Organizational Behaviour - Chapter 10

Question 1

is the capacity of a person, team, organization to influence others

Answer 1

Power

Question 2

the less powerful party has some degree of power. Managers have power over subordinates. Employees have this by possessing skills and knowledge to keep production humming and customers happy

Answer 2

Countervailing power

Question 3

What are the 5 sources of power

Answer 3

Legitimate
Reward
Coercive
Expert
Referant

Question 4

What are the four contingencies of power

Answer 4

Substitutability
Centrality
Discretion
Visbility

Question 5

is an agreement among organizational members that people in certain roles can request a set of behaviours from others

Answer 5

Legitimate power

Question 6

a feeling of obligation to help someone who has helped you

Answer 6

Norm of reciprocity

Question 7

derived from the person’s ability to cocntrol the allocation of rewards valued by others and to remove negative sanctions

Answer 7

Reward power

Question 8

the ability to apply punishment

Answer 8

Coercive power

Question 9

An individual’s or work unit’s capacity to influence others by possessing knowledge or skills valued by others

Answer 9

Expert power

Question 10

what are three ways companies cope with uncertainty

Answer 10

Prevention
Forecasting
Absorption

Question 11

When an individual is identified with, liked or respected

Answer 11

Referent power

Question 12

a form of interpersonal attraction whereby followers ascribe almost magical powers to the individual

Answer 12

Charisma

Question 13

refers to the availability of alternaties

Answer 13

Substitutability

Question 14

refers to the power holder’s importance based on the degree and nature of interdependence with others

Answer 14

Centrality

Question 15

employees gain power when their talents remain in the forefront of the minds of their buss, co-workers and others

Answer 15

Visibility

Question 16

The freedom to exercise judgement - to make decisions without referring to a specific rule or receiving permission from someone else

Answer 16

Discretion

Question 17

social structures of individuals or social units that are connected to each other through one or more forms of interdependence

Answer 17

Social networks

Question 18

the goodwill and resulting resources shared among members in a social network

Answer 18

Social capital

Question 19

the gap between two clusters of people in a network

Answer 19

Structural hole

Question 20

refers to any behaviour that attempts to alter someone’s attitudes or behaviour

Answer 20

influence

Question 21

What are some types of influence tactics

Answer 21

Silent Authority
Assertiveness
Information control
Coalition information
Upward appeal
Persuasion
Impression management
Exchange

Question 22

influencing behaviour through legitimate power without explicityly referring to that power base

Answer 22

Silent authority

Question 23

Actively applying legitimate and coercive power by applying pressure or threats

Answer 23

Assertiveness

Question 24

Explicitly manipulating someone else’s access to information for the purpose of changing their attitudes and/or behaviour

Answer 24

Information control

Question 25

Forming a group that attempts to influence others by pooling the resources and power of its members

Answer 25

Coalition information

Question 26

gaining support from one or more people with higher authority or expertise

Answer 26

Upward appeal

Question 27

using logical arguments, factual evidence, and emotional appeals to convince people of the value ofa request

Answer 27

Persuasion

Question 28

Actively shaping through self-presentation and other means the perceptions and attitudes that others have of us, which includes ingratiation

Answer 28

Impression management

Question 29

refers to the influencer's attempt to be more liked by the targeted person or group

Answer 29

Ingratiation

Question 30

Promising benefits or resources in exchange for the target's person's compliance

Answer 30

Exchange

Question 31

causes listerners to generate counterarguments to the anticipated persuasion attempts, which makes the opponents subsequent persuasion attempts less effective

Answer 31

Inoculation effect

Question 32

actively shaping the perceptions and attitudes that others have of us

Answer 32

Impression management

Question 33

What are the soft influence tactics?

Answer 33

Persuasion Ingratiation Impression management exchange

Question 34

What are the hard influence tactics?

Answer 34

``` Silent authority Upward appeal coalition formation information control Assertiveness ```

Question 35

what are the three ways people reach when others try to influence them?

Answer 35

Commitment Compliance Resistance

Question 36

when they seem to be self-serving behaviours at the expense of others and possibly contrary to the interests of the entire organization

Answer 36

Organizational policies

Question 37

those with a need for personal power seek power for its own sake and try to acquire more power.

Answer 37

Machiavellian values