Question 1

Silent authority,assertiveness,and exchange are three sources of power.

Accepted Answer

A) True 
 B)False

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

Peer pressure typically represents a form of coercive power.

Accepted Answer

A) True 
 B)False

Question 4

Unions and professional associations explicitly or implicitly try to increase the non-substitutability of their members.Identify three strategies applied by these groups to increase non-substitutability and provide an example related to professions or unions for each strategy.

Accepted Answer

The textbook identifies four strategies

Question 5

_______ 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 6

Which source of power can employees potentially have over their supervisors?

Accepted Answer

A)  Legitimate power 
B)  Coercive power 
C)  Expert power 
D)  Employees can potentially have all of these sources of power over their supervisors. 
E)  Employees never have any of these sources of power over their supervisors. 
A)  Legitimate power 
B)  Coercive power 
C)  Expert power 
D)  Employees can potentially have all of these sources of power over their supervisors. 
E)  Employees never have any of these sources of power over their supervisors.

Question 7

Which of the following are forms of impression management?

Accepted Answer

A)  Blaming others for problems that would otherwise look like your fault. 
B)  Preventing negative information about your job performance from reaching senior management. 
C)  Hanging your awards and educational diplomas on the wall of your office. 
D)  All of these are forms of impression management. 
E)  None of these is a form of impression management. 
A)  Blaming others for problems that would otherwise look like your fault. 
B)  Preventing negative information about your job performance from reaching senior management. 
C)  Hanging your awards and educational diplomas on the wall of your office. 
D)  All of these are forms of impression management. 
E)  None of these is a form of impression management.

Question 8

Complex and ambiguous rules in resource allocation decisions cause employees affected by those decisions:

Accepted Answer

A)  to disown their Machiavellian values. 
B)  to engage in more organizational politics. 
C)  to disband their politically motivated networks. 
D)  to find resources elsewhere. 
E)  None of these is an outcome of complex and ambiguous rules in resource allocation decisions. 
A)  to disown their Machiavellian values. 
B)  to engage in more organizational politics. 
C)  to disband their politically motivated networks. 
D)  to find resources elsewhere. 
E)  None of these is an outcome of complex and ambiguous rules in resource allocation decisions.

Question 9

As organizations rely increasingly on knowledge rather than on machines and physical resources as the means of production,employees:

Accepted Answer

A)  are gaining expert power in the workplace. 
B)  are losing any power in the labor market. 
C)  are gaining more referent power in the workplace. 
D)  are becoming more tolerant of their boss's legitimate power. 
E)  are becoming less willing to use organizational politics to get their way. 
A)  are gaining expert power in the workplace. 
B)  are losing any power in the labor market. 
C)  are gaining more referent power in the workplace. 
D)  are becoming more tolerant of their boss's legitimate power. 
E)  are becoming less willing to use organizational politics to get their way.

Question 10

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 11

Coping with uncertainty is a variation of:

Accepted Answer

A)  legitimate power. 
B)  expert power. 
C)  coercive power. 
D)  referent power. 
E)  none of these. 
A)  legitimate power. 
B)  expert power. 
C)  coercive power. 
D)  referent power. 
E)  none of these.

Question 12

By engaging successfully in networking,employees increase their:

Accepted Answer

A)  expert power. 
B)  centrality. 
C)  referent power. 
D)  expert power, referent power, and centrality. 
E)  expert power and centrality, but not referent power. 
A)  expert power. 
B)  centrality. 
C)  referent power. 
D)  expert power, referent power, and centrality. 
E)  expert power and centrality, but not referent power.

Question 13

Counterpower is the power that the dominant person in a relationship uses as a backup when the primary source of power fails to work as planned on the dependent person.

Accepted Answer

A) True 
 B)False

Question 14

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)  society is shifting from an industrial to a knowledge-based economy. 
D)  employers have a higher power distance than in the past. 
E)  of none of these explanations. 
A)  fewer people now attend university than a few decades ago. 
B)  referent and legitimate power are no longer valued in organizations. 
C)  society is shifting from an industrial to a knowledge-based economy. 
D)  employers have a higher power distance than in the past. 
E)  of none of these explanations.

Question 15

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 16

The power that the dependent party has over the dominant party in order to maintain the exchange relationship is known as:

Accepted Answer

A)  reverse dependence 
B)  substitutability 
C)  counterpower 
D)  visibility 
E)  legitimate power 
A)  reverse dependence 
B)  substitutability 
C)  counterpower 
D)  visibility 
E)  legitimate power

Question 17

Commitment typically results when people are influenced using which power bases?

Accepted Answer

A)  Legitimate and coercive 
B)  Legitimate and expert 
C)  Reward and coercive 
D)  Expert and referent 
E)  Reward and referent 
A)  Legitimate and coercive 
B)  Legitimate and expert 
C)  Reward and coercive 
D)  Expert and referent 
E)  Reward and referent

Question 18

Comment on the accuracy of the following statement and explain your answer: 'Legitimate power is assigned by the organization to job holders.'

Accepted Answer

This statement is generally FALSE becaus

Question 19

Which of the following is a contingency of power?

Accepted Answer

A)  Legitimate 
B)  Referent 
C)  Visibility 
D)  All of these are contingencies of power. 
E)  None of these is a contingency of power. 
A)  Legitimate 
B)  Referent 
C)  Visibility 
D)  All of these are contingencies of power. 
E)  None of these is a contingency of power.

Question 20

The CEO of a large organization once commented how,earlier in his career,he rented expensive artwork and displayed it in his office.'Top management would drop by my office and immediately get a sense that I was sophisticated and professional',the CEO explained.'I believe the artwork helped me to get promoted.' The artwork helped this executive gain power:

Accepted Answer

A)  because he and his artwork were not substitutable. 
B)  by increasing his coercive power in the organization. 
C)  by making everyone else's sources of power less relevant to the organization. 
D)  through visibility. 
E)  by decreasing his centrality in the organization. 
A)  because he and his artwork were not substitutable. 
B)  by increasing his coercive power in the organization. 
C)  by making everyone else's sources of power less relevant to the organization. 
D)  through visibility. 
E)  by decreasing his centrality in the organization.

Silent authority,assertiveness,and exchange are three sources of power.

Peer pressure typically represents a form of coercive power.

Unions and professional associations explicitly or implicitly try to increase the non-substitutability of their members.Identify three strategies applied by these groups to increase non-substitutability and provide an example related to professions or unions for each strategy.

_ is part of a larger influence tactic called _.

Which source of power can employees potentially have over their supervisors?

Which of the following are forms of impression management?

Complex and ambiguous rules in resource allocation decisions cause employees affected by those decisions:

As organizations rely increasingly on knowledge rather than on machines and physical resources as the means of production,employees:

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

Coping with uncertainty is a variation of:

By engaging successfully in networking,employees increase their:

Counterpower is the power that the dominant person in a relationship uses as a backup when the primary source of power fails to work as planned on the dependent person.

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

The power that the dependent party has over the dominant party in order to maintain the exchange relationship is known as:

Commitment typically results when people are influenced using which power bases?

Comment on the accuracy of the following statement and explain your answer: 'Legitimate power is assigned by the organization to job holders.'

Which of the following is a contingency of power?

Introduction to the Field of Organizational Behavior

Individual Behavior, values, and Personality

Perception and Learning in Organizations

Workplace Emotions and Attitudes

Motivation in the Workplace

Applied Performance Practices

Work-Related Stress and Stress Management

Decision Making and Creativity

Foundations of Team Dynamics

Developing High Performance Teams

Communicating in Teams and Organizations

Conflict and Negotiation in the Workplace

Leadership in Organizational Settings

Organizational Structure

Organizational Culture

Organizational Change

Filters

Exam 12: Power and Influence in the Workplace

Silent authority,assertiveness,and exchange are three sources of power.

Peer pressure typically represents a form of coercive power.

Unions and professional associations explicitly or implicitly try to increase the non-substitutability of their members.Identify three strategies applied by these groups to increase non-substitutability and provide an example related to professions or unions for each strategy.

_______ is part of a larger influence tactic called _______.

Which source of power can employees potentially have over their supervisors?

Which of the following are forms of impression management?

Complex and ambiguous rules in resource allocation decisions cause employees affected by those decisions:

As organizations rely increasingly on knowledge rather than on machines and physical resources as the means of production,employees:

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

Coping with uncertainty is a variation of:

By engaging successfully in networking,employees increase their:

Counterpower is the power that the dominant person in a relationship uses as a backup when the primary source of power fails to work as planned on the dependent person.

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

The power that the dependent party has over the dominant party in order to maintain the exchange relationship is known as:

Commitment typically results when people are influenced using which power bases?

Comment on the accuracy of the following statement and explain your answer: 'Legitimate power is assigned by the organization to job holders.'

Which of the following is a contingency of power?

Introduction to the Field of Organizational Behavior

Individual Behavior, values, and Personality

Perception and Learning in Organizations

Workplace Emotions and Attitudes

Motivation in the Workplace

Applied Performance Practices

Work-Related Stress and Stress Management

Decision Making and Creativity

Foundations of Team Dynamics

Developing High Performance Teams

Communicating in Teams and Organizations

Conflict and Negotiation in the Workplace

Leadership in Organizational Settings

Organizational Structure

Organizational Culture

Organizational Change

Filters

_ is part of a larger influence tactic called _.