Management A Behavioral Approach Connect Practice Quiz 12

Connect Practice Quiz 12 1. ________ power is the type of influence a person exercises because of the job he or she holds. A: Position Position power is the source of influence associated with a particular job or position within the organization. 2. Dr. Matthews was hired in at Spartan Healthcare because he is one of only four doctors in the nation that can perform a specialized type of heart surgery. He also is on faculty in the medical school and gives advice to other medical professionals. Dr. Matthews is considered to have expert power. A: True Valued knowledge or information gives an individual expert power over those who need such knowledge or information. 3. It’s Monday morning and you know by the end of the week that the performance reviews are going to be given out. You tell your manager that she looks really nice today and want to know where she got her shoes. You also offer to pick her up a cup of coffee during the next break. This is a soft influence tactic, known as A: Ingratiation Some refer to the first five influence tactics—rational persuasion, inspirational appeals, consultation, ingratiation, and personal appeals—assofttactics because they are friendlier than, and not as coercive as the last four tactics—exchange, coalition, pressure, and legitimating tactics, which arehardtactics because they involve more overt pressure. Ingratiation involves getting someone in a good mood prior to making a request. Being friendly and helpful and using praise, flattery, or humor. A particular form of ingratiation is “brownnosing.” 4. Individuals or organizations have ________ power if they can obtain compliance by promising or delivering positive reinforcement. A: Reward Individuals or organizations have reward power if they can obtain compliance by promising or granting rewards 5. ________ power is the basis of power that most people think of as authority. A: Legitimate Legitimate power is the base of power that most people think of as authority and is anchored to one’s formal position 6. Hugh tries his best to convince Irene about a new business proposal, but Irene presents some good counterarguments and stalls the proposal. This is an example of A: Resistance Resistance takes many forms and degrees such as: people can be indifferent, passive-aggressive, or actively resist to the extent of purposefully undermining or even sabotaging efforts 7. Which of the following willnotbe effective for an apology? A: Waiting until there has been time to heal Apologies are effective to the extent they restore trust and positively affect your ability to influence the offended party in the future. To help ensure the effectiveness of your apologies, make sure they include the following four characteristics: acknowledgement of wrongdoing, acceptance of responsibility, expression of regret, promise the offense will not be repeated. It is also helpful to consider that a failure to apologize, or to do so in a timely manner, can turn a bad situation worse and damage how others see you 8. Which of the following isnota principle of persuasion? A: People tend to resent and disrespect credible experts Six principles for influencing people are: (1) Liking—People tend to like those who like them. (2) Reciprocity—The belief that both good and bad deeds should be repaid in kind is virtually universal. (3) Social proof—People tend to follow the lead of those most like themselves. (4) Consistency—People tend to do what they are personally committed to do. (5) Authority—People tend to defer to and respect credible experts. (6) Scarcity—People want items, information, and opportunities that have limited availability 9. Which of the following is a “hard” influence tactic? A: Legitimating tactics The first five influence tactics—rational persuasion, inspirational appeals, consultation, ingratiation, and personal appeals—are referred to assofttactics because they are friendlier than, and not as coercive as, the last four tactics— exchange, coalition, pressure, and legitimating tactics, which arehardtactics because they involve more overt pressure. Legitimating tactics involve basing a request on authority or right, organizational rules or policies, or explicit/implied support from superiors 10. Psychological empowerment is related to A: Self-efficacy While structural empowerment draws on job design and characteristics, psychological empowerment is related to self-efficacy