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Management - Organizational Behavior Ch. 13, Exercises of Organization Behaviour

Whitt Company made a substantial monetary offer to Bob to leave his design job at Lincoln Industries and come to work at Whitt. The Whitt CEO, on hearing some complaints from members of the Whitt Board of Directors about the size of Bob’s pay package, responded, “Bob is one of the few people in the industry who really understands what the customer wants and can design it into the product.” Bob has ____________ power.

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Management - Organizational Behavior Ch. 13
Organizational Behavior, Version 1.1
Bauer & Erdogan
FWK Test Item File
Chapter 13
TRUE/FALSE
1.Power is the ability to get things done the way you want them to be done.
(True)
2.Power distribution is usually not visible in organizations.
(False)
3.Power has negative consequences but never has positive consequences.
(False)
4.One reason why power can be so easily abused is because individuals are quick to conform.
(True)
5.Conformity is people’s tendencies to behave consistently with social norms.
(True)
6.The Milgram, Asch, and Hawthorne studies illustrate how important it is to create checks and
balances to help individuals resist the tendency to conform or abuse authority.
(False)
7.In the Milgram studies, participants were willing to administer harmful levels of voltage to learners
when those learners provided incorrect answers.
(True)
8.The Asch experiments showed that a dissenting minority does not have much power.
(False)
9.Meta-analysis suggests that the level of conformity in the United States has been increasing
since the 1950s.
(False)
10.The Zimbardo experiment was stopped early because all parties involved became too
entrenched in their experimental roles.
(True)
11.The more that a party is dependent upon you, the less power you have.
(False)
12.The scarcer a resource is that you control, the more power you possess.
(True)
13.The more vital the resource you control, the greater the level of power you possess.
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Management - Organizational Behavior Ch. 13

Organizational Behavior, Version 1.

Bauer & Erdogan

FWK Test Item File

Chapter 13

TRUE/FALSE

  1. Power is the ability to get things done the way you want them to be done. (True)
  2. Power distribution is usually not visible in organizations. (False)
  3. Power has negative consequences but never has positive consequences. (False)
  4. One reason why power can be so easily abused is because individuals are quick to conform. (True)
  5. Conformity is people’s tendencies to behave consistently with social norms. (True)
  6. The Milgram, Asch, and Hawthorne studies illustrate how important it is to create checks and balances to help individuals resist the tendency to conform or abuse authority. (False)
  7. In the Milgram studies, participants were willing to administer harmful levels of voltage to learners when those learners provided incorrect answers. (True)
  8. The Asch experiments showed that a dissenting minority does not have much power. (False)
  9. Meta-analysis suggests that the level of conformity in the United States has been increasing since the 1950s. (False)
  10. The Zimbardo experiment was stopped early because all parties involved became too entrenched in their experimental roles. (True)
  11. The more that a party is dependent upon you, the less power you have. (False)
  12. The scarcer a resource is that you control, the more power you possess. (True)
  13. The more vital the resource you control, the greater the level of power you possess.

(True)

  1. The more substitutes available for a resource, the higher the power level of the person possessing that resource. (False)
  2. The CEO of an organization has legitimate power because of his or her role. (True)
  3. Coercive power tends to accompany legitimate power in an organization. (False)
  4. Coercive power works through fear and forces people to do things they otherwise would not consider. (True)
  5. Michael is the individual in the firm who knows everything about computer issues. When anyone has a problem, they go to Michael. Michael has referent power. (False)
  6. Charisma is a type of referent power. (True)
  7. Influence is getting others to do what we want them to do. (True)
  8. The most commonly used influence technique is personal appeal. (False)
  9. Compliance is when the target of influence not only agrees to your request, but actively supports it. (False)
  10. Rational persuasion uses facts, data and logical arguments to influence a target person. (True)
  11. When college students are told by a speaker seeking their support, “You can make a difference. Do this for future generations,” that speaker is using inspirational appeals to convince students to join the cause. (True)
  12. Using any form of flattery in an appeal is an example of the exchange influence tactic. (False)
  13. Research shows that individuals who lived near stairwells in dorms were the most well liked people in those dorms because they were seen most often by everyone who was coming and going. This is an example of the personal appeal influence tactic. (True)
  14. Research shows that managers with high referent power tend to use pressure tactics much more frequently than those with low referent power. (False)
  1. Social network analysis can reveal who can be trusted in an organization, who is important to decision making and even who is innovative. (True)
  2. Boundary spanners are people who are linked to the greatest number of people in the organization. (False)
  3. Social network analysis indicating strong ties is demonstrating informational, not emotional support. (False)
  4. Peripheral specialists in a social network are those with special expertise who can be called upon for advice even though they work independently from the group. (True)
  5. Strong ties in a social network are especially useful for innovation. (False)
  6. Company presidents usually possess at least legitimate, coercive, and referent power. (False)
  7. High power distance countries are those where power is centralized in the hands of a few. (True)
  8. In low power distance countries, decisions are often made based upon loyalty rather than some formal review process. (False) MULTIPLE CHOICE Opening Section: Focus on Power: The Case of Steve Jobs
  9. Steve Jobs is one of the best-known CEOs in business. Which of the following statements is INCORRECT in describing the way that Steve Jobs runs Apple Inc.? a. Jobs has an uncanny ability to persuade and influence people. b. Jobs instills enthusiasm in his employees. c. Jobs has a vision that he shares with his employees. d. Jobs is always respectful of his employees. (d) Difficult/Synthesis
  10. Steve Jobs is best known for using what kind of power in running Apple Inc.? a. coercive b. referent c. legitimate d. all of the above (d) Medium/Analysis Section I: The Basics of Power
  1. The ability to influence the behavior of others to get what you want is a. charisma. b. power. c. conformity. d. pressure. (b) Easy/Knowledge
  2. Which of the following statements regarding power distribution research is INCORRECT? a. Power distribution is visible in organizations. b. Individuals ranked themselves higher than their coworkers did. c. In comparing rankings given to managers with regard to their influence, there was general agreement on the top five but no agreement on the bottom five. d. Research indicates the ability to rank managers by influence is a consistent practice in various industries and firms. (c) Difficult/Analysis
  3. Which of the following statements regarding the positive and negative consequences of power is INCORRECT? a. Individuals are often quick to question the actions of those in power. b. Powerful CEOs can align an organization to achieve goals. c. The adage, “Power corrupts and absolute power corrupts absolutely” seems to have some merit. d. Power can corrupt and lead to the destruction of companies. (a) Difficult/Evaluation
  4. People’s tendencies to behave consistently with social norms is a. culture. b. conformity. c. power. d. dependency. (b) Easy/Knowledge
  5. Which of the following statements regarding the Milgram experiment on conformity to authority is correct? a. Participants believed they were engaged in an experiment on job design. b. Over half of the participants refused to shock the learner at very high voltage levels regardless of the encouragement to do so provided by the experimenter. c. Several learners were treated for depression at the conclusion of the study. d. The researcher/experimenter’s role was very important in obtaining group compliance with the experiment procedures/guidelines. (d) Difficult/Evaluation
  6. Which of the following statements regarding the Asch studies is INCORRECT? a. Most of the participants in the Asch groups were confederates. b. A dissenting minority influenced the nature of response given by participants. c. Conformity with an incorrect answer was attributed to the perception that some members of the group had more information regarding the correct choice. d. A dissenting minority response caused the participants to give the correct answer only if that minority also gave the right answer. (d) Difficult/Evaluation
  7. Which of the following statements regarding the Zimbardo study is correct? a. The experimental guards received training before they were told to keep order. b. The guards became abusive and aggressive, but the prisoners exhibited little reaction. c. Study participants refused to adapt to their roles.

a. coercive b. referent c. reward d. legitimate (d) Medium/Application

  1. Managers at a pharmaceutical research and development firm have checkbooks that they carry around with them as they monitor their subordinates. If a manager notes outstanding behavior by a subordinate, they can write the high-level performer a check on the spot. This is an example of the manager’s ___________ power. a. referent b. reward c. expert power d. information (b) Medium/Application
  2. Whitt Company made a substantial monetary offer to Bob to leave his design job at Lincoln Industries and come to work at Whitt. The Whitt CEO, on hearing some complaints from members of the Whitt Board of Directors about the size of Bob’s pay package, responded, “Bob is one of the few people in the industry who really understands what the customer wants and can design it into the product.” Bob has ____________ power. a. expert b. legitimate c. referent d. legitimate (a) Medium/Application
  3. Professor Lamb is a fabulous speaker—funny, topical, and very knowledgeable about his subject. His classes are always filled as soon as they open for scheduling and the waiting list to get into them is long. Students never miss his class and they highly recommend him to their friends. Graduate students want to study with him to learn his techniques. Professor Lamb has ___________ power. a. coercive b. legitimate c. referent d. reward (c) Medium/Application
  4. Al Dunlap was recognized as a turnaround artist for firms experiencing financial and performance difficulties. When Dunlap arrived at a firm, downsizing usually followed. Dunlap received the nickname, “Chainsaw Al” due to his cost-cutting abilities. When Dunlap arrived at a firm he would recommend major restructuring and though they were not supportive of his tactics, his managers implemented his plan. Dunlap had ___________ power. a. legitimate b. likability c. referent d. informational (a) Medium/Application
  5. When negotiating a deal on the purchase of a new automobile, Bradley had manufacturing cost data from his neighbor who worked for the car manufacturer. Bradley got himself a good deal on his purchase due to his ___________ power in the negotiation. a. referent b. legitimate

c. information d. coercive (c) Medium/Application

  1. Access to specific knowledge or skills is _______________ power. a. expert b. information c. referent d. reward (b) Easy/Comprehension
  2. The ability to grant an increase in pay, a perk, or an attractive job assignment is ___________ power. a. referent b. legitimate c. expert d. reward (d) Easy/Comprehension
  3. Coercive power a. is the ability to take something away or punish someone for noncompliance. b. is the ability to influence due to the possession of knowledge or skill. c. stems from the personal characteristics of the person such as the degree to which we respect and want to be like them. d. stems from one’s organizational role or position. (a) Easy/Knowledge
  4. Referent power a. is the ability to take something away or punish someone for noncompliance. b. is the ability to influence due to the possession of knowledge or skill. c. stems from the personal characteristics of the person such as the degree to which we respect and want to be like them. d. stems from one’s organizational role or position. (c) Easy/Knowledge
  5. Power that comes from one’s organizational role or position is a. expert power. b. referent power. c. legitimate power. d. information power. (c) Easy/Comprehension
  6. Power that comes from knowledge and skill is a. expert power. b. referent power. c. legitimate power. d. reward power. (a) Easy/Comprehension
  7. Attempting to get others to do what we want is a. commitment. b. power. c. charisma. d. influence.
  1. The school district negotiator notes during contract negotiations with the teachers’ union that the district cannot afford a 3% wage increase. The district negotiator presents the current expenditure budget, the projected tax revenue and state contributions, and the currently increasing unemployment rate in the community’s tax base as evidence of the lack of extra money for the increases. The district negotiator is attempting to convince the teachers’ negotiator to pull back his demands using a. inspirational appeals. b. pressure. c. rational persuasion. d. personal appeals. (c) Medium/Application
  2. The Teach for America representative faced the group of college students and asked, “Do you want to make a difference in this world? Do you want to give back for all the good things you have had happen to you over your lifetime? Do you want to help a child have a chance, a chance like yours? Then, won’t you consider giving just nine months of your life to make a difference? Consider joining me and thousands of your peers in leading this country in a new direction by taking part in Teach for America.” The representative is using the _______________ influence tactic. a. rational persuasion b. personal appeal c. inspirational appeal d. pressure (c) Difficult/Application
  3. Giving students a free mug, t-shirt, or blanket just for getting their names on a mailing list at an organization is an example of the ____________ influence tactic. Research suggests individuals try to repay what has been given them. a. ingratiation b. exchange c. pressure d. personal appeal (b) Medium/Analysis
  4. Using different forms of making others feel good about themselves is the influence tactic of a. exchange. b. ingratiation. c. pressure. d. personal appeal. (b) Easy/Comprehension
  5. The use of client lists by advertisers and businesses to promote goods and service is an example of the _____________ influence tactic. And, it works! a. pressure b. personal appeal c. exchange d. coalition (d) Medium/Comprehension
  6. The influence tactic that works most effectively in organizations that value democratic decision making is a. pressure. b. coalition. c. consultation.

d. ingratiation. (c) Medium/Comprehension

  1. A number of weight loss products advertised on television feature doctors who note the safety and effectiveness of the product. This approach to convincing viewers to purchase the product is an example of the _______________ influence tactic. a. liking b. personal appeal c. pressure d. legitimating (d) Medium/Analysis
  2. Getting a person to enter an employee assistance program for a substance abuse problem as a condition of keeping their job is an example of using the ____________ influence tactic. a. legitimating b. pressure c. personal appeal d. consultation (b) Medium/Comprehension
  3. Your roommate says to you, “I really need to make sure that I do not have any typos or misspelled words on my cover letter for my business communications class. Will you please read it for me?” This is an example of the a. exchange influence tactic. b. ingratiation influence tactic. c. personal appeal influence tactic. d. rational persuasion influence tactic. (c) Medium/Application
  4. _______________ power is more effective than formal power bases and is positively related to employee performance and organizational commitment. a. Legitimate b. Referent c. Reward d. Information (b) Medium/Comprehension
  5. Which of the following statements regarding impression management is INCORRECT? a. Whether you are actively managing your image or not, people are forming impressions of you. b. You can cause yourself psychological distress by contradicting your personal values in trying to be someone you are not. c. At work, the most effective approach to impression management is to build credibility and be the person you want to be. d. You can actively shape the way people perceive you. (c) Medium/Synthesis
  6. Which of the following is NOT an impression management category that an individual can use to accomplish the outcomes desired? a. personality b. verbal c. nonverbal d. behavior (a) Easy/Comprehension

d. the better the quality of relationship between the subordinate and supervisor, the more positively resistance to influence techniques are seen. (b) Difficult/Synthesis Section III: Organizational Politics

  1. Political behaviors in organizations include all of the following EXCEPT a. negotiating. b. rational decision making. c. alliance building. d. resolving conflicting interests. (b) Medium/Comprehension
  2. All of the following statements regarding organizational politics are correct EXCEPT a. organizational politics are informal, unofficial, and even behind-the-scene efforts to influence, increase power or achieve objectives. b. politics arise in an organization as an attempt to influence the allocation of scarce resources. c. effective politics is all about winning at all costs. d. organizations are made up of different interests that must be aligned. (c) Medium/Synthesis
  3. Research on employee perception of organizational politics finds all of the following EXCEPT if employees think that their organization is overly driven by politics, a. employees have lower job satisfaction, but are no less committed to the organization. b. employees perform worse on their jobs. c. employees have higher levels of job anxiety. d. that perception can be reduced by an infusion of a high level of feedback by the leader. (a) Difficult/Synthesis
  4. All of the following are individual antecedents of political behavior EXCEPT a. political skill. b. role ambiguity. c. expectations of success. d. internal locus of control. (b) Easy/Comprehension
  5. All of the following are organizational antecedents of political behavior EXCEPT a. expectations of success. b. role ambiguity. c. resource scarcity. d. democratic decision making. (a) Easy/Comprehension
  6. Which of the following statements regarding antecedents of political behavior is INCORRECT? a. Role ambiguity presents opportunities for employees to negotiate their duties. b. Authoritarian decision making leads to more political behavior in the organization. c. Individuals high in political skill are more effective at their jobs. d. Individuals high in internal locus of control engage in more political behavior. (b) Medium/Synthesis Section IV: Understanding Social Networks
  7. Informal social networks serve all of the following important functions EXCEPT a. delivering private information.

b. providing support. c. allowing individuals access to diverse skill sets. d. helping create power. (b) Medium/Comprehension

  1. Social network analysis reveals all of the following EXCEPT who a. is very knowledgeable in the group. b. in the group can be trusted. c. in the group is innovative. d. in the group is important in decision making. (a) Medium/Comprehension
  2. Which of the following is NOT a key role in a social network? a. central connectors b. boundary spanners c. external specialists d. peripheral specialists (c) Easy/Knowledge
  3. People who connect one network to another within the company or even across organizations are a. central connectors. b. boundary spanners. c. external specialists. d. peripheral specialists. (b) Easy/Comprehension
  4. Allan does not work for Core Company, but the human resource director calls him whenever he wants some advice on labor unions. Allan is classified as a _________ __________ in a social network analysis. a. central connector b. boundary spanner c. external specialist d. peripheral specialist (d) Medium/Analysis
  5. ___________ __________ indicate emotional as well as informational support in a social network. a. Strong ties b. Weak ties c. Social ties d. Casual ties (a) Easy/Comprehension
  6. Brokering power in a social network means you a. have a high level role in a social network. b. can introduce people to each other. c. have expert power in a social network. d. have resources that others in a social network desire. (b) Easy/Knowledge
  7. Which of the following statements regarding the analysis of social networks is correct? a. Weak ties are more difficult to maintain than strong ties. b. Strong ties indicate emotional support but no informational support.
  1. When discussing dependency, the concept of ___________ means the uniqueness of a resource. (scarcity)
  2. To determine how dependent you are on someone you need to assess three key factors— ___________, ____________, and ____________. (scarcity, importance, substitutability)
  3. Power derived from one’s role in the organization is ______________ power. (legitimate)
  4. A manager possesses ___________ power because he can provide you an increase in pay or a promotion. (reward)
  5. Punishing someone for noncompliance, as a parent does to a child when the child does not clean her room, is an example of __________ power. (coercive)
  6. __________ power comes from knowledge and skills such as the long-time employee who knows everything about company history and procedures. (Expert)
  7. When negotiations are going on, the person computing the numbers to determine if a requested pay increase can be given possesses _________ power. (information)
  8. Oprah Winfrey has tremendous charisma and is adored by many fans. Oprah has ____________ power. (referent)
  9. When we try to get others to do what we want, we are using _________. (influence)
  10. The influence tactic used most frequently is __________ __________ in the United States. (rational persuasion)
  11. When an influence target does not wish to comply with the request and either passively or actively repels the influence attempt, the influence attempt response of ____________ is occurring. (resistance)
  12. The influence attempt response______________ occurs when the target not only agrees to the request but also actively supports it as well. (commitment)
  13. The influence tactic that uses facts, data and logical arguments is ___________ __________. (rational persuasion)
  14. The influence tactic that seeks to tap into your values, emotions and beliefs is ____________ _________. (inspirational appeals)
  1. The influence tactic that causes you to help another person because you like him or her and he or she asked for your help is _________ ___________. (personal appeal)
  2. _____________ is the influence tactic that uses flattery or other forms of making others feel good about themselves. (Ingratiation)
  3. The influence tactic where there is give and take such that if someone does something for you, you do something for them is called ___________. (exchange)
  4. Exerting undue influence on someone to do what you want or else something undesirable will occur is the __________ influence tactic. (pressure)
  5. When someone tries to influence you by saying, “by the power vested in me…,” he or she is using __________. (legitimation)
  6. __________ ____________ is actively shaping the way others perceive you such as being concerned about your nonverbal and verbal behaviors. (Impression management)
  7. The ability to influence your boss and others in positions above you is ________ ________. (upward influence)
  8. People’s ability to relate well to others, self-monitor, inspire confidence and trust, and alter their reactions depending upon the situation they are in is ______________ ___________. (political skill)
  9. The visual map of relationships between individuals is a ________ __________. (social network)
  10. One of the key roles in a social network is a _________ ________, or people who are linked to the greatest number of people. (central connector)
  11. A ______________ ___________ is a person who connects one network to another within the company or even across organizations. (boundary spanner)
  12. In a social network analysis, ________ ______ are characterized by less frequent interaction with less emotional attachment, which are easier to maintain and thus people have more of them. (weak ties) SHORT ANSWERS
  13. What is conformity? Give an example of an instance where people conformed.
  1. What is impression management? Impression management means actively shaping the way you are perceived by others. This is particularly important for those who are seeking their first jobs. In interviews you must be aware of the cues about yourself you are sending through verbal and nonverbal behaviors.
  2. What are the directions that influence attempts can take? Upward influence is the ability to influence those in positions higher than yours. Downward influence is the ability to influence those in positions lower than yours. Peer influence must be carried out in such a manner that it does not become destructively competitive.
  3. What are some individual antecedents of political behavior? Individual antecedents include: political skill, internal locus of control, investment in the organization, and expectations of success.
  4. What are some organizational antecedents of political behavior? Organizational antecedents include: scarcity of resources, role ambiguity, performance evaluations, promotions, and democratic decision making.
  5. What is a key role in a social network? There are three key roles in a social network. Central connectors are those linked to the greatest number of people. Boundary spanners are people who connect one network to another. Peripheral specialists have special expertise that can be drawn upon even if they work independently of the group. ESSAY
  6. Choose a leader from entertainment, business or government. Describe the kinds of power that leader possesses. Answers will vary. Barack Obama has legitimate power as the President of the United States. He has coercive power as the Commander-in-Chief of the Military. He can appoint individuals to Cabinet positions, which gives him reward power. He has expert power given his years in government, and referent power based upon the size of his victory in the November, 2008 election. His regular briefings on national security and domestic economic issues give him information power.
  7. Discuss the three sets of classic studies on conformity and what the implications of their findings are. The Milgram studies involved an experimenter, study participants and learners who were actually confederates chosen by the experimenter. The experimenter directed the participants to ask questions of the learners and when the learners were INCORRECT in their answers, to deliver a shock to those learners. The participants delivered shocks for INCORRECT answers long after the “fake” shocks would have been in a damaging range

and long after they heard “screams” of pain from the learners. The study showed that people conform to the direction given to them by someone in authority. In the Asch studies, individual participants were paired with confederates and asked about the length of lines. The confederates were to influence the individuals to say that two lines were the same length when one was clearly shorter than others. Research participants went along with wrong answers about 37% of the time. When a confederate acted as a dissenting minority, and gave the correct answer, the INCORRECT response decreased by 75%. In short, the power of a small dissenting minority was demonstrated. In the Zimbardo study, volunteers were placed in a prison simulation. The prisoners were picked up by real police officers and placed in the basement of a Stanford building. Guards were chosen from among the volunteers and were told to keep order without any training. It did not take long for the guards to become aggressive and abusive and the prisoners to become depressed and helpless. Because the participants were becoming so entrenched in their roles, the experiment was terminated early. All three studies demonstrate how authority can produce conformity. Also, conformity is a tendency people gravitate toward, so checks and balances must be put into place to ensure abuse does not occur.

  1. Present a scenario when someone attempted to influence you to do something. Indicate what influence tactics or tactics they used to get you to do what they wanted. Answers will vary with the student. Among the influence tactics that can be presented are: rational persuasion, inspirational appeals, consultation, ingratiation, personal appeal, exchange, coalition tactics, pressure and legitimating tactics. One scenario that occurs on college campuses is where students come to speak to juniors and seniors to encourage them to join “Teach for America.” The speakers are usually recent graduates of the particular college who are part of the program and are attempting to recruit their peers to join the program. They use influence tactics centered on inspirational appeals particularly with regard to how the soon-to-be graduates can make a difference in the world before they begin their corporate lives. The inspirational appeals are accompanied by visuals showing how one can aid America’s troubled youth.
  2. Discuss Dale Carnegie’s recommendations for get others to like you. Do you find them viable? Carnegie’s recommendations are: Be genuinely interested in other people. Smile. Remember that a person’s name is the most important sound in any language. Be a good listener. Talk in terms of the other person’s interests. Make the other person feel important. The viability is an issue that is student specific. Generally, Carnegie’s work relies on referent power and the recognition that referent power grows if others like, respect and admire you.
  3. How can you use impression management in an interviewing situation? Some key aspects of impression management for the interviewing situation are the three main categories of: