Answer 16

associated with commitment and performance

Question 17

How do people react to coercive power?

Answer 17

usually associated with resistance & compliance

Question 18

How do people react to legitimate power?

Answer 18

This type of power has positive influence and is associated with compliance

Question 19

How do people react to reward power?

Answer 19

This type of power has positive influence and is associated with compliance

Question 20

What are the four contingency factors that impact the amount of power a person has?

Answer 20

Low substitutability,
High discretion,
High centrality,
High visibility

Question 21

What is subsitutability?

Answer 21

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

Question 22

What is discretion?

Answer 22

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.

Question 23

What is centrality?

Answer 23

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.

Question 24

What is visibility

Answer 24

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.

Question 25

What is influence?

Answer 25

The use of an actual behavior that causes behavioral or attitudinal changes in others

Question 26

What are the most effective influence tactics?

Answer 26

rational persuasion, consultation, inspirational appeals, collaboration

Question 27

What are the moderate effective influence tactics?

Answer 27

ingratiation, personal appeals, exchange, apprising

Question 28

What are the least effective influence tactics?

Answer 28

pressure, coalition

Question 29

What are the different influence tactics?

Answer 29

"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"

Question 30

What is rational persuasion?

Answer 30

Trying to convince someone with reason, logic, or facts. Only tactic that is consistently successful in the case of upward influence

Question 31

What is trying to build enthusiasm by appealing to others emotions, ideals, or values?

Answer 31

Inspirational Appeals

Question 32

What is getting others to participate in planning, making decisions, and changes? Increases commitment from the target b/c their opinions are valued.

Answer 32

Consultation

Question 33

What is attempting to make it easier for target to complete the request by offering assistance, removing obstacles or providing resources?

Answer 33

Collaboration

Question 34

What is getting someone in a good mood prior to making a request and being friendly, helpful, and using praise, flattery, or humor?

Answer 34

Ingratiation

Question 35

What are personal appeals?

Answer 35

Referring to friendship and loyalty when making a request.

Question 36

What is explaining how personally beneficial to the target performing the request will be?

Answer 36

Apprising

Question 37

What is making express or implied promises and trading favors?

Answer 37

Exchange

Question 38

What is getting others to support your effort to persuade someone? "Ganging up"

Answer 38

Coalition

Question 39

What is demanding compliance or using intimidation or threats?

Answer 39

Pressure

Question 40

What is basing a request on one's authority or right, organizational rules or policies, or express or implied support from superiors? Name dropping

Answer 40

Legitimating tactics/Upward appeals:

Question 41

What are the three specific responses to influence efforts?

Answer 41

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)

Question 42

What is organizational politics?

Answer 42

actions by individuals that are directed toward the goal of furthering one's own self-interest possibly at the expense of the organization.

Question 43

What are the four political skills that individuals might develop in organizations?

Answer 43

1. Networking ability: adeptness at identifying and developing diverse contacts. 2. Social astuteness: tendency to observe others and accurately interpret their behavior. 3. Interpersonal influence: having an unassuming and convincing style that is flexible enough to adapt to different situations. 4. Apparent sincerity: appearing to others to have high levels of honesty and genuineness.

Question 44

What are the personal characteristics that might impact the level of political behavior in organizations?

Answer 44

need for power, machiavellianism

Question 45

What are the organizational characteristics that might impact the level of political behavior in organizations?

Answer 45

lack of participation in decision making, limited resources, ambiguity in roles, high performance pressure, unclear performance evaluations

Question 46

What is machiavellianism?

Answer 46

willingness to manipulate and deceive others to acquire more power.

Question 47

What are unclear performance evaluations?

Answer 47

if you don't know what you will be evaluated on, you engage in behaviors to create the most favorable perception

Question 48

What does high performance pressure cause people to do?

Answer 48

drives people to take short-cuts.

Question 49

How would an overly political environment impact the employees in an organization?

Answer 49

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.

Question 50

What are the five styles of conflict resolution?

Answer 50

competing collaborating compromise avoiding accommodating

Question 51

What are the two types of bargaining that might take place in a negotiation process?

Answer 51

1. Distributive bargaining: win-lose negotiating over a fixed pie of resources. Use competing conflict resolution style. 2. 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.

Question 52

What are the stages of negotiation?

Answer 52

1. 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. 2. Exchanging Information: non-confrontational process in which each side makes a case for its position. Involves a lot of information sharing and questioning. 3. Bargaining: give and take discussion leading to an agreement. 4. Closing and commitment: formalize the agreement in writing or with a handshake.

Question 53

What biases might negotiators have that could inhibit the sides from reaching a positive agreement?

Answer 53

1. 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. 2. Emotions: as human beings we may let either our positive or negative emotions overwhelm our logic and make negotiations difficult.

Question 54

What happens if the two parties cannot reach an agreement on an objective and neutral third-party can be brought in to resolve it?

Answer 54

Alternative Dispute Resolution

Question 55

What are the two methods of alternative dispute resolution?

Answer 55

1. 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. 2. Arbitration: third party listens to the cases for each side and makes a decision.

Question 56

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?

Answer 56

Mediation

Question 57

At which stage of negotiation is each party likely to make concessions in order to gain something in return?

Answer 57

bargaining

Question 58

In which type of alternative dispute resolution is the third party's judgment considered final and binding?

Answer 58

arbitration

Question 59

Which stage of negotiation involves goal-setting by the negotiating parties?

Answer 59

preparation

Question 60

A third, outside entity decides on a binding settlement to end a conflict in the dispute resolution process called ______.

Answer 60

arbitration

Question 61

When two sides determine that they have roughly the same status, what kind of approach will they tend to use in their negotiations?

Answer 61

integrative

Question 62

According to research, internalization and compliance facilitated by power and influence can increase ______? job dissatisfaction normative commitment citizenship behavior counterproductive behavior

Answer 62

citizenship behavior

Question 63

Styles of conflict resolution can be described in terms of the factors of cooperation and ______

Answer 63

Assertiveness

Question 64

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?

Answer 64

Negotiation

Question 65

What kind of bargaining involves searching for mutually profitable options and logical trade-offs so that both parties achieve a satisfying outcome?

Answer 65

integrative

Question 66

At which stage of the negotiation process would you establish your best alternative to a negotiated agreement (BATNA)?

Answer 66

preparation

Question 67

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?

Answer 67

Accomodating

Question 68

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.

Answer 68

distributive

Question 69

Integrative bargaining involves what kind of negotiating?

Answer 69

win-win

Question 70

The quote "Flattery will get you everywhere" demonstrates the power of which influence tactic?

Answer 70

ingratiation

Question 71

The ______ approach to conflict management generally creates the best results and opinions from all of the participants in a situation.

Answer 71

Collaboration

Question 72

What is organizational politics?

Answer 72

Individual actions directed toward the goal of furthering a person’s own self-interests.

Question 73

True or false: People generally have negative perceptions of organizational politics?

Answer 73

TRUE

Question 74

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

Answer 74

high performance pressures changing resources unclear performance evaluation measures

Question 75

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

Answer 75

Compliance

Question 76

Organizational ______ are actions by individuals that are directed toward the goal of furthering their own self-interests.

Answer 76

Politics

Question 77

What is the possession of traits that can easily adapt to a variety of circumstances?

Answer 77

interpersonal influence

Question 78

What is the ability to view and study the actions of others?

Answer 78

social astuteness

Question 79

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?

Answer 79

Downward

Question 80

What is a defining trait of organizational politics?

Answer 80

It seeks to advance self-interest.

Question 81

What is requesting something based on a person's relationship with the influencer?

Answer 81

personal appeals