Deck 4: Substantive Approaches to Self-Presentation

Question 1

To use the principle of scarcity in persuading others, you must get people to think that

A) a particular resource is scarce.
B) their time is very valuable.
C) there will be a penalty for not liking you.
D) they only have one opportunity to create a good first impression.

Answer 1

A

Question 2

According to one opinion, the sophisticated approach to persuasion is to focus on

A) a glitzy display of words
B) humor instead of seriousness.
C) your own needs
D) the needs of the target.

Answer 2

D

Question 3

A person's reputation contributes to impression management because

A) most companies today assign a reputation-index to workers.
B) a positive reputation creates a positive impression.
C) a little deception about your reputation goes a long way.
D) job performance contributes so little to a person's reputation.

Answer 3

B

Question 4

Publicizing connections a person might have with influential people is

A) a widely used technique of impression management.
B) almost obsolete because of social networking sites like Facebook.
C) regarded as one of the most devious techniques of impression management.
D) one of the least effective techniques of impression management.

Question 5

Clyde is engaging in name dropping when he tells a coworker,

A) "I'm sorry, I've forgotten your last name."
B) "Bill Gates sent me a text message this morning."
C) "From now on, I'm just Clyde. I'm no longer using my last name."
D) "I'm looking to make some good connections."

Question 6

A person who makes effective use of humor in the workplace will tend to

A) quickly develop the reputation of the office clown.
B) slowly develop the reputation of the office clown.
C) diminish his or her impression.
D) enhance his or her impression.

Question 7

Being civil toward others in the workplace will often create a positive impression because

A) many companies have promoted etiquette specialists to executive positions.
B) most workers need an occasional insult to motivate them.
C) incivility has become a widespread problem.
D) so few acts of incivility are found in the workplace.

Question 8

An effective way for a leader to express humility is to

A) focus on the accomplishments of subordinates.
B) publicize his or her connections.
C) accept the blame for all that goes wrong within the group.
D) decrease the emphasis on high performance.

Question 9

Civility is likely to increase in effectiveness when applied in a culture that

A) is toxic.
B) is future oriented.
C) emphasizes aggressiveness.
D) emphasizes politeness.

Question 10

Although the subject might still be controversial, some managers perceive tears as

A) a natural side effect of the emotional investment required by many jobs.
B) grounds for immediate dismissal.
C) a complete lack of emotional control that is grounds for dismissal.
D) a highly effective approach to motivating others.

Question 11

Displaying organizational citizenship behavior is thought to be

A) an ineffective approach to creating a positive impression.
B) an effective approach to creating a positive impression.
C) the last stage of impression management.
D) the first stage of impression management.

Question 12

It has been suggested that when the motive for being a good organizational citizen is primarily to create a good impression, the link between organizational citizenship behavior and organization effectiveness is

A) highly negative.
B) highly positive.
C) weaker.
D) stronger.

Question 13

A study found that workers who wanted to create a good impression, and were also motivated to help others,

A) tended to bring instability to the organization.
B) tended to receive the lowest performance evaluations.
C) were less likely to help maintain the status quo in a positive way.
D) were more likely to help maintain the status quo in a positive way.

Question 14

The dimension of organizational citizenship behavior referred to as magnitude suggests that

A) good deeds do not go unpunished.
B) dramatic acts are likely to be the most image enhancing.
C) citizenship behavior enhances the earliest image in one's career.
D) citizenship behavior enhances the latest image in one's career.

Question 15

A problem noted with using organizational citizenship behavior for purposes of impression management is that the behavior

A) may lead to role overload.
B) suggests that the worker does not display initiative.
C) will often be interpreted as unethical.
D) often results in dysfunctional consequences for the organization.

Question 16

In terms of creating a good impression, being a subject matter expert is likely to be

A) too transparent.
B) too devious.
C) ineffective.
D) effective.

Question 17

A recommended way of taking credit for an event is to

A) grab as much credit as possible for yourself.
B) ask others if you deserve credit.
C) poke fun at the contributions of a few others in the group.
D) share the credit with other members of your group.

Question 18

The tactic, make a quick showing, means that the actor creates a positive impression by

A) performing well in an early assignment.
B) performing well in a brief period of time.
C) bragging about personal accomplishments soon after starting a new position.
D) looking better than your boss soon after starting a new position.

Question 19

A potential negative consequence of multitasking in terms of creating a good impression is that the person doing the multitasking will be

A) asked to take on another simultaneous task.
B) perceived as rude toward others.
C) perceived as a poor organizational citizen.
D) held legally responsible for mistakes made while multitasking.

Question 20

Whether or not a given behavior will create a negative impression depends heavily on

A) the intention of the organization actor.
B) the amount of organizational citizenship behavior displayed by the act.
C) whether the person works in a cubicle or a private office.
D) situational factors, such as the organization culture.

Question 21

A principle of persuasion is that people are readily influenced by peers.

Question 22

In today's fast paced organizations, commanding people has become more useful than trying to persuade them.

Question 23

The sophisticated approach to persuasion is to focus on yourself, making frequent references to your own talents.

Question 24

Creating a good reputation creates a good impression, and creating a good impression helps build a good reputation.

Question 25

The organizational culture will often influence which behavior leads to the development of a positive reputation.

Question 26

One of the most honorable and ethical means of publicizing personal connections is to engage in name dropping.

Question 27

People of lower status in organizations tend to be more successful at eliciting laughter from others.

Question 28

A useful tactic for creating a favorable impression is to duplicate negative behaviors widely practiced by others.

Question 29

A useful tactic for creating a positive impression with subordinates is to behave civilly toward them.

Question 30

The manager who throws temper tantrums, swears at subordinates, or cries uncontrollably tends to create a good impression because he or she fits expectations.

Question 31

Organizational citizenship behavior contributes to creating a positive impression while at the same time is helpful to the organization.

Question 32

Engaging in organizational citizenship behavior focuses almost entirely on doing good for the organization rather than enhancing one's image.

Question 33

The relationship between organizational citizenship and effectiveness is weaker when citizenship behaviors are motivated by a desire to create a positive impression.

Question 34

Two studies showed that workers who had strong motivation for helping others and were motivated to create a good impression, were likely to maintain the status quo in a helpful way.

Question 35

Citizenship behavior directed at a small (rather than large) audience is likely to facilitate setting impression management goals.

Question 36

A downside of engaging in extensive organizational citizenship behavior to manage your impression is that you might not invest enough time in performing your actual job.

Question 37

According to the impression management tactic of acclaiming you bring favorable attention to yourself by explaining the accomplishments of your coworkers.

Question 38

A recommended way of providing progress reports to your boss to enhance your image is to focus on the outcomes you attained rather than the process involved in attaining these outcomes.

Question 39

A major downside of using multitasking to create a positive image is that you may wind up performing poorly on the tasks performed simultaneously.

Question 40

A point to keep in mind about speech and impression management is that your speech is related to your status.