Question 1

_____ occurs when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

Accepted Answer

A)  Resistance
B)  Ingratiation
C)  Compliance
D)  Internalization
E)  EngagementF) A) and D)
G) B) and C)

Question 2

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

Accepted Answer

A)  Reward
B)  Personal
C)  Coercive
D)  Referent
E)  ExpertF) A) and D)
G) A) and C)

Question 3

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

Accepted Answer

A)  Reward
B)  Legitimate
C)  Coercive
D)  Referent
E)  ExpertF) B) and E)
G) C) and E)

Question 4

_____ represents how important a person's job is and how many people depend on that person to accomplish their tasks.

Accepted Answer

A)  Centrality
B)  Discretion
C)  Substitutability
D)  Ingratiation
E)  VisibilityF) C) and D)
G) B) and C)

Question 5

Which type of power operates primarily on the principle of fear?

Accepted Answer

A)  Legitimate
B)  Expert
C)  Reward
D)  Referent
E)  CoerciveF) A) and D)
G) B) and D)

Question 6

Leaders 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?

Accepted Answer

A)  Centrality
B)  Discretion
C)  Substitutability
D)  Ingratiation
E)  VisibilityF) A) and E)
G) D) and E)

Question 7

Collaboration is seen as a win-win form of conflict resolution.

Accepted Answer

A) True 
 B)False

Question 8

Some employees are willing to manipulate and deceive others to acquire power.Which of the following tendencies do such employees have?

Accepted Answer

A)  Ingratiating tendencies
B)  Egoistic tendencies
C)  Machiavellian tendencies
D)  Central tendencies
E)  Narcissistic tendenciesF) A) and B)
G) None of the above

Question 9

Influence most frequently occurs downward in organizations.

Accepted Answer

A) True 
 B)False

Question 10

Major types of power can be grouped along two dimensions:

Accepted Answer

A)  internal and external.
B)  personal and social.
C)  organizational and personal.
D)  professional and organizational.
E)  upward and downward.F) A) and B)
G) All of the above

Question 11

High assertiveness and high cooperation represent which style of conflict resolution?

Accepted Answer

A)  Competing
B)  Avoiding
C)  Collaboration
D)  Compromise
E)  AccommodatingF) C) and D)
G) B) and E)

Question 12

"Using sincere forms of ingratiation" is a suggested guideline for using _____ power.

Accepted Answer

A)  coercive
B)  legitimate
C)  reward
D)  referent
E)  expertF) A) and B)
G) C) and D)

Question 13

_____ 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.

Accepted Answer

A)  Referent
B)  Expert
C)  Reward
D)  Coercive
E)  LegitimateF) C) and D)
G) C) and E)

Question 14

The tendency to observe others and accurately interpret their behavior is termed as _____.

Accepted Answer

A)  social astuteness
B)  networking ability
C)  interpersonal influence
D)  apparent sincerity
E)  visibilityF) None of the above
G) A) and E)

Question 15

Which form of conflict resolution requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution?

Accepted Answer

A)  Accommodating
B)  Compromise
C)  Collaboration
D)  Competing
E)  AvoidingF) A) and C)
G) A) and E)

Question 16

Laura heads the administrative department in a hospital.Her job involves ensuring that work in the hospital runs smoothly, managing the staff, inventory management, and maintaining the requisite standard in hospital hygiene and patient care.As her work often involves situations that demand the use of coercive power, which of the following guidelines must Laura follow?

Accepted Answer

A)  Ensure people understand the serious consequences of violations.
B)  Avoid rash, careless, or inconsistent statements.
C)  Avoid using rewards in a manipulative fashion.
D)  Don't exaggerate or misrepresent facts.
E)  Provide evidence that a proposal will be successful.F) C) and D)
G) All of the above

Question 17

To influence others using _____, leaders must have insight into the kinds of things are important to the target.

Accepted Answer

A)  rational persuasion
B)  inspirational appeals
C)  consultation
D)  internalization
E)  pressure tacticsF) A) and B)
G) A) and C)

Question 18

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

Accepted Answer

A)  Apprising
B)  Ingratiation
C)  Coalition
D)  Personal appeal
E)  ExchangeF) B) and D)
G) All of the above

Question 19

Distinguish between internalization and compliance.

Accepted Answer

Internalization occurs when the target o...

Question 20

Which of the following is a suggested guideline for using expert power?

Accepted Answer

A)  Ensure people understand the serious consequences of violations.
B)  Avoid rash, careless, or inconsistent statements.
C)  Respond to infractions promptly and without favoritism.
D)  Follow up to verify compliance.
E)  Provide ample warnings.F) None of the above
G) B) and E)

Exam 13: Leadership: Power and Negotiation

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

Correct Answer
verified

Distinguish between internalization and compliance.

Correct Answer
verified
Internalization occurs when the target o...
View Answer

Some employees are willing to manipulate and deceive others to acquire power.Which of the following tendencies do such employees have?

Correct Answer
verified

Which form of conflict resolution requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution?

Correct Answer
verified

Which type of power operates primarily on the principle of fear?

Correct Answer
verified

High assertiveness and high cooperation represent which style of conflict resolution?

Correct Answer
verified

"Using sincere forms of ingratiation" is a suggested guideline for using _____ power.

Correct Answer
verified

_____ occurs when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

Correct Answer
verified

To influence others using _____, leaders must have insight into the kinds of things are important to the target.

Correct Answer
verified

_____ 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.

Correct Answer
verified

The tendency to observe others and accurately interpret their behavior is termed as _____.

Correct Answer
verified

Which of the following is a suggested guideline for using expert power?

Correct Answer
verified

_____ represents how important a person's job is and how many people depend on that person to accomplish their tasks.

Correct Answer
verified

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

Correct Answer
verified

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

Correct Answer
verified

Major types of power can be grouped along two dimensions:

Correct Answer
verified

Influence most frequently occurs downward in organizations.

Correct Answer
verified

Collaboration is seen as a win-win form of conflict resolution.

Correct Answer
verified

Correct Answer
verified

Leaders 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?

Correct Answer
verified

Exam 13: Leadership: Power and Negotiation

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

Correct AnswerverifiedShow Answer

Distinguish between internalization and compliance.

Correct AnswerverifiedInternalization occurs when the target o...View AnswerShow Answer

Some employees are willing to manipulate and deceive others to acquire power.Which of the following tendencies do such employees have?

Correct AnswerverifiedShow Answer

Which form of conflict resolution requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution?

Correct AnswerverifiedShow Answer

Which type of power operates primarily on the principle of fear?

Correct AnswerverifiedShow Answer

High assertiveness and high cooperation represent which style of conflict resolution?

Correct AnswerverifiedShow Answer

"Using sincere forms of ingratiation" is a suggested guideline for using _____ power.

Correct AnswerverifiedShow Answer

_____ occurs when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.

Correct AnswerverifiedShow Answer

To influence others using _____, leaders must have insight into the kinds of things are important to the target.

Correct AnswerverifiedShow Answer

_____ 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.

Correct AnswerverifiedShow Answer

The tendency to observe others and accurately interpret their behavior is termed as _____.

Correct AnswerverifiedShow Answer

Which of the following is a suggested guideline for using expert power?

Correct AnswerverifiedShow Answer

_____ represents how important a person's job is and how many people depend on that person to accomplish their tasks.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

Major types of power can be grouped along two dimensions:

Correct AnswerverifiedShow Answer

Influence most frequently occurs downward in organizations.

Correct AnswerverifiedShow Answer

Collaboration is seen as a win-win form of conflict resolution.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Leaders 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?

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
Internalization occurs when the target o...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified