Deck 5: Gaining Power and Influence

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Question
Interpersonal attraction,as a source of personal power,involves charisma,agreeable behaviors,and physical characteristics.
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Question
If you make the comment,"He was promoted because he got to know lots of people while working at headquarters," you are most likely to have been raised in an Eastern culture.
Question
As a staff person in the organization,you determine you have very little power.However,you could compensate for weak position power by developing knowledge about a particular aspect of the organization.
Question
If your actions are congruent with the prevailing value system in an organization,your power base is legitimacy.
Question
If your manager encourages and supports you to accomplish organizational goals,he/she is more likely to hold an institutional view of power.
Question
American business relationships are characterized by the norms of the marketplace (must be profitable)whereas German relationships are characterized by a legal-bureaucratic orientation (play by the rules).
Question
Using power for personal reasons means that a manager will definitely achieve his or her career aspirations.
Question
If you are able to make at least part of your responsibilities unique to the position,you have increased the personal power of your position.
Question
The ability to influence another person's behavior through the possession of knowledge,experience,or judgment is based upon the power base of legitimacy.
Question
The percentage of the workforce working in companies with fewer than 100 employees is increasing.This trend has contributed to a shift in the definition of power from "having authority over others" to "being able to get things done."
Question
The trend in American firms is toward position-based views of power.
Question
Going to lunch with other departments can increase your centrality power.
Question
If you go beyond what is expected and this results in more influence for you,you have probably utilized the power base of flexibility.
Question
A negative view of "personal power" is held by cultures that place a high value on ascription and on individualism.
Question
Empowerment uses sufficient amount of personal power to achieve high levels of effectiveness.
Question
The quickest way to increase your power in an organization is to enhance the image of your manager.
Question
If you want to decrease the power in a position,you should design a job that is routine and has fewer tasks assigned to it.
Question
Recently your boss remarked to you,"I don't know where you are coming from." Other people have expressed frustration with you over your lack of team play.You should conclude that you may be losing your expert power.
Question
Power can be viewed as a sign of personal efficacy-the ability to mobilize resources to accomplish productive work.
Question
You must be friends with your boss,co-workers,and subordinates to improve your personal attraction,thus improving your power.
Question
Which is a characteristic of a powerful manager?

A)Is rule-minded
B)Accomplishes more personally
C)Does more with less resources available
D)Limits information that others get
Question
If you ask your employees to work overtime in exchange for an extended weekend,you are utilizing the retribution influence strategy.
Question
The most appropriate strategy to neutralize a retribution strategy used by your boss would be to focus your boss's attention on your independence.
Question
What should you do to increase your influence within the organization?

A)Be insensitive to others
B)Trust no one and betray others before they betray you
C)Continuously play the game of politics
D)Never delegate assignments to others
E)Advance the goals of the organization
Question
In order to neutralize reciprocity strategies,one should first examine the content of any favor-giving activity.
Question
Your supervisor remarks,"If you do not complete the project by 5:00 p.m.on Friday,you will not be able to go on vacation next week." This is an example of the retribution influence strategy.
Question
Gerry has developed a new purchasing policy that not only focuses on expediting purchase orders but will also save the company money.To pitch this new policy to his boss,Gerry should use the influence strategy of reciprocity.
Question
Influence strategies used by managers to obtain compliance fall into three categories: retaliation,reciprocity,and reason.
Question
A potential disadvantage associated with the use of the reason influence strategy is that considerable time is required to build trust.
Question
Getting rid of routine activities,expanding task variety,and initiating new ideas may allow one to gain position power in an organization because flexibility has been increased.
Question
Members of a work team are in a meeting where the director of the department is present.At the end of the meeting,the presenter asks,"What are your reactions to my presentation?" The members of the work team look at the director and wait for his response.Which factors most likely determine a person's power in this organization?

A)Personal attributes
B)Being intimidating
C)Position characteristics
Question
Which of the following characteristics are important sources of personal power?

A)Flexibility
B)Criticality
C)Relevance
D)Knowledge
Question
What should subordinates perceive about their boss in order to feel a higher status in the organization and to feel higher morale?

A)He is on their side.
B)He has considerable downward influence.
C)He has considerable "clout."
D)He is equal to them.
Question
Which of the following is not an organizational trend that has caused a shift in the definition of power from "having authority over others" to "being able to get things done"?

A)Information technology is contributing to the decentralization of the flow of information to lower levels of the organizational hierarchy.
B)The percentage of the workforce working in companies with fewer than 500 employees is increasing.
C)Traditional boundaries within and between organizations are becoming blurred,leading to a shift in the nature of authority relationships.
D)Organizations are becoming less hierarchical,or flatter,due to downsizing and outsourcing.
Question
You have participated in a task force whose assignment was to decrease the customer return rate.The task force's written report was well received by top management.You have most likely increased your image power.
Question
Which of the following characteristics is not an important source of personal power?

A)Flexibility
B)Effort
C)Personal attraction
D)Expertise
E)Legitimacy
Question
The ability to transform power into influence hinges on securing the consent of others in ways that engender support and commitment instead of resistance and resentment.
Question
You have been told that in order to advance your career you must be overly ambitious and be indifferent to problems others face.Is this good or bad advice?

A)This is good advice.
B)This is bad advice.
C)There is not enough information to decide.
Question
What are the two basic factors that influence a person's power in an organization?

A)Personal goals and position characteristics
B)Position characteristics and personal aspirations
C)Personal attributes and position manipulation
D)Personal attributes and position characteristics
Question
If you are the only one in the office who understands how to do a PowerPoint presentation,which base of power do you most likely have?

A)Expertise power
B)Personal attraction power
C)Effort power
D)Legitimacy power
E)Relevance power
Question
What do position characteristics that foster power include?

A)Effort
B)Credibility
C)Legitimacy
D)Centrality
E)Charisma
Question
Morgan has become indispensable to her boss.Her boss believes that Morgan is a diligent worker who can be trusted with sensitive projects.What is Morgan's power most likely due to?

A)Legitimacy
B)Effort
C)Expertise
D)Personal attraction
Question
In proposing a new course of action,upper management remarks to you,"That's the way Jane,our founder,would have done it!" After that statement,the decision is made to accept and implement your idea.Which power source did you use?

A)Experience
B)Desirable characteristics
C)Higher than expected commitment of time
D)Behavior consistent with the values of the organization
E)Flexibility
Question
If your behavior (the kind of behavior one would normally associate with friendship)improves your influence with your employees,you are most likely practicing which type of power?

A)Power that reflects cognitive abilities
B)Power that suggests personal commitment
C)Power that conveys credibility
D)Power that involves affective appeal
Question
You were recently promoted because of your hard work.In fact,you had a hard time in the "blue-collar" job you had because many co-workers thought you were a "rate-buster." Will your belief in extra effort pay off for you in your new management job?

A)Yes.Management sees extra effort as something that should be rewarded.
B)Yes.Management is management.They always agree with one another.
C)Yes.This is flexibility.
D)No.Management doesn't like "rate-busters" either.
Question
Which behaviors might a manager have due to cognitive dissonance reduction?

A)A high level of effort resulting in increased responsibility and opportunity
B)A low level of effort resulting in increased responsibility and opportunity
C)No effort resulting in dissatisfied employees
D)A high level of effort resulting in pressure from peers to cut back on the effort
Question
How is power accrued via horizontal and vertical network relationships?

A)By manipulating people in the network
B)By one's location and function in the network
C)By the flexibility of one's personality in the network
D)By exercising judgment in decision making
Question
What is the notion of legitimacy within an organization related to?

A)Corporate cultural values
B)Policies,procedures,and rules
C)The position within the hierarchy
D)The credibility of the education level of a person
Question
If a person desires to move up in the general management hierarchy,what should he/she do?

A)Become a specialist
B)Develop a niche
C)Become a specialist while developing a niche
D)Build a broad knowledge base
Question
If you are looking to improve your flexibility,what should you do?

A)Look for a position that has existed for a long time.All the problems associated with the position have been worked through.
B)Look to be a participant at the formation of a group.
C)Look to be a participant in a group later in its life cycle;in that way you can avoid all the conflict.
D)Look to work in a company that values reliable performance.
Question
Which best describes a manager with personal attraction as a power base?

A)Possesses personality characteristics that are remarkable to co-workers
B)Is friends with specific co-workers
C)Is knowledgeable so that people try to be his or her friend
D)Acts congruently with the organizational value system
Question
A fast-food company does not promote anyone to manager unless he or she started at the beginning,flipping burgers.This is an example of a company promoting which type of power?

A)Relevance power
B)Visibility power
C)Legitimacy power
D)Effort power
E)Attraction power
Question
You just convinced your boss that you need to increase cooperation across departments for the Web project that you were assigned to lead to be successful.How have you increased your power?

A)Visibility of your position
B)Relevance of your position
C)Legitimacy of your position
D)Personal attraction of your position
E)Centrality of your position
Question
What will a performance appraisal system that rewards initiative and innovation do?

A)Decrease one's flexibility and therefore his/her power base
B)May be too erratic to allow one to develop a strong power base
C)Increase one's discretion and thus the potential for more power
D)Promote more people to higher positions
Question
Which of the following is not a determinant associated with position power?

A)Expertise
B)Relevance
C)Visibility
D)Flexibility
E)Centrality
Question
During the interview process,the interviewer told you that the position you have applied for has been in this organization for over 50 years.You having been looking for a job that affords you discretion.Which statement describes your reaction to the news from the interviewer?

A)Good news,all the problems have been worked out.
B)Not so good news
C)Interesting,but what does it have to do with the amount of discretion you might have?
Question
If you would like to expand your power base horizontally,what could you do?

A)Have lunch with co-workers in your department every day
B)Have lunch with workers from other departments
C)Focus on increasing your power through the formal organizational powers
D)Do an excellent job on all your assignments
Question
The task force has been meeting for several weeks on distributing bonuses for employees but has become hopelessly stalemated.You were added to the committee to influence the group's decision.What will this do to your influence?

A)This will help your influence,and you should have some significant influence over the group's deliberations.
B)This will make it difficult to have influence.
C)It will only increase your influence if others are added to the committee at the same time as you.
D)It will only increase your influence if others are removed from the committee when you are added.
Question
If you took on functions essential for the performance of other activities,how have you expanded your power?

A)Centrality
B)Flexibility
C)Visibility
D)Relevance
Question
If you want to increase your power by having information routed through your position and by increasing the technical sophistication of your work,what have you increased?

A)Centrality of your position
B)Latitude and flexibility of your job
C)The visibility of your job
D)The decision-making opportunities of your job
Question
You have a desire to move up in the company.You have been offered two positions.One position is more people oriented and the other position is more task oriented.Which position should you take?

A)You should take the people-oriented position.
B)You should take the task-oriented position.
C)It doesn't matter.Either position will work equally well assuming you do a good job.
Question
Which influence strategy respects the rights of others,honors the concept of fairness,and attempts to strengthen the ongoing relationships between parties?

A)Retribution
B)Reciprocity
C)Reason
D)Positional
E)Centrality
Question
You are graduating this summer and are seeking an influential position.Your major is finance.Which job should you choose to maximize your relevant power?

A)Working for an electronics firm making $32,000
B)Working for a stockbroker firm making $25,000
C)Working for a small software firm making $20,000
D)Working for a large oil company making $35,000
Question
If you want to increase the relevance of your job to the organization,what should you do?

A)Make at least part of your job unique
B)Reduce the percentage of routine activities in your job
C)Expand the number of contacts you have with senior people
D)Become a trainer or mentor for new employees
Question
Your boss is discussing power and influence and states,"Power is a necessary precondition for influence." Should you agree or disagree?

A)You should agree.
B)You should disagree.
C)There is not enough information to decide.
Question
The strength of one's personal powers would impact which influence strategy the most?

A)Retribution
B)Reciprocity
C)Reason
Question
Management is looking for someone to work the holidays.You believe that management would think better of you if you worked the holidays.If you work the holidays,which influence strategy was utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Expert
Question
What does relevance as a power base refer to?

A)How many other people recognize an individual
B)Being associated with activities that are directly related to the organization's central objectives
C)The amount of discretion one might have
D)The relevant position the individual has within the organization's communication network
Question
You have received a letter from North American Family Publishers sweepstakes with pictures of Dick McMahon and Ed Clark that states,"You are our newest $10 million winner!* However,you must act in 24 hours by buying numerous magazine subscriptions to secure your prize." You read further to find the fine print that says,"*Only if you have the winning number." What influence strategy is being utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Expert
Question
In a company that sells golf clubs,a job in which department has more relevance power?

A)Accounting
B)Research and development
C)Sales
D)Human resource management
Question
A friend came to you and stated,"I am flunking my management class.I need to pass or I won't graduate.Will you please help me?" Your friend is using which influence strategy?

A)Retribution
B)Reciprocity
C)Reason
D)Legitimacy
E)Centrality
Question
What does it suggest about an organization if people are rewarded for being reliable and predictable?

A)This suggests the organization will penalize people who use discretion.
B)This suggests the organization will reward those who use discretion.
C)This suggests a person who has high personal attraction will be successful in a job in this organization.
D)This suggests a person with a high need for power would be happy in a job in this organization.
Question
You are buying a house.The seller recently lowered the asking price,but the price is still higher than your initial offer.The broker states,"The seller lowered his price,and I think you should raise your offer." What type of influence strategy is being utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Coercion
Question
If you use the influence strategy that helps others to see why they should do what you say,which influence strategy are you using?

A)Retribution approach
B)Reciprocity approach
C)Reason approach
D)Positional approach
Question
If you use an influence strategy that makes others want to do what you say,which influence strategy are you using?

A)Retribution approach
B)Reciprocity approach
C)Reason approach
D)Relevance approach
Question
What is the best way to gain visibility?

A)Write an excellent report to be read by the executive committee
B)Give a good presentation of the report to an executive committee
C)Become central in a communication network so that one may tap into a rich flow of information and satisfy the information needs of others
D)Take an important task-oriented position
Question
One should use reason when (1)adequate time for extensive discussion exists, (2)parties share mutual respect and credibility,and (3)needs are specific and short term.Which statements are correct?

A)All three statements are correct.
B)Statements 1 and 2 are correct.
C)Only statement 2 is correct.
D)Only statement 1 is correct.
E)Statements 1 and 3 are correct.
Question
One should use reciprocity when (1)there is sufficient time to reach satisfactory agreements, (2)no other alternatives exist,and (3)quality and innovation are not important.Which statements are correct?

A)All three statements are correct.
B)Statements 2 and 3 are correct.
C)Only statement 2 is correct.
D)Only statement 1 is correct.
E)Statements 1 and 3 are correct.
Question
Disadvantage(s)to using reciprocity are (1)considerable time required to build trust, (2)engenders resentment,and (3)encourages people to feel the terms of assignments are open for negotiation.Which statements are correct?

A)All three statements are correct.
B)Only statement 3 is correct.
C)Statements 2 and 3 are correct.
D)Statements 1 and 3 are correct.
E)Only statement 1 is correct.
Question
What is included in ways to gain visibility?

A)Face-to-face communication
B)Sending a note to a co-worker threatening her because of her recent accomplishment
C)Participating in monotonous and routine tasks for popular causes
D)Improving your technical expertise
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Deck 5: Gaining Power and Influence
1
Interpersonal attraction,as a source of personal power,involves charisma,agreeable behaviors,and physical characteristics.
True
2
If you make the comment,"He was promoted because he got to know lots of people while working at headquarters," you are most likely to have been raised in an Eastern culture.
True
3
As a staff person in the organization,you determine you have very little power.However,you could compensate for weak position power by developing knowledge about a particular aspect of the organization.
True
4
If your actions are congruent with the prevailing value system in an organization,your power base is legitimacy.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
5
If your manager encourages and supports you to accomplish organizational goals,he/she is more likely to hold an institutional view of power.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
6
American business relationships are characterized by the norms of the marketplace (must be profitable)whereas German relationships are characterized by a legal-bureaucratic orientation (play by the rules).
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
7
Using power for personal reasons means that a manager will definitely achieve his or her career aspirations.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
8
If you are able to make at least part of your responsibilities unique to the position,you have increased the personal power of your position.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
9
The ability to influence another person's behavior through the possession of knowledge,experience,or judgment is based upon the power base of legitimacy.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
10
The percentage of the workforce working in companies with fewer than 100 employees is increasing.This trend has contributed to a shift in the definition of power from "having authority over others" to "being able to get things done."
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
11
The trend in American firms is toward position-based views of power.
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k this deck
12
Going to lunch with other departments can increase your centrality power.
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k this deck
13
If you go beyond what is expected and this results in more influence for you,you have probably utilized the power base of flexibility.
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k this deck
14
A negative view of "personal power" is held by cultures that place a high value on ascription and on individualism.
Unlock Deck
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Unlock Deck
k this deck
15
Empowerment uses sufficient amount of personal power to achieve high levels of effectiveness.
Unlock Deck
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k this deck
16
The quickest way to increase your power in an organization is to enhance the image of your manager.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
17
If you want to decrease the power in a position,you should design a job that is routine and has fewer tasks assigned to it.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
18
Recently your boss remarked to you,"I don't know where you are coming from." Other people have expressed frustration with you over your lack of team play.You should conclude that you may be losing your expert power.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
19
Power can be viewed as a sign of personal efficacy-the ability to mobilize resources to accomplish productive work.
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Unlock for access to all 97 flashcards in this deck.
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20
You must be friends with your boss,co-workers,and subordinates to improve your personal attraction,thus improving your power.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
21
Which is a characteristic of a powerful manager?

A)Is rule-minded
B)Accomplishes more personally
C)Does more with less resources available
D)Limits information that others get
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
22
If you ask your employees to work overtime in exchange for an extended weekend,you are utilizing the retribution influence strategy.
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Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
23
The most appropriate strategy to neutralize a retribution strategy used by your boss would be to focus your boss's attention on your independence.
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Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
24
What should you do to increase your influence within the organization?

A)Be insensitive to others
B)Trust no one and betray others before they betray you
C)Continuously play the game of politics
D)Never delegate assignments to others
E)Advance the goals of the organization
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
25
In order to neutralize reciprocity strategies,one should first examine the content of any favor-giving activity.
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k this deck
26
Your supervisor remarks,"If you do not complete the project by 5:00 p.m.on Friday,you will not be able to go on vacation next week." This is an example of the retribution influence strategy.
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Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
27
Gerry has developed a new purchasing policy that not only focuses on expediting purchase orders but will also save the company money.To pitch this new policy to his boss,Gerry should use the influence strategy of reciprocity.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
28
Influence strategies used by managers to obtain compliance fall into three categories: retaliation,reciprocity,and reason.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
29
A potential disadvantage associated with the use of the reason influence strategy is that considerable time is required to build trust.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
30
Getting rid of routine activities,expanding task variety,and initiating new ideas may allow one to gain position power in an organization because flexibility has been increased.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
31
Members of a work team are in a meeting where the director of the department is present.At the end of the meeting,the presenter asks,"What are your reactions to my presentation?" The members of the work team look at the director and wait for his response.Which factors most likely determine a person's power in this organization?

A)Personal attributes
B)Being intimidating
C)Position characteristics
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
32
Which of the following characteristics are important sources of personal power?

A)Flexibility
B)Criticality
C)Relevance
D)Knowledge
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
33
What should subordinates perceive about their boss in order to feel a higher status in the organization and to feel higher morale?

A)He is on their side.
B)He has considerable downward influence.
C)He has considerable "clout."
D)He is equal to them.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
34
Which of the following is not an organizational trend that has caused a shift in the definition of power from "having authority over others" to "being able to get things done"?

A)Information technology is contributing to the decentralization of the flow of information to lower levels of the organizational hierarchy.
B)The percentage of the workforce working in companies with fewer than 500 employees is increasing.
C)Traditional boundaries within and between organizations are becoming blurred,leading to a shift in the nature of authority relationships.
D)Organizations are becoming less hierarchical,or flatter,due to downsizing and outsourcing.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
35
You have participated in a task force whose assignment was to decrease the customer return rate.The task force's written report was well received by top management.You have most likely increased your image power.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
36
Which of the following characteristics is not an important source of personal power?

A)Flexibility
B)Effort
C)Personal attraction
D)Expertise
E)Legitimacy
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
37
The ability to transform power into influence hinges on securing the consent of others in ways that engender support and commitment instead of resistance and resentment.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
38
You have been told that in order to advance your career you must be overly ambitious and be indifferent to problems others face.Is this good or bad advice?

A)This is good advice.
B)This is bad advice.
C)There is not enough information to decide.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
39
What are the two basic factors that influence a person's power in an organization?

A)Personal goals and position characteristics
B)Position characteristics and personal aspirations
C)Personal attributes and position manipulation
D)Personal attributes and position characteristics
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
40
If you are the only one in the office who understands how to do a PowerPoint presentation,which base of power do you most likely have?

A)Expertise power
B)Personal attraction power
C)Effort power
D)Legitimacy power
E)Relevance power
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
41
What do position characteristics that foster power include?

A)Effort
B)Credibility
C)Legitimacy
D)Centrality
E)Charisma
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
42
Morgan has become indispensable to her boss.Her boss believes that Morgan is a diligent worker who can be trusted with sensitive projects.What is Morgan's power most likely due to?

A)Legitimacy
B)Effort
C)Expertise
D)Personal attraction
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
43
In proposing a new course of action,upper management remarks to you,"That's the way Jane,our founder,would have done it!" After that statement,the decision is made to accept and implement your idea.Which power source did you use?

A)Experience
B)Desirable characteristics
C)Higher than expected commitment of time
D)Behavior consistent with the values of the organization
E)Flexibility
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
44
If your behavior (the kind of behavior one would normally associate with friendship)improves your influence with your employees,you are most likely practicing which type of power?

A)Power that reflects cognitive abilities
B)Power that suggests personal commitment
C)Power that conveys credibility
D)Power that involves affective appeal
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
45
You were recently promoted because of your hard work.In fact,you had a hard time in the "blue-collar" job you had because many co-workers thought you were a "rate-buster." Will your belief in extra effort pay off for you in your new management job?

A)Yes.Management sees extra effort as something that should be rewarded.
B)Yes.Management is management.They always agree with one another.
C)Yes.This is flexibility.
D)No.Management doesn't like "rate-busters" either.
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46
Which behaviors might a manager have due to cognitive dissonance reduction?

A)A high level of effort resulting in increased responsibility and opportunity
B)A low level of effort resulting in increased responsibility and opportunity
C)No effort resulting in dissatisfied employees
D)A high level of effort resulting in pressure from peers to cut back on the effort
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Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
47
How is power accrued via horizontal and vertical network relationships?

A)By manipulating people in the network
B)By one's location and function in the network
C)By the flexibility of one's personality in the network
D)By exercising judgment in decision making
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Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
48
What is the notion of legitimacy within an organization related to?

A)Corporate cultural values
B)Policies,procedures,and rules
C)The position within the hierarchy
D)The credibility of the education level of a person
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
49
If a person desires to move up in the general management hierarchy,what should he/she do?

A)Become a specialist
B)Develop a niche
C)Become a specialist while developing a niche
D)Build a broad knowledge base
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
50
If you are looking to improve your flexibility,what should you do?

A)Look for a position that has existed for a long time.All the problems associated with the position have been worked through.
B)Look to be a participant at the formation of a group.
C)Look to be a participant in a group later in its life cycle;in that way you can avoid all the conflict.
D)Look to work in a company that values reliable performance.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
51
Which best describes a manager with personal attraction as a power base?

A)Possesses personality characteristics that are remarkable to co-workers
B)Is friends with specific co-workers
C)Is knowledgeable so that people try to be his or her friend
D)Acts congruently with the organizational value system
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
52
A fast-food company does not promote anyone to manager unless he or she started at the beginning,flipping burgers.This is an example of a company promoting which type of power?

A)Relevance power
B)Visibility power
C)Legitimacy power
D)Effort power
E)Attraction power
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
53
You just convinced your boss that you need to increase cooperation across departments for the Web project that you were assigned to lead to be successful.How have you increased your power?

A)Visibility of your position
B)Relevance of your position
C)Legitimacy of your position
D)Personal attraction of your position
E)Centrality of your position
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
54
What will a performance appraisal system that rewards initiative and innovation do?

A)Decrease one's flexibility and therefore his/her power base
B)May be too erratic to allow one to develop a strong power base
C)Increase one's discretion and thus the potential for more power
D)Promote more people to higher positions
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
55
Which of the following is not a determinant associated with position power?

A)Expertise
B)Relevance
C)Visibility
D)Flexibility
E)Centrality
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
56
During the interview process,the interviewer told you that the position you have applied for has been in this organization for over 50 years.You having been looking for a job that affords you discretion.Which statement describes your reaction to the news from the interviewer?

A)Good news,all the problems have been worked out.
B)Not so good news
C)Interesting,but what does it have to do with the amount of discretion you might have?
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
57
If you would like to expand your power base horizontally,what could you do?

A)Have lunch with co-workers in your department every day
B)Have lunch with workers from other departments
C)Focus on increasing your power through the formal organizational powers
D)Do an excellent job on all your assignments
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
58
The task force has been meeting for several weeks on distributing bonuses for employees but has become hopelessly stalemated.You were added to the committee to influence the group's decision.What will this do to your influence?

A)This will help your influence,and you should have some significant influence over the group's deliberations.
B)This will make it difficult to have influence.
C)It will only increase your influence if others are added to the committee at the same time as you.
D)It will only increase your influence if others are removed from the committee when you are added.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
59
If you took on functions essential for the performance of other activities,how have you expanded your power?

A)Centrality
B)Flexibility
C)Visibility
D)Relevance
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
60
If you want to increase your power by having information routed through your position and by increasing the technical sophistication of your work,what have you increased?

A)Centrality of your position
B)Latitude and flexibility of your job
C)The visibility of your job
D)The decision-making opportunities of your job
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
61
You have a desire to move up in the company.You have been offered two positions.One position is more people oriented and the other position is more task oriented.Which position should you take?

A)You should take the people-oriented position.
B)You should take the task-oriented position.
C)It doesn't matter.Either position will work equally well assuming you do a good job.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
62
Which influence strategy respects the rights of others,honors the concept of fairness,and attempts to strengthen the ongoing relationships between parties?

A)Retribution
B)Reciprocity
C)Reason
D)Positional
E)Centrality
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
63
You are graduating this summer and are seeking an influential position.Your major is finance.Which job should you choose to maximize your relevant power?

A)Working for an electronics firm making $32,000
B)Working for a stockbroker firm making $25,000
C)Working for a small software firm making $20,000
D)Working for a large oil company making $35,000
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
64
If you want to increase the relevance of your job to the organization,what should you do?

A)Make at least part of your job unique
B)Reduce the percentage of routine activities in your job
C)Expand the number of contacts you have with senior people
D)Become a trainer or mentor for new employees
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
65
Your boss is discussing power and influence and states,"Power is a necessary precondition for influence." Should you agree or disagree?

A)You should agree.
B)You should disagree.
C)There is not enough information to decide.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
66
The strength of one's personal powers would impact which influence strategy the most?

A)Retribution
B)Reciprocity
C)Reason
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
67
Management is looking for someone to work the holidays.You believe that management would think better of you if you worked the holidays.If you work the holidays,which influence strategy was utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Expert
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
68
What does relevance as a power base refer to?

A)How many other people recognize an individual
B)Being associated with activities that are directly related to the organization's central objectives
C)The amount of discretion one might have
D)The relevant position the individual has within the organization's communication network
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
69
You have received a letter from North American Family Publishers sweepstakes with pictures of Dick McMahon and Ed Clark that states,"You are our newest $10 million winner!* However,you must act in 24 hours by buying numerous magazine subscriptions to secure your prize." You read further to find the fine print that says,"*Only if you have the winning number." What influence strategy is being utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Expert
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
70
In a company that sells golf clubs,a job in which department has more relevance power?

A)Accounting
B)Research and development
C)Sales
D)Human resource management
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
71
A friend came to you and stated,"I am flunking my management class.I need to pass or I won't graduate.Will you please help me?" Your friend is using which influence strategy?

A)Retribution
B)Reciprocity
C)Reason
D)Legitimacy
E)Centrality
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
72
What does it suggest about an organization if people are rewarded for being reliable and predictable?

A)This suggests the organization will penalize people who use discretion.
B)This suggests the organization will reward those who use discretion.
C)This suggests a person who has high personal attraction will be successful in a job in this organization.
D)This suggests a person with a high need for power would be happy in a job in this organization.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
73
You are buying a house.The seller recently lowered the asking price,but the price is still higher than your initial offer.The broker states,"The seller lowered his price,and I think you should raise your offer." What type of influence strategy is being utilized?

A)Retribution
B)Reciprocity
C)Reason
D)Coercion
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
74
If you use the influence strategy that helps others to see why they should do what you say,which influence strategy are you using?

A)Retribution approach
B)Reciprocity approach
C)Reason approach
D)Positional approach
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
75
If you use an influence strategy that makes others want to do what you say,which influence strategy are you using?

A)Retribution approach
B)Reciprocity approach
C)Reason approach
D)Relevance approach
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
76
What is the best way to gain visibility?

A)Write an excellent report to be read by the executive committee
B)Give a good presentation of the report to an executive committee
C)Become central in a communication network so that one may tap into a rich flow of information and satisfy the information needs of others
D)Take an important task-oriented position
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
77
One should use reason when (1)adequate time for extensive discussion exists, (2)parties share mutual respect and credibility,and (3)needs are specific and short term.Which statements are correct?

A)All three statements are correct.
B)Statements 1 and 2 are correct.
C)Only statement 2 is correct.
D)Only statement 1 is correct.
E)Statements 1 and 3 are correct.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
78
One should use reciprocity when (1)there is sufficient time to reach satisfactory agreements, (2)no other alternatives exist,and (3)quality and innovation are not important.Which statements are correct?

A)All three statements are correct.
B)Statements 2 and 3 are correct.
C)Only statement 2 is correct.
D)Only statement 1 is correct.
E)Statements 1 and 3 are correct.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
79
Disadvantage(s)to using reciprocity are (1)considerable time required to build trust, (2)engenders resentment,and (3)encourages people to feel the terms of assignments are open for negotiation.Which statements are correct?

A)All three statements are correct.
B)Only statement 3 is correct.
C)Statements 2 and 3 are correct.
D)Statements 1 and 3 are correct.
E)Only statement 1 is correct.
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
80
What is included in ways to gain visibility?

A)Face-to-face communication
B)Sending a note to a co-worker threatening her because of her recent accomplishment
C)Participating in monotonous and routine tasks for popular causes
D)Improving your technical expertise
Unlock Deck
Unlock for access to all 97 flashcards in this deck.
Unlock Deck
k this deck
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Unlock Deck
Unlock for access to all 97 flashcards in this deck.