Which of the following statements about power are true? (Check all that apply) It is the potential to
change someone's attitudes. It exists when others believe you have power.
Although one party in a relationship is dependent on the other, the dependent person also has some
power known as countervailing power.
True or false: Countervailing power exists when the less powerful party has some degree of power over
the stronger power holder. True.
James often seeks Isabel's help because she understands the capabilities of the tax program better than
anyone else in the department, including their boss. Isabel has expert power in this relationship.
Legitimate power is based on a person's formal job description.
The capacity of a person, team, or organization to influence others is the definition of power.
True or false: When describing the range of the zone of indifference, it is important to know that it
increases with the level of trust in the person with legitimate authority. True.
Dependence in an exchange relationship is asymmetric if one person controls a resource needed by the
other.
Janeen taught a class for her colleague when he was ill last month. He now feels an obligation to do the
same for her. This is an example of the norm of reciprocity.
Suzanne is the most productive salesperson in the store. Her manager wants to schedule her full time
but is afraid she'll quit since she is a full-time student. Suzanne's power in this relationship is
countervailing power.
The sources of power that originate mostly from a person's formal position in an organization include
______ power. (Check all that apply.) legitimate, Coercive, reward.
Haile controls the employee vacation schedule. Employees cannot make plans for time off without going
through Haile. Which of the following describes the kind of power Haile has? Information control.
An agreement among organizational members that people in certain roles can request a set of behaviors
from others, such as a manager making requests of those she supervises, is known as legitimate power.
John's supervisor, Jilleen, recognizes that he is working long hours and produces more than others by
giving him extra time off. This is an example of reward power.
The range of activities an individual is willing to engage in at the direction of a person with legitimate
authority is the zone of indifference.
The ability of a manager to punish an employee is coercive power.
Rafael helped Sandy finish a project last week. Sandy is now helping Rafael with a difficult client. The
sense of obligation Sandy felt to help Rafael in return is known as norm of reciprocity.
The ability to cope with uncertainty in the environment is an important source of expert power.
True or false: Countervailing power exists when the less powerful party has some degree of power over
the stronger power holder. True.
Filtering information upwards to middle managers so your work group looks better is an example
of power through information control.
The source of power in an organization based on a person's ability to decide pay, promotions,
scheduling, and work assignments is reward power.
The type of power that may be based on charisma is referment power.
When team members are sarcastic or ostracize another member for not meeting team norms, they are
using coercive power.
A personal source of power based on the possession of knowledge or skills valued by others is expert
power.
Strong interpersonal attraction that inspires high levels of trust, respect, and devotion is BEST described
as charisma.
True or false: Valuable expertise alone can make one powerful in an organization. False.
The type of power that originates within the person, that develops slowly, and is based on interpersonal
skills is referent power.
Jaime is the only one who is able to reprogram the robots needed for production of a key part. His power
in the company is greater than his formal position based on nonsubstitutability.
The ability of a manager to punish an employee is coercive power.
When the only manager of a retail store able to open it for business is late to work and business is lost, it
is an example of centrality.
A problem that telecommuters have in generating power is their lack of visibility because they are
seldom in the office.
The type of referent power known as charisma is what is meant when we say a celebrity has “star
power.”
The freedom to make decisions without referring to a specific rule or getting permission from someone
with more authority is a contingency of power known as discretion.
Potential sources of power in an organization can generate power only in certain conditions. These
contingencies include: centrality, nonsubstitutablity and visibility.
An example of substitutability is when employees are replaced by technology to produce a product more
cheaply.
Which of the following are commonalities that can form social networks? Physical proximity, common
interests, kinship.
The power holder's importance based on the degree and nature of that person's interdependence with
others is centrality.
Employees can increase visibility by being located in central work areas.
Guanxi is important to people in Asian cultures because it is a strategy for giving and receiving favors
from others.
An example of discretion as a contingency of power is the frequent complaint of middle managers that
they have limited power to make decisions without approval from upper management.
The knowledge and other resources available to people or social units from a durable network that
connects to others is social capital.
True or false: Valuable expertise alone can make one powerful in an organization. False.
Social structures of individuals or social units that are connected to each other through one or more
forms of interdependence are known as social networks.
Sharing information among friends, doing favors for others, and connecting people to job opportunities
are all examples of increasing power through social capital.
The advantage of having strong ties in social networks is that they offer resources more quickly and
plentifully than weak ties.
Why is the Chinese concept of guanxi considered an expressive activity? It reinforces one’s self-concept.
An important contingency of power in social networks that refers to where you are located in the
network is centrality.
True or false: The sharing of resources, information, trust, and knowledge among those in a social
network creates legitimate power. False.
An area between two or more dense social networks that lacks network ties is a(n) structural hole.
The "dark side" of social networks is that they can increase workplace discrimination.
Which of the following is a means of accumulating power through social capital? Providing timely and
accessible information.
The definition of influence is any behavior that attempts to alter someone's attitudes or behavior.
What are some benefits of having strong ties in contrast to weak ties? They provide greater social
support, They lead to better cooperation for favors, and They offer more resources more quickly.
The influence tactics most commonly used in organizations include: assertiveness, silent authority,
information control.
A factor in centrality in social networks that refers to the number of connections to others in the
network is degree centrality.
People who provide the primary bridge across a structural hole in a network are considered brokers.
An example of barriers formed by social networks is a men’s golf tournament.
The difference between hard and soft influence tactics is that hard tactics are based on position power.
Power in motion, or any behavior designed to change someone's attitudes or behavior, is known as
influence.
When a supervisor makes a request of an employee without negotiations, threats, or persuasion, and
that employee complies, it is an example of silent authority.
Assertiveness and silent authority are influence tactics that are based on legitimate power.
Jorge is worried about losing his job because his supervisor frequently checks and corrects his work and
has let him know that he needs to 'clean up his act' or face dismissal. Jorge's boss is using the influence
tactic known as assertiveness.
The source of power for hard influence tactics such as assertiveness is position power, while the source
of power for soft influence tactics such as persuasion power.
George regularly shares positive outcomes by his work group with his manager while seldom reporting
problems or mistakes. He is using the tactic of centrality to control information.,
The conditions for the use of silent authority as an influence tactic include the requester’s legitimate
power, the target persons role expectations.
Actively applying legitimate or coercive power to influence others is assertiveness.
Riz wants to make some changes to the company break room policy, but he doesn't have the power to
make those changes. He talks to others in his department and is able to persuade them to join his cause.
Which of the following best explains what Riz has done? He formed a coalition.
The type of influence that calls on someone with higher authority or expertise is upward appeal.
People with centrality in social networks are able to influence others using information control.
When a supervisor makes a request of an employee without negotiations, threats, or persuasion, and
that employee complies, it is an example of silent authority.
Attempts to influence people outside a group by pooling the resources and power of its members is the
tactic known as coalition formation.
The ability to influence others by presenting facts, logical arguments, and emotional appeals is
persuasion.
A persuasive communication strategy that warns listeners to be wary of others' future arguments is the
inoculation effect.
Relying on the authority of the firm's policies or values is an example of the influence tactic known
as upward appeal.
Genevieve has shown her manager new cost savings to convince him to change to a new supplier. She is
using the influence tactic of persuasion.
Impression management is often used to get ahead in the workplace, develop a personal brand.
The conditions for the use of silent authority as an influence tactic include: the target person’s role
expectations, the requester’s legitimate power.
Flattering your boss, agreeing with your boss publicly, and asking your boss for advice are all examples of
the influence tactic known as ingratiation.
The effectiveness of persuasion depends on : contents of the message, the audience being persuaded,
and characteristics of the persuader.
What is the influence tactic that uses the promise of future benefits for the targeted person to get
compliance with a request? Exchange.
Bill is selling vacuum cleaners and always explains to customers that the product he sells is more
expensive than other brands but does a better job. This is an example of the persuasion tactic known as
the inoculation effect.
Lee has been able to convince his friends to see the movie he wants to see by explaining why they will all
like it better and that the price is lower than the other choices. He is using which influence tactic?
Persuasion.
The consequences of using hard influence tactics is likely to be which of the following? Compliance,
resistance.
The practice of actively shaping our public image is impression management.
Kellyanne wants to move up the corporate ladder, so she makes sure to frequently and publicly
compliment her manager. Kellyanne also tries to dress similarly to her boss and always agrees with her
boss in meetings. Kellyanne is using an excessive form of ingratiation.
Selecting the most appropriate influence tactic depends on which of the following values?
Organizational, personal and cultural values.
What influence tactic relies on the norm of reciprocity? Exchange.
Willy is attempting to get promoted more quickly by taking credit for the work of others when presenting
it to management. His behavior can be described as Machiavellian.
A persuasive communication strategy that warns listeners to be wary of others' future arguments is the
inoculation effect.
Arturo is a highly motivated telecommuter who appreciates his supervisor's trust and works hard to
achieve company goals. Arturo is demonstrating the outcome of the soft influence tactic known as
commitment.
Conditions that support organizational politics include scarce resources.
Organization A in Germany and Organization B in Japan may use a different influence tactic because of
their cultural values.
Organizations can control conditions that lead to dysfunctional political activities by keeping employees
well informed.
A personal characteristic that supports organizational politics through self-serving behaviors is the need
for personal power.
Which of the following is most likely to encourage organizational politics? A one-sentence
announcement that there will be layoffs starting next week.
The practice of actively shaping our public image is impression management.
Which of the following are ways to minimize organizational politics? Have clear guidelines and rules,
encourage employee involvement.
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