Question 1

A senior executive wants to introduce a new reward system for salespeople.To support this change,the executive retained a consultant to determine the benefits of the reward system for salespeople in this organization.However,the consultant's report determined that the reward system would not work well for a variety of reasons.After reading the report,the executive discarded it without notifying others of its existence.Meanwhile,the executive continued to push for the reward system.What influence tactic did the executive use?

Accepted Answer

A)  Information control 
B)  Exchange 
C)  Forming coalitions 
D)  Cultivating networks 
E)  Persuasion

Question 2

Countervailing power is the capacity of a person,team,or organization to keep a more powerful person or group in the exchange relationship.

Accepted Answer

A) True 
 B)False

Question 3

Employees have _____,ranging from sarcasm to ostracism,to ensure that coworkers conform to team norms.

Accepted Answer

A)  reward power 
B)  legitimate power 
C)  referent power 
D)  expert power 
E)  coercive power

Question 4

The only way employees get ahead is by developing their competencies.

Accepted Answer

A) True 
 B)False

Question 5

_____ is the strongest outcome of influence,whereby people identify with the influencer's request and are highly motivated to implement it even when extrinsic sources of motivation are no longer present.

Accepted Answer

A)  Compliance 
B)  Commitment 
C)  Organizational politics 
D)  Role modeling 
E)  Resistance

Question 6

_____ involves actively applying legitimate and coercive power to influence others.

Accepted Answer

A)  Assertiveness 
B)  Upward appeal 
C)  Persuasion 
D)  Coalition forming 
E)  Information control

Question 7

Legitimate power occurs when:

Accepted Answer

A)  the manager can remove negative sanctions. 
B)  the manager is able to reward or punish the employees. 
C)  the manager has the capacity to influence others on the basis of identification with and respect for the power-holder. 
D)  employees are blinded by the manager's charisma. 
E)  it is agreed that people in certain roles can request certain behaviors of others.

Question 8

_____ involves calling upon higher authority or expertise,or symbolically relying on these sources to support the influencer's position.

Accepted Answer

A)  Ingratiation 
B)  Assertiveness 
C)  Machiavellianism 
D)  Exchange 
E)  Upward appeal

Question 9

People are more persuasive when they rely on logical arguments and avoid emotional appeals.

Accepted Answer

A) True 
 B)False

Question 10

Prevention,forecasting,and absorption are three types of expertise that cope with uncertainty in organizations.

Accepted Answer

A) True 
 B)False

Question 11

Which of these refers to the degree and nature of interdependence between the powerholder and others?

Accepted Answer

A)  Visibility 
B)  Substitutability 
C)  Centrality 
D)  Discretion 
E)  Expertise

Question 12

Describe the sources of power in organizations.

Accepted Answer

The answer of Describe the sources of power in organizations....

Question 13

Which of the following is a consequence of power?

Accepted Answer

A)  Employees who feel more power feel humbled. 
B)  When people become more powerful, they hide from their environment. 
C)  Increasing power over others can potentially undermine an individual's effectiveness and interpersonal relations. 
D)  Powerful people gain the added skill of empathizing with subordinates. 
E)  People with power engage in mindful thinking and are concerned about the consequences of their actions.

Question 14

Which of the following is an example of the influence tactic of forming coalitions?

Accepted Answer

A)  Employees get together to show management that they collectively demand that the company purchase new computer equipment. 
B)  Some employees of an airline threaten to go on strike just a few weeks before the company begins its busiest season and most profitable part of the year. 
C)  A new executive immediately posts her diplomas and awards on the office wall for others to see. 
D)  To demonstrate that cost overrun errors aren't due to production employees, the production manager privately shows senior executives examples of how the marketing manager makes mistakes on orders. 
E)  Employees present facts and logical arguments to change the attitude of their boss.

Question 15

Which of the following are the three general strategies for coping with uncertainty?

Accepted Answer

A)  Visibility, discretion, prevention 
B)  Visibility, immediacy, pervasiveness 
C)  Prevention, forecasting, absorption 
D)  Discretion, immediacy, prevention 
E)  Immediacy, forecasting, and absorption

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

Reward power is associated with charisma.

Accepted Answer

A) True 
 B)False

Question 19

Organizational leaders can minimize organizational politics by making decision rules more complex and ambiguous.

Accepted Answer

A) True 
 B)False

Question 20

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

Accepted Answer

A)  employees have a high power distance value. 
B)  power holder gives orders outside the employees' normal role requirements. 
C)  company encourages people to disobey orders that interfere with their work. 
D)  manager has a low charisma. 
E)  manager has a very good reward system in place.

Exam 10: Power and Influence in the Workplace

Countervailing power is the capacity of a person,team,or organization to keep a more powerful person or group in the exchange relationship.

Employees have _____,ranging from sarcasm to ostracism,to ensure that coworkers conform to team norms.

The only way employees get ahead is by developing their competencies.

_____ is the strongest outcome of influence,whereby people identify with the influencer's request and are highly motivated to implement it even when extrinsic sources of motivation are no longer present.

_____ involves actively applying legitimate and coercive power to influence others.

Legitimate power occurs when:

_____ involves calling upon higher authority or expertise,or symbolically relying on these sources to support the influencer's position.

People are more persuasive when they rely on logical arguments and avoid emotional appeals.

Prevention,forecasting,and absorption are three types of expertise that cope with uncertainty in organizations.

Which of these refers to the degree and nature of interdependence between the powerholder and others?

Describe the sources of power in organizations.

Which of the following is a consequence of power?

Which of the following is an example of the influence tactic of forming coalitions?

Which of the following are the three general strategies for coping with uncertainty?

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

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

Reward power is associated with charisma.

Organizational leaders can minimize organizational politics by making decision rules more complex and ambiguous.

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