Question 1

Exchange and ingratiation are:

Accepted Answer

A) two sources of power. 
B) indicators that a person lacks power due to low centrality. 
C) the only two political tactics that are equally common among men and women in organizational settings. 
D) relatively uncommon practices in Western countries. 
E) two forms of influence. 
A) two sources of power. 
B) indicators that a person lacks power due to low centrality. 
C) the only two political tactics that are equally common among men and women in organizational settings. 
D) relatively uncommon practices in Western countries. 
E) two forms of influence.

Question 2

You work as a marketing assistant in a consumer products company.Recently,your boss and more senior staff in the marketing department have been discussing alternative product packaging strategies.Through a major class project in your final year of business school,you learned about a very effective alternative to traditional product packaging that has been applied by a few European companies but is not well known in Canada.You ask your boss and others to give this idea careful consideration because there is little doubt that it would boost sales,particularly overseas where this new packaging has been applied.While the group is open to new ideas,you graduated from business school less than one year ago,so your ideas might not be taken as seriously.Moreover,without knowing about your idea,one senior employee joked about a similar concept,suggesting that she may oppose your idea.Using persuasive communication concepts,describe five things you would do to convince others in the marketing department to give your idea serious consideration.Briefly identify and explain two conditions that would limit your persuasiveness in this situation.

Accepted Answer

To answer this question,students should

Question 3

______________ is part of a larger influence tactic called _____________.

Accepted Answer

A) Persuasion; upward influence 
B) Ingratiation; impression management 
C) Upward appeal; persuasion 
D) Persuasion; ingratiation 
E) Impression management; persuasion 
A) Persuasion; upward influence 
B) Ingratiation; impression management 
C) Upward appeal; persuasion 
D) Persuasion; ingratiation 
E) Impression management; persuasion

Question 4

Ingratiation includes which of the following?

Accepted Answer

A) Flattering your boss 
B) Helping co-workers with their work. 
C) Seeking advice from other people. 
D) All of these are forms of ingratiation. 
E) Only helping co-workers and seeking advice from others represent examples of ingratiation. 
A) Flattering your boss 
B) Helping co-workers with their work. 
C) Seeking advice from other people. 
D) All of these are forms of ingratiation. 
E) Only helping co-workers and seeking advice from others represent examples of ingratiation.

Question 5

Referent power is mainly developed through a person's interpersonal skills.

Accepted Answer

A) True 
 B)False

Question 6

Displaying one's diplomas and degrees on office walls is one way professionals increase their visibility.

Accepted Answer

A) True 
 B)False

Question 7

You have just been hired as a brand manager of toothpaste for a large consumer products company.Your job mainly involves encouraging the advertising and production groups to promote and manufacture your product more effectively.These departments aren't under your direct authority,although company procedures indicate that they must complete certain tasks requested by brand managers.Describe the sources of power you can use to ensure that the advertising and production departments will help you make and sell toothpaste more effectively.

Accepted Answer

As brand manager,you might be able to us

Question 8

The influence strategy called "exchange" applies:

Accepted Answer

A) negotiation. 
B) ingratiation. 
C) persuasion. 
D) nonsubsitutability. 
E) both negotiation and ingratiation. 
A) negotiation. 
B) ingratiation. 
C) persuasion. 
D) nonsubsitutability. 
E) both negotiation and ingratiation.

Question 9

Which influence strategy is the most common in high power distance cultures?

Accepted Answer

A) Upward appeal 
B) Persuasion 
C) Assertiveness 
D) Silent authority 
E) Ingratiation 
A) Upward appeal 
B) Persuasion 
C) Assertiveness 
D) Silent authority 
E) Ingratiation

Question 10

Which of the following statements about countervailing power in organizational relationships is TRUE?

Accepted Answer

A) Countervailing power is like an umbrella; it prevents anyone else from having any power over you. 
B) Countervailing power is used by the stronger party to prevent the weaker party from leaving the relationship. 
C) Countervailing power is the weaker party's power to maintain the stronger party's continued participation in the relationship. 
D) Countervailing power is one of the ways that people have power by coping with uncertainty. 
E) Countervailing power is a personality characteristic of people who crave power. 
A) Countervailing power is like an umbrella; it prevents anyone else from having any power over you. 
B) Countervailing power is used by the stronger party to prevent the weaker party from leaving the relationship. 
C) Countervailing power is the weaker party's power to maintain the stronger party's continued participation in the relationship. 
D) Countervailing power is one of the ways that people have power by coping with uncertainty. 
E) Countervailing power is a personality characteristic of people who crave power.

Question 11

Supervisors who use ingratiation and impression management tactics tend to lose the respect of their staff.

Accepted Answer

A) True 
 B)False

Question 12

When the issue is extremely important to listeners,the speaker's personal characteristics are more important than the message content in persuading listeners.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following conditions would maximize your power through visibility?

Accepted Answer

A) You successfully deter the organization from hiring others with your valued skills. 
B) You become a member of a committee consisting mainly of senior people who must select a new university vice-chancellor. 
C) You are given the right to ignore formal rules and regulations when deciding this year's work schedule for employees in your department. 
D) You move into a job where your work affects other organizational members very quickly. 
E) You redesign a piece of equipment and avoid documenting these changes. 
A) You successfully deter the organization from hiring others with your valued skills. 
B) You become a member of a committee consisting mainly of senior people who must select a new university vice-chancellor. 
C) You are given the right to ignore formal rules and regulations when deciding this year's work schedule for employees in your department. 
D) You move into a job where your work affects other organizational members very quickly. 
E) You redesign a piece of equipment and avoid documenting these changes.

Question 14

A good strategy for women who want to be part of social networks is to learn how to play golf.

Accepted Answer

A) True 
 B)False

Question 15

Employees are more likely to comply with a supervisor's legitimate power when:

Accepted Answer

A) the employees have a high power distance value. 
B) the power holder gives orders outside the employees' normal role requirements. 
C) the company encourages people to disobey orders that interfere with their work. 
D) the employees have a low power distance value. 
E) the employees have low collectivism. 
A) the employees have a high power distance value. 
B) the power holder gives orders outside the employees' normal role requirements. 
C) the company encourages people to disobey orders that interfere with their work. 
D) the employees have a low power distance value. 
E) the employees have low collectivism.

Question 16

Because impression management is inherently unethical,it is discouraged by career professionals.

Accepted Answer

A) True 
 B)False

Question 17

Professions gain power in the marketplace by reducing their substitutability through the control of tasks and knowledge.

Accepted Answer

A) True 
 B)False

Question 18

Employees have more expert power today than a few decades ago because:

Accepted Answer

A) fewer people now attend university than a few decades ago. 
B) referent and legitimate power are no longer valued in organizations. 
C) union density has been reduced in the private sector. 
D) employers have a higher power distance than in the past. 
E) None of the above explanations are correct. 
A) fewer people now attend university than a few decades ago. 
B) referent and legitimate power are no longer valued in organizations. 
C) union density has been reduced in the private sector. 
D) employers have a higher power distance than in the past. 
E) None of the above explanations are correct.

Question 19

Negotiation is an integral part of which influence activity?

Accepted Answer

A) Silent authority 
B) Coercive 
C) Exchange 
D) All of these influence activities. 
E) None of these influence activities. 
A) Silent authority 
B) Coercive 
C) Exchange 
D) All of these influence activities. 
E) None of these influence activities.

Question 20

A new employee in the finance department prominently displays diplomas and past awards indicating his financial expertise.What contingency of power is this person trying to increase?

Accepted Answer

A) Countervailing power 
B) Non-substitutability 
C) Centrality 
D) Discretion 
E) Visibility 
A) Countervailing power 
B) Non-substitutability 
C) Centrality 
D) Discretion 
E) Visibility

Exchange and ingratiation are:

__ is part of a larger influence tactic called _.

Ingratiation includes which of the following?

Referent power is mainly developed through a person's interpersonal skills.

Displaying one's diplomas and degrees on office walls is one way professionals increase their visibility.

The influence strategy called "exchange" applies:

Which influence strategy is the most common in high power distance cultures?

Which of the following statements about countervailing power in organizational relationships is TRUE?

Supervisors who use ingratiation and impression management tactics tend to lose the respect of their staff.

When the issue is extremely important to listeners,the speaker's personal characteristics are more important than the message content in persuading listeners.

Which of the following conditions would maximize your power through visibility?

A good strategy for women who want to be part of social networks is to learn how to play golf.

Employees are more likely to comply with a supervisor's legitimate power when:

Because impression management is inherently unethical,it is discouraged by career professionals.

Professions gain power in the marketplace by reducing their substitutability through the control of tasks and knowledge.

Employees have more expert power today than a few decades ago because:

Negotiation is an integral part of which influence activity?

A new employee in the finance department prominently displays diplomas and past awards indicating his financial expertise.What contingency of power is this person trying to increase?

Introduction to the Field of Organizational Behavior

Individual Behavior, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Teams and Organizations

Conflict and Negotiation in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters

Exam 10: Power and Influence in the Workplace

Exchange and ingratiation are:

______________ is part of a larger influence tactic called _____________.

Ingratiation includes which of the following?

Referent power is mainly developed through a person's interpersonal skills.

Displaying one's diplomas and degrees on office walls is one way professionals increase their visibility.

The influence strategy called "exchange" applies:

Which influence strategy is the most common in high power distance cultures?

Which of the following statements about countervailing power in organizational relationships is TRUE?

Supervisors who use ingratiation and impression management tactics tend to lose the respect of their staff.

When the issue is extremely important to listeners,the speaker's personal characteristics are more important than the message content in persuading listeners.

Which of the following conditions would maximize your power through visibility?

A good strategy for women who want to be part of social networks is to learn how to play golf.

Employees are more likely to comply with a supervisor's legitimate power when:

Because impression management is inherently unethical,it is discouraged by career professionals.

Professions gain power in the marketplace by reducing their substitutability through the control of tasks and knowledge.

Employees have more expert power today than a few decades ago because:

Negotiation is an integral part of which influence activity?

A new employee in the finance department prominently displays diplomas and past awards indicating his financial expertise.What contingency of power is this person trying to increase?

Introduction to the Field of Organizational Behavior

Individual Behavior, Personality, and Values

Perceiving Ourselves and Others in Organizations

Workplace Emotions, Attitudes, and Stress

Foundations of Employee Motivation

Applied Performance Practices

Decision Making and Creativity

Team Dynamics

Communicating in Teams and Organizations

Conflict and Negotiation in the Workplace

Leadership in Organizational Settings

Designing Organizational Structures

Organizational Culture

Organizational Change

Filters

__ is part of a larger influence tactic called _.