Deck 12: Power,influence,and Negotiation

Question 1

Legitimate,reward,and coercive powers are called _______ powers.

A)internal
B)personal
C)external
D)organizational
E)directional

Answer 1

D

Question 2

'Insist on compliance,' if appropriate,is a suggested guideline for using which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Answer 2

B

Question 3

_______ power is generally regarded as a poor form of power to use regularly because it tends to result in negative feelings toward those that wield it.

A)Referent
B)Expert
C)Reward
D)Coercive
E)Legitimate

Answer 3

D

Question 4

Personal powers include:

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

Question 5

_______ can be defined as the ability to influence the behaviour of others and to resist unwanted influence in return.

A)Pressure
B)Power
C)Ingratiation
D)Leadership
E)Substitutability

Question 6

Mary Jane,manager at Kids Klothing,asked three of her employees to stay after they closed for the day to re-do the window display and rearrange the entire floor set-up for new merchandise.Mary Jane is exercising which of these powers?

A)Reward
B)Legitimate
C)Coercive
D)Referent
E)Expert

Question 7

Which power operates primarily on the principle of fear?

A)Legitimate
B)Expert
C)Reward
D)Referent
E)Coercive

Question 8

Major types of power can be grouped along two dimensions:

A)internal and external
B)personal and professional
C)organizational and personal
D)professional and organizational
E)upward and downward

Question 9

Expert and referent powers are called _______ powers.

A)internal
B)personal
C)external
D)organizational
E)directional

Question 10

Susan Summerville is a department manager at P&G,Inc.Her title and position gives Susan which of these powers?

A)Expert
B)Reward
C)Coercive
D)Referent
E)Legitimate

Question 11

_______ power exists when others have a desire to identify and be associated with a person.

A)Referent
B)Expert
C)Reward
D)Coercive
E)Legitimate

Question 12

Sally is a very popular radio talk show host.She takes people questions and offers advice on relationships of all kinds and best ways to achieve balance in life.Sally has a huge following and people actually listen to her and try to emulate her.Sally has which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 13

Which power exists when a person has control over punishments in an organization?

A)Reward
B)Legitimate
C)Coercive
D)Referent
E)Expert

Question 14

_______ power is derived from a position of authority inside the organization.

A)Legitimate
B)Reward
C)Coercive
D)Expert
E)Referent

Question 15

Which power is sometimes referred to as 'formal authority?'

A)Coercive
B)Reward
C)Legitimate
D)Referent
E)Expert

Question 16

_______ power exists when someone has control over the resources another person wants.

A)Reward
B)Legitimate
C)Coercive
D)Referent
E)Expert

Question 17

Which power is derived from a person's skill or knowledge on which others depend?

A)Referent
B)Expert
C)Reward
D)Coercive
E)Legitimate

Question 18

Joanna has worked with computers and can identify just about anything that may not be working on any computer.All the coworkers seek her help when they run into any computer-related problems.Joanna has which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 19

Marcus is tired of working late shift and wants better hours at Personal Deliveries International.He has decided to talk to Martha who sets the schedule for all employees at the company.Martha has which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 20

Organizational powers include which of these?

A)Legitimate,expert,and referent
B)Reward,expert,and referent
C)Coercive,reward,and expert
D)Reward,expert,and legitimate
E)Coercive,legitimate,and reward

Question 21

Mary's freedom to make her decisions describes which contingency of power?

A)Influence
B)Discretion
C)Power
D)Ingratiation
E)Visibility

Question 22

When Mary gives Tom his preferred shift,she is exhibiting which of these powers?

A)Reward
B)Legitimate
C)Coercive
D)Referent
E)Expert

Question 23

Harry commands which of these powers?

A)Reward
B)Legitimate
C)Coercive
D)Referent
E)Expert

Question 24

All of these are suggested guidelines for using legitimate power,except?

A)Show acceptance and positive regard
B)Make polite,clear requests
C)Explain the reason for the request
D)Don't exceed your scope of authority
E)Follow up to verify compliance

Question 25

All of these are suggested guidelines for using referent power,except?

A)Show acceptance and positive regard
B)Act supportive and helpful
C)Defend and back up people when appropriate
D)Do unsolicited favours
E)Offer rewards which are fair and ethical

Question 26

The degree to which people have alternatives in accessing resources refers to which of these?

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

Question 27

'Provide evidence that a proposal will be successful,' is a suggested guideline for using which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 28

Which of these is not a contingency of power?

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

Question 29

Which of these represents how important a person's job is and how many people depend on that person to accomplish their tasks?

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

Question 30

_______ is how aware others are of an individual's power and position.

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

Question 31

Ramona is a department head supervising 14 employees.Although she has good ideas when it comes to motivating her employees,Ramona is required to follow the company's well established policies and rules.This is seriously affecting her ability to influence her employees.Which contingency factor is affecting Ramona's ability to influence others?

A)Low centrality
B)Low discretion
C)Low substitutability
D)Low ingratiation
E)Low visibility

Question 32

'Don't promise more than you can deliver,' is a suggested guideline for using which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 33

'Respond to infractions promptly and without favouritism,' is a suggested guideline for using which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 34

John has just recently been promoted to be a line manager.He is trying to learn about how to use the reward power.Which of the following would you suggest as a guideline for using reward power?

A)Explain rules and requirements and ensure people understand the serious consequences of violations
B)Don't make rash,careless,or inconsistent statements
C)Don't promise more than you can deliver
D)Listen seriously to person's concerns and suggestions
E)Do unsolicited favours

Question 35

All of these are suggested guidelines for using coercive power,except?

A)Explain rules and requirements and ensure people understand the serious consequences of violations
B)Don't make rash,careless,or inconsistent statements
C)Respond to infractions promptly and without favouritism
D)Investigate to get facts before following through
E)Provide ample warnings

Question 36

'Use sincere forms of ingratiation,' is a suggested guideline for using which of these powers?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 37

All of these are suggested guidelines for using expert power,except?

A)Provide evidence that a proposal will be successful
B)Don't make rash,careless,or inconsistent statements
C)Provide ample warnings
D)Listen seriously to person's concerns and suggestions
E)Act confidently and decisively in a crisis

Question 38

Kendra is a procurement manager at MK Trading.Her job entails approving all purchasing requests from various departments.However,she has the ability and authority to deny a purchase request if she is not convinced that it is necessary.Employees and department managers at MK Trading have no other alternative but to try to convince Kendra with their requests if they want to procure the items.Which contingency factor is giving Kendra the ability to influence others?

A)Low centrality
B)Low discretion
C)Low substitutability
D)Low ingratiation
E)Low visibility

Question 39

_______ refers to the degree to which managers have the right to make decisions on their own.

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

Question 40

Given her position as the department manager,Mary has which of these powers?

A)Reward
B)Legitimate
C)Coercive
D)Referent
E)Expert

Question 41

Stacy is the department manager at UL Industries,an electronic appliance manufacturer.In order to meet her sales targets Stacy has offered to her sales staff the following deal: If each individual increased their sales target by 20 percent for the month,she would meet the company's goals.If she meets the company's goals,all employees in sales gets a three day paid vacation to the nearby resort.Stacy is using which of these influence tactics?

A)Pressure
B)Ingratiation
C)Coalitions
D)Personal appeals
E)Exchange

Question 42

'Sucking up' refers to which of these influence tactics?

A)Apprising
B)Ingratiation
C)Coalitions
D)Personal appeals
E)Exchange

Question 43

Which of the following influence tactic is considered 'most effective' on average?

A)Ingratiation
B)Coalitions
C)Consultation
D)Exchange
E)Personal appeals

Question 44

The Dean of College of Business at EduNational University has decided to pursue a coveted accreditation for the college.To get the faculty's support for the process,she has created a faculty-driven process where faculty participate in the accreditation process every step of the way and they decide how to carry out the process under her guidance.This process has increased the faculty's commitment who now have a stake in seeing the process succeed and the goal of accreditation accomplished.The Dean has used which of these influence tactics?

A)Rational persuasion
B)Personal appeals
C)Consultation
D)Ingratiation
E)Exchange

Question 45

On average,which of the following influence tactics is least effective?

A)Ingratiation
B)Coalitions
C)Consultation
D)Collaboration
E)Personal appeals

Question 46

When managers are forced to follow organizational policies and rules,their ability to influence others is reduced.This explains which contingency factor?

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

Question 47

All of these influence tactics are considered the 'most effective,' except?

A)rational persuasion
B)inspirational appeals
C)consultation
D)collaboration
E)coalitions

Question 48

Former U.S.President Barack Obama,Canadian Prime Minister Justin Trudeau,and Superstar footballer Peyton Manning possess which of the following powers to some degree because others want to emulate them?

A)Coercive
B)Legitimate
C)Reward
D)Referent
E)Expert

Question 49

Any time Rodney needs to convince others of something,he uses logical arguments and hard facts to support his position.As a result,it is very difficult to refute his viewpoint and consider his requests when he asks for something.Rodney is using which of these influence tactics?

A)Rational persuasion
B)Inspirational appeals
C)Consultation
D)Ingratiation
E)Exchange

Question 50

If everyone knows that an individual has a certain level of power,the ability to use that power to influence others is likely to be high.Which contingency factor is expressed in this statement?

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

Question 51

Individuals who perform critical tasks and interact with others regularly have a greater ability to use their power to influence others.These individuals exhibit which contingency factor?

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

Question 52

Tom is utilizing which influence tactics?

A)Pressure
B)Ingratiation
C)Coalitions
D)Personal appeals
E)Exchange

Question 53

_______ is the use of favours,compliments,or friendly behaviour to make the target feel better about the influencer.

A)Apprising
B)Personal appeals
C)Consultation
D)Ingratiation
E)Exchange

Question 54

_____ power exists when one person believes that another has the ability to punish him/her and is willing to use that power.

A)Referent
B)Expert
C)Reward
D)Coercive
E)Legitimate

Question 55

_______ is the use of an actual behaviour that causes behavioural or attitudinal changes in others.

A)Influence
B)Discretion
C)Power
D)Ingratiation
E)Visibility

Question 56

Which of the following influence tactic is 'moderately effective' on average?

A)Ingratiation
B)Coalitions
C)Consultation
D)Collaboration
E)Inspirational appeals

Question 57

All of the following influence tactics can be considered moderately effective,except?

A)Ingratiation
B)Exchange
C)Consultation
D)Apprising
E)Personal appeals

Question 58

Oprah Winfrey is the chairperson of Harpo,Inc.The people who watch Oprah on TV or listen to her on satellite radio admire her views and often seek to emulate her actions.This suggests that Oprah Winfrey clearly wields an incredible amount of _____ power.

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

Question 59

Individuals that control resources to which no one else has access can use their power to gain greater influence.This is associated with which of the following contingency factors?

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

Question 60

As a manager,Marci has figured out what makes her employees fired up.She makes every effort to connect her important requests to their values and ideals,thereby creating an emotional and attitudinal reaction.Marci is using which of these influence tactics?

A)Rational persuasion
B)Inspirational appeals
C)Consultation
D)Ingratiation
E)Exchange

Question 61

In order to bring Josh,the marketing manager,on board with the idea of new product introduction at Mountain City Coffee,Evan,the operations manager,enlisted the help of Laura and Ellen,two top sales people for the company.Evan is using which of the following influence tactics?

A)Apprising
B)Ingratiation
C)Coalitions
D)Personal appeals
E)Pressure

Question 62

Lynn should know that all of these influence tactics are the most effective on average,except?

A)Collaboration
B)Inspirational appeals
C)Consultation
D)Coalitions
E)Rational persuasion

Question 63

Shawn has the ability to effectively understand others at Trade Tools,Inc.(TTI),where he is a manager,and he can use that knowledge to influence others in ways that enhance his own and/or TTI's objectives.Shawn's ability can be described as which of these?

A)Conceptual skills
B)Ingratiation skills
C)Political skills
D)Negotiation skills
E)Technical skills

Question 64

Amanda appears to be exhibiting which style of conflict resolution?

A)Competing
B)Avoiding
C)Collaborating
D)Compromise
E)Accommodating

Question 65

Which tactic increases commitment from a target,who now has a stake in seeing that his/her opinions were valued?

A)Rational persuasion
B)Personal appeals
C)Consultation
D)Ingratiation
E)Exchange

Question 66

When the target of influence agrees with and becomes committed to the influence request,which of the following responses to influence tactics occurs?

A)Resistance
B)Ingratiation
C)Compliance
D)Personal appeals
E)Internalization

Question 67

Behavioural and attitudinal change occurs in which of the responses to influence attempts?

A)Resistance
B)Ingratiation
C)Compliance
D)Personal appeals
E)Internalization

Question 68

Actions by individuals that are directed toward the goal of furthering their own self-interests refer to which of these?

A)Leadership
B)Power
C)Negotiation
D)Organizational politics
E)Substitutability

Question 69

In which of the following responses to an influence tactic is the target willing to do what the leader asks,but they do it with a degree of ambivalence?

A)Resistance
B)Ingratiation
C)Compliance
D)Personal appeals
E)Internalization

Question 70

Which of these is the use of coercive power through threats and demands?

A)Apprising
B)Ingratiation
C)Coalitions
D)Personal appeals
E)Pressure

Question 71

Which of these occurs when the requestor clearly explains why performing the request will benefit the target personally?

A)Apprising
B)Ingratiation
C)Coalitions
D)Personal appeals
E)Exchange

Question 72

Which of the following responses to influence tactics is considered the most common response to influence attempts in organizations?

A)Resistance
B)Ingratiation
C)Compliance
D)Personal appeals
E)Internalization

Question 73

Political skill involves all of the following,except?

A)Social astuteness
B)Networking ability
C)Interpersonal influence
D)Apparent sincerity
E)Technical know how

Question 74

Which of these is a personal characteristic that fosters organizational politics?

A)Machiavellianism
B)Limited resources
C)Ambiguity in roles
D)High performance pressure
E)Unclear performance evaluations

Question 75

In which of the responses to influence attempts there is no behavioural or attitudinal change that takes place?

A)Resistance
B)Ingratiation
C)Compliance
D)Personal appeals
E)Internalization

Question 76

_____ involve(s)the individual helping complete the task,providing required resources,or removing obstacles that make task completion difficult.

A)Rational persuasion
B)Personal appeals
C)Collaboration
D)Ingratiation
E)Exchange

Question 77

Wanda shows which style of conflict resolution?

A)Competing
B)Avoiding
C)Collaborating
D)Compromise
E)Accommodating

Question 78

All of these are organizational characteristics that foster organizational politics,except?

A)limited resources
B)low self-monitoring
C)ambiguity in roles
D)high performance pressure
E)unclear performance evaluations

Question 79

Susan is looking for which style of conflict resolution?

A)Competing
B)Avoiding
C)Collaborating
D)Compromise
E)Accommodating

Question 80

To use _____ effectively,individuals must have insight into what kinds of things are important to the target.

A)rational persuasion
B)inspirational appeals
C)consultation
D)ingratiation
E)exchange