Question 1

Edgar is a police officer.He extorts protection money from storeowners on behalf of the local Mafia.He is using:

Accepted Answer

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

Question 2

Role models have referent power over those who identify closely with them.

Accepted Answer

A) True 
 B)False  True

Question 3

Which of the following is a "soft" influence tactic?

Accepted Answer

A)  Exchange 
B)  Coalition 
C)  Pressure 
D)  Legitimating 
E)  Consultation. 
A)  Exchange 
B)  Coalition 
C)  Pressure 
D)  Legitimating 
E)  Consultation. E

Question 4

Political maneuvering is triggered by uncertainty due to:

Accepted Answer

A)  unclear objectives. 
B)  high ingratiation. 
C)  personal appeal. 
D)  lack of change. 
E)  reward power. 
A)  unclear objectives. 
B)  high ingratiation. 
C)  personal appeal. 
D)  lack of change. 
E)  reward power.

Question 5

A belief that people should be paid back for their positive and negative acts is part of the _____ principle identified by Cialdini.

Accepted Answer

A)  reciprocity 
B)  social power 
C)  expert power 
D)  empowerment 
E)  coalition 
A)  reciprocity 
B)  social power 
C)  expert power 
D)  empowerment 
E)  coalition

Question 6

A meta-analysis on keeping organizational politics in check revealed that perceptions of organizational politics were negatively associated with:

Accepted Answer

A)  job satisfaction. 
B)  job stress. 
C)  intentions to quit. 
D)  job dissatisfaction. 
E)  low wages. 
A)  job satisfaction. 
B)  job stress. 
C)  intentions to quit. 
D)  job dissatisfaction. 
E)  low wages.

Question 7

As a manager,if Sharon wants to steer clear of using "hard" influence tactics,which of the following should she avoid?

Accepted Answer

A)  Inspirational appeals 
B)  Coalition tactics 
C)  Personal appeals 
D)  Ingratiation 
E)  Rational persuasion 
A)  Inspirational appeals 
B)  Coalition tactics 
C)  Personal appeals 
D)  Ingratiation 
E)  Rational persuasion

Question 8

What are some of the features of a coalition?

Accepted Answer

Coalitions are a potent political force

Question 9

William is a team leader for the sales department at Target Corp.He calls a team meeting every morning and asks each of his employees for an individual target number they are willing to commit to for the day.According to Cialdini,William is using the principle of:

Accepted Answer

A)  reciprocity. 
B)  authority. 
C)  social proof. 
D)  consistency. 
E)  liking. 
A)  reciprocity. 
B)  authority. 
C)  social proof. 
D)  consistency. 
E)  liking.

Question 10

_____ refers to getting others to see us in a certain manner.

Accepted Answer

A)  Ingratiation 
B)  Impression management 
C)  Reciprocity 
D)  Personal appeal 
E)  Organizational politics 
A)  Ingratiation 
B)  Impression management 
C)  Reciprocity 
D)  Personal appeal 
E)  Organizational politics

Question 11

Yazmeen wants to take things slow and use "soft" tactics with her team which mostly has newcomers.Which of the following influence tactics should she avoid?

Accepted Answer

A)  Consultation 
B)  Strong rational persuasion 
C)  Inspirational appeals 
D)  Coalition tactics 
E)  Ingratiation 
A)  Consultation 
B)  Strong rational persuasion 
C)  Inspirational appeals 
D)  Coalition tactics 
E)  Ingratiation

Question 12

Which the following is NOT a common source of uncertainty within organizations?

Accepted Answer

A)  Any type of change 
B)  Lack of individual or group competition 
C)  Unclear objectives 
D)  Vague performance measures 
E)  Ill-defined decision processes 
A)  Any type of change 
B)  Lack of individual or group competition 
C)  Unclear objectives 
D)  Vague performance measures 
E)  Ill-defined decision processes

Question 13

Robert B.Cialdini recommends that the six principles of persuasion and influence when used in combination have maximum impact.B.Cialdini recommends using the six principles of influence and persuasion separately rather than together for maximum impact.
Robert

Accepted Answer

A) True 
 B)False

Question 14

Cooperative pursuit of general self-interests is a characteristic of political action at the _____ level.

Accepted Answer

A)  network 
B)  coalition 
C)  individual 
D)  covenant 
E)  economic 
A)  network 
B)  coalition 
C)  individual 
D)  covenant 
E)  economic

Question 15

According to researchers,what are the possible outcomes of an influence attempt? Which is the ideal outcome that can be achieved?

Accepted Answer

According to researchers,an influence at

Question 16

Handshake,smile,and manner of dressing can all form an impression and determine whether an individual gets the job offer.

Accepted Answer

A) True 
 B)False

Question 17

A favorable upward impression management tactic can be:

Accepted Answer

A)  interest-focused,nature-focused,or issue-focused. 
B)  coalition-focused,people-focused,or network-focused. 
C)  plan-focused,objective-focused,or politics-focused. 
D)  Issue-focused,individual-focused,or network-focused. 
E)  job-focused,supervisor-focused,or self-focused. 
A)  interest-focused,nature-focused,or issue-focused. 
B)  coalition-focused,people-focused,or network-focused. 
C)  plan-focused,objective-focused,or politics-focused. 
D)  Issue-focused,individual-focused,or network-focused. 
E)  job-focused,supervisor-focused,or self-focused.

Question 18

Noticeable flattery and ingratiation can backfire by embarrassing the target person and damaging your credibility.

Accepted Answer

A) True 
 B)False

Question 19

Explain legitimate power with an example.

Accepted Answer

Legitimate power is what most people thi

Question 20

As operations head,Nannette is implementing pay-for-performance and positive reinforcement programs at ValueTech Center.Nannette is attempting to exploit which power?

Accepted Answer

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

Edgar is a police officer.He extorts protection money from storeowners on behalf of the local Mafia.He is using:

Role models have referent power over those who identify closely with them.

Which of the following is a "soft" influence tactic?

Political maneuvering is triggered by uncertainty due to:

A belief that people should be paid back for their positive and negative acts is part of the _____ principle identified by Cialdini.

A meta-analysis on keeping organizational politics in check revealed that perceptions of organizational politics were negatively associated with:

As a manager,if Sharon wants to steer clear of using "hard" influence tactics,which of the following should she avoid?

What are some of the features of a coalition?

William is a team leader for the sales department at Target Corp.He calls a team meeting every morning and asks each of his employees for an individual target number they are willing to commit to for the day.According to Cialdini,William is using the principle of:

_____ refers to getting others to see us in a certain manner.

Yazmeen wants to take things slow and use "soft" tactics with her team which mostly has newcomers.Which of the following influence tactics should she avoid?

Which the following is NOT a common source of uncertainty within organizations?

Robert B.Cialdini recommends that the six principles of persuasion and influence when used in combination have maximum impact.B.Cialdini recommends using the six principles of influence and persuasion separately rather than together for maximum impact. Robert

Cooperative pursuit of general self-interests is a characteristic of political action at the _____ level.

According to researchers,what are the possible outcomes of an influence attempt? Which is the ideal outcome that can be achieved?

Handshake,smile,and manner of dressing can all form an impression and determine whether an individual gets the job offer.

A favorable upward impression management tactic can be:

Noticeable flattery and ingratiation can backfire by embarrassing the target person and damaging your credibility.

Explain legitimate power with an example.

As operations head,Nannette is implementing pay-for-performance and positive reinforcement programs at ValueTech Center.Nannette is attempting to exploit which power?

Needed: People-Centered Managers and Workplaces

Organizational Culture, Socialization, and Mentoring

Developing Global Managers

Understanding Social Perception and Managing Diversity

Appreciating Individual Differences: Intelligence, ability, personality, core Self-Evaluations, attitudes, and Emotions

Motivation I: Needs, Job Design, and Satisfaction

Motivation Ii: Equity, Expectancy, and Goal Setting

Improving Performance With Feedback, Rewards, and Positive Reinforcement

Effective Groups and Teams

Making Decisions

Managing Conflict and Negotiating

Communicating in the Digital Age

Leadership

Designing Effective Organizations

Managing Change and Organizational Learning

Filters

Exam 13: Influence, Power, and Politics: an Organizational Survival Kit

Edgar is a police officer.He extorts protection money from storeowners on behalf of the local Mafia.He is using:

Role models have referent power over those who identify closely with them.

Which of the following is a "soft" influence tactic?

Political maneuvering is triggered by uncertainty due to:

A belief that people should be paid back for their positive and negative acts is part of the _____ principle identified by Cialdini.

A meta-analysis on keeping organizational politics in check revealed that perceptions of organizational politics were negatively associated with:

As a manager,if Sharon wants to steer clear of using "hard" influence tactics,which of the following should she avoid?

What are some of the features of a coalition?

William is a team leader for the sales department at Target Corp.He calls a team meeting every morning and asks each of his employees for an individual target number they are willing to commit to for the day.According to Cialdini,William is using the principle of:

_____ refers to getting others to see us in a certain manner.

Yazmeen wants to take things slow and use "soft" tactics with her team which mostly has newcomers.Which of the following influence tactics should she avoid?

Which the following is NOT a common source of uncertainty within organizations?

Robert B.Cialdini recommends that the six principles of persuasion and influence when used in combination have maximum impact.B.Cialdini recommends using the six principles of influence and persuasion separately rather than together for maximum impact. Robert

Cooperative pursuit of general self-interests is a characteristic of political action at the _____ level.

According to researchers,what are the possible outcomes of an influence attempt? Which is the ideal outcome that can be achieved?

Handshake,smile,and manner of dressing can all form an impression and determine whether an individual gets the job offer.

A favorable upward impression management tactic can be:

Noticeable flattery and ingratiation can backfire by embarrassing the target person and damaging your credibility.

Explain legitimate power with an example.

As operations head,Nannette is implementing pay-for-performance and positive reinforcement programs at ValueTech Center.Nannette is attempting to exploit which power?

Needed: People-Centered Managers and Workplaces

Organizational Culture, Socialization, and Mentoring

Developing Global Managers

Understanding Social Perception and Managing Diversity

Appreciating Individual Differences: Intelligence, ability, personality, core Self-Evaluations, attitudes, and Emotions

Motivation I: Needs, Job Design, and Satisfaction

Motivation Ii: Equity, Expectancy, and Goal Setting

Improving Performance With Feedback, Rewards, and Positive Reinforcement

Effective Groups and Teams

Making Decisions

Managing Conflict and Negotiating

Communicating in the Digital Age

Leadership

Designing Effective Organizations

Managing Change and Organizational Learning

Filters