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Organizational Behavior: Solutions for Management

Paul D. Sweeney, University of Central Florida
Dean B. McFarlin, University of Dayton

Power and Influence: Exercising Leadership and Practicing Politics

Multiple Choice Quiz

Please answer all questions


1	Gary Williams has been employed at Simon & Smith Contracting for six years. His supervisor has noted that Gary will always accomplish any tasks such as status report compilation that he has been assigned. The supervisor also has noted that Gary fails to apply his maximum effort to the assignments and seems to be unenthusiastic about the task. Which of the following best indicates the response Gary is demonstrating?
		A)	Compliance
		B)	Commitment
		C)	Resistance
		D)	Complacency


2	Abigail Simpson manages the twelve engineers assigned to her department at Excellent Engineering, Inc. Ms. Simpson consistently makes requests clearly and politely to her subordinates. In addition, she genuinely seems to be sensitive to the perceptions and concerns of the staff. It can be stated that Abigail is engaging in the use of ________.
		A)	expertise
		B)	legitimate authority
		C)	control over rewards
		D)	referent power


3	_________ involves the presentation of facts and data in a logical manner that is designed to convince the subject that a certain request is the best way to proceed and will result in a positive outcome.
		A)	Consultation
		B)	Inspirational appeal
		C)	Ingratiation
		D)	Rational persuasion


4	When Benjamin Wood enlists the help of others to exert pressure and persuasion on one of his subordinates in order to get the worker to behave in a particular manner, he is engaging in which of the following influence tactic?
		A)	Pressure
		B)	Personal appeals
		C)	Coalition formation
		D)	Rational persuasion


5	If a manager attempts to appeal to the subordinate's aspirations, desires, or beliefs when making a request of the subordinate, the manager is most probably engaging in the influence tactic of ________.
		A)	inspirational appeals
		B)	ingratiation
		C)	personal appeals
		D)	consultation


6	Which of the following influence tactic is most frequently used to target superiors and most commonly is used to make an initial request?
		A)	Ingratiation
		B)	Coalition formation
		C)	Exchange
		D)	Rational persuasion


7	Empathize and sympathize with any problems a request may cause and stressing the target's unique skills and abilities to carry out the request are considered general tips for using which influence tactic effectively?
		A)	Ingratiation
		B)	Personal appeals
		C)	Consultation
		D)	Legitimating


8	Jim Jenkins directs a department of ten employees at Mason's Distribution Center. He is known to be persistent with task requests and checking on the progress of the task frequently. Which of the following best identifies the influence tactic utilized by Jim?
		A)	Personal appeals
		B)	Coalition formation
		C)	Pressure
		D)	Consultation


9	Which of the following terms is best defined by stating it involves the use of power and influence tactics for personal benefit?
		A)	Political seasoning
		B)	Coalition formation
		C)	Legitimate authority
		D)	Organizational politics


10	Which of the following is considered to be a contributing factor to the likelihood political behavior will be used?
		A)	Corporate doublespeak
		B)	Personality
		C)	Preoccupation with organizational image
		D)	Negative self-image


11	Which of the following is best identified by the ability to adapt to a range of social situations and still feel comfortable?
		A)	Interpersonal adaptability
		B)	Interpersonal perception
		C)	Persuasive influence
		D)	Impression management


12	When Thomas Haller attempts to make himself appear in a favorable light to his superiors, he is engaging in _________.
		A)	other-focused tactics
		B)	self-focused tactics
		C)	organizational politics
		D)	Machiavellian tendencies


13	Dave Davidson manages the five accountants at Star & Stein Accounting Firm. He consistently tries to pin the blame for any task failures on the junior staff members directly involved with the task. It can be stated that Mr. Davidson is engaging in the political tactic of _______.
		A)	scapegoating
		B)	information manipulation
		C)	positive image management
		D)	negative image management


14	Will Williamson makes a point to express his admiration for his superiors and offers to do unsolicited personal favors for them. Will is engaging in ______.
		A)	negative image management
		B)	positive image management
		C)	other-focused tactics
		D)	self-focused tactics


15	Daniel Jackson attempts to lull his opponents into a false sense of security in order to get them to let down their guard. The term which best describes Daniel's action is ______.
		A)	sandbagging
		B)	self-focused tactics
		C)	scapegoating
		D)	image management

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