Robbins Eob11 Tif Ch12

Essentials of Organizational Behavior, 11e (Robbins/Judge) Chapter 12 Power and Politics 1) Which one of the following is not implied in the definition of power? A) influence B) potential C) dependency D) actualization E) capacity Answer: D Explanation: D) Power refers to a capacity that A has to influence the behavior of B so B acts in accordance with A's wishes. Someone can thus have power but not use it; it is a capacity or potential. Probably the most important aspect of power is that it is a function of dependency. Diff: 2 Page Ref: 170 Objective: Power Quest. Category: Concept/Definitional LO: 1 2) Power is a function of ________. A) goal congruency B) realization C) inheritence D) dependency E) altruism Answer: D Explanation: D) Power is a function of dependency. Diff: 2 Page Ref: 170 Objective: Power and Dependency Quest. Category: Concept/Definitional LO: 1 3) Which of the following statements is true regarding power? A) A is said to have power over B if B controls something that A desires. B) The greater A's dependence on B, the greater A's power in the relationship. C) If A has the capacity to influence the behavior of B, then A is said to have power over B. D) A can have power over B only if A is the B's leader. E) A can have power over B only when A and B have similar goals. Answer: C Explanation: C) If A has the capacity to influence the behavior of B then A is said to have power over B. The most important aspect of power is that it is a function of dependency. The greater B's dependence on A, the greater A's power in the relationship. Diff: 2 Page Ref: 170 Objective: Power Quest. Category: Concept/Definitional LO: 1

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4) Which of the following terms best represents a point of difference between power and leadership? A) control B) influence C) cognitive dissonance D) goal compatibility E) negative affect Answer: D Explanation: D) Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led. Diff: 2 Page Ref: 171 Objective: Power Quest. Category: Concept/Definitional LO: 1 5) Leadership requires ________. A) congruence between the goals of the leader and those being led B) focus on tactics for gaining compliance C) a dependency of those being led on the leader D) followers who share behavioral traits with their leaders E) a dependency of the leader on those being led Answer: A Explanation: A) Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led. Diff: 2 Page Ref: 171 Objective: Leadership Quest. Category: Concept/Definitional LO: 1 6) Leadership focuses on the ________. A) importance of lateral and upward influence patterns B) elimination of dependency relationships C) downward influence of a leader on his or her followers D) ways of establishing control over followers E) resolution of conflicts among followers Answer: C Explanation: C) One difference between power and leadership relates to the direction of influence. Leadership focuses on the downward influence on followers. It minimizes the importance of lateral and upward influence patterns. Power does not. Diff: 2 Page Ref: 171 Objective: Leadership Quest. Category: Concept/Definitional LO: 1

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7) Unlike leadership research, research on power tends to focus on ________. A) individual styles in using power B) strategies for goal attainment C) tactics for gaining compliance D) the administration of rewards E) gaining dependency Answer: C Explanation: C) Research on power focuses on tactics for gaining compliance. It goes beyond the individual as the exerciser of power because groups as well as individuals can use power to control other individuals or groups. Diff: 2 Page Ref: 171 Objective: Power Quest. Category: Concept/Definitional LO: 1 8) The two general groupings of power are ________. A) informational and personal B) formal and informal C) informal and legitimate D) personal and formal E) direct and indirect Answer: D Explanation: D) The bases or sources of power are divided into two general groupings, formal and personal. These two groupings are then broken down into more specific categories. Diff: 2 Page Ref: 171 Objective: Bases of Power Quest. Category: Concept/Definitional LO: 1 9) The ________ power is based on the fear of the negative results from failing to comply. A) legitimate B) coercive C) punitive D) referent E) abusive Answer: B Explanation: B) The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs. Diff: 2 Page Ref: 171 Objective: Coercive Power Quest. Category: Concept/Definitional LO: 2

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10) At the organizational level, if Jenn can dismiss, suspend, or demote Polene, assuming Polene values his or her job. Jenn has ________ power over Polene. A) reward B) legitimate C) coercive D) expert E) referent Answer: C Explanation: C) The coercive power base depends on fear of the negative results from failing to comply. At the organizational level, A has coercive power over B if A can dismiss, suspend, or demote B, assuming B values his or her job. Diff: 2 Page Ref: 171 Objective: Dependency Quest. Category: Concept/Definitional LO: 2 11) When a bank robber points a gun at a bank employee, his base of power is ________. A) coercive B) referent C) positional D) authoritative E) expert Answer: A Explanation: A) The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs. The bank teller is forced to comply. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Coercive Power Quest. Category: Application LO: 2

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12) Larry can assign Oliver work activities that Oliver finds unpleasant. Larry possesses ________ power over Oliver. A) reward B) expert C) legitimate D) coercive E) referent Answer: D Explanation: D) The coercive power base depends on fear of the negative results from failing to comply. If A can assign B work activities B finds unpleasant or treat B in a manner B finds embarrassing, A possesses coercive power over B. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Formal Power Quest. Category: Application LO: 2 13) The opposite of coercive power is ________ power. A) referent B) reward C) legitimate D) charismatic E) expert Answer: B Explanation: B) The opposite of coercive power is reward power, with which people comply because it produces positive benefits; someone who can distribute rewards others view as valuable will have power over them. These rewards can be either financial, such as controlling pay rates, or nonfinancial, including recognition, or promotions. Diff: 2 Page Ref: 171 Objective: Reward Power Quest. Category: Concept/Definitional LO: 2

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14) If your superior tells you that she will offer you a raise provided you perform additional work beyond the requirements of your job, he/she is exercising ________ power. A) legitimate B) coercive C) reward D) personal E) reflective Answer: C Explanation: C) The opposite of coercive power is reward power, with which people comply because it produces positive benefits; someone who can distribute rewards others view as valuable will have power over them. These rewards can be either financial, such as controlling pay rates, or nonfinancial, including recognition, or promotions. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Reward Power Quest. Category: Application LO: 2 15) Legitimate power is based on ________ in the organization. A) the ability to provide rewards B) interpersonal trust C) structural position D) expert knowledge E) respect and admiration Answer: C Explanation: C) In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority to control and use organizational resources based on structural position in the organization. Diff: 2 Page Ref: 172 Objective: Legitimate Power Quest. Category: Concept/Definitional LO: 2 16) Which of the following types of power requires acceptance of the leader's authority by members of the organization? A) referent B) coercive C) legitimate D) expert E) charismatic Answer: C Explanation: C) Legitimate power is broader than the power to coerce and reward. Specifically, it includes members' acceptance of the authority of a position. Diff: 2 Page Ref: 172 Objective: Legitimate Power Quest. Category: Concept/Definitional LO: 2 6 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall

17) The power that the College Dean has been granted by the University over the faculty is referred to as ________ power. A) academic B) positional C) legitimate D) referent E) charismatic Answer: C Explanation: C) Legitimate power represents the formal authority to control and use organizational resources based on structural position in the organization. It includes members' acceptance of the authority of a position. A College Dean holds legitimate power. Diff: 3 Page Ref: 172 AACSB: Analytic Skills Objective: Legitimate Power Quest. Category: Application LO: 2 18) Which of the following statements is true regarding legitimate power? A) Legitimate power develops out of admiration of another and a desire to be like that person. B) Legitimate power comes from an individual's unique characteristics. C) Legitimate power is broader than the power to coerce and reward. D) Celebrities who endorse products in commercials wield legitimate power over people. E) Legitimate power is a type of personal power. Answer: C Explanation: C) In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority to control and use organizational resources based on structural position in the organization. Legitimate power is broader than the power to coerce and reward. Diff: 2 Page Ref: 172 Objective: Expert Power Quest. Category: Concept/Definitional LO: 2 19) Which of the following types of power can be categorized as personal power? A) coercive B) legitimate C) reward D) referent E) positional Answer: D Explanation: D) Personal power comes from an individual's unique characteristics. There are two bases of personal power: expert power and referent power. Diff: 2 Page Ref: 172 Objective: Personal Power Quest. Category: Concept/Definitional LO: 2 7 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall

20) Most of us follow our doctor's advice because our doctor has ________ power. A) legitimate B) reward C) referent D) expert E) coercive Answer: D Explanation: D) Expert power is influence wielded as a result of expertise, special skill, or knowledge. As jobs become more specialized, we become increasingly dependent on experts to achieve goals. It is generally acknowledged that physicians have expertise and hence expert power: Most of us follow our doctor's advice. Diff: 2 Page Ref: 172 Objective: Personal Power Quest. Category: Concept/Definitional LO: 2 21) ________ power is based on identification with a person who has desirable resources or personal traits. A) Coercive B) Legitimate C) Referent D) Expert E) Reward Answer: C Explanation: C) Referent power is based on identification with a person who has desirable resources or personal traits. If I like, respect, and admire you, you can exercise power over me because I want to please you. Diff: 2 Page Ref: 172 Objective: Referent Power Quest. Category: Concept/Definitional LO: 2

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22) John is good with numbers, but he wasn't sure what he wanted to study in college. During his senior year in high school he had a math teacher, Mr Roury. John liked his teaching style and got interested in numbers. He also joined the Math Club to spend more time with Mr. Roury. As a result, John went on to study math and later engineering in college, and today tells his kids that he owes his career to Mr. Roury. Mr. Roury exhibited ________ power over John. A) positional B) referent C) coercive D) reward E) legitimate Answer: B Explanation: B) Referent power is based on identification with a person who has desirable resources or personal traits. If a person is respected and admired he can exercise power and influence over others that desire to please him. John admired Mr. Roury and wanted to please him, which influenced his career choice. Diff: 2 Page Ref: 172 AACSB: Analytic Skills Objective: Formal Power Quest. Category: Application LO: 2 23) Celebrities are paid millions of dollars to endorse products in commercials because the advertisers believe the celebrities have ________ power. A) coercive B) referent C) expert D) legitimate E) reward Answer: B Explanation: B) Referent power develops out of admiration of another and a desire to be like that person. It helps explain, for instance, why celebrities are paid millions of dollars to endorse products in commercials. Diff: 2 Page Ref: 172 Objective: Referent Power Quest. Category: Concept/Definitional LO: 2

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24) Of the bases of power, research indicates that ________ power is most effective. A) personal B) coercive C) reward D) legitimate E) positional Answer: A Explanation: A) Of the three bases of formal power (coercive, reward, legitimate) and two bases of personal power (expert, referent), research suggests pretty clearly that the personal sources of power are most effective. Diff: 2 Page Ref: 172 Objective: Personal Power Quest. Category: Concept/Definitional LO: 2 25) Which of the following types of power is most likely to be negatively related to employee satisfaction and commitment? A) expert power B) reward power C) legitimate power D) coercive power E) referent power Answer: D Explanation: D) The coercive power base depends on fear of the negative results from failing to comply. It is negatively related to employee satisfaction and commitment. Diff: 1 Page Ref: 173 Objective: Dependency Quest. Category: Concept/Definitional LO: 2 26) Which of the following power tactics involves increasing the target's support by involving him or her in decision making? A) personal appeals B) exchange C) consultation D) ingratiation E) pressure Answer: C Explanation: C) The power tactic of consultation involves increasing the target's support by involving him or her in decision making. Diff: 3 Page Ref: 173 Objective: Creating Dependency Quest. Category: Concept/Definitional LO: 3

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27) Power tactics can be defined as ________. A) approaches for resolving conflicts B) techniques for translating power bases into specific action C) strategies for gathering and maintaining support D) organizational structural characteristics E) approaches for winning arguments Answer: B Explanation: B) Power tactics are defined as ways in which individuals translate power bases into specific actions. They are the specific options that people have for influencing their bosses, co-workers, or employees. Diff: 2 Page Ref: 173 Objective: Power Tactics Quest. Category: Concept/Definitional LO: 3 28) Which of the following is not considered to be a power tactic? A) consultation B) substitution C) rational persuasion D) ingratiation E) coalition Answer: B Explanation: B) The nine power tactics are legitimacy, rational persuasion, inspirational appeals, consultation, exchange, personal appeals, ingratiation, pressure, and coalitions. Substitution is not a power tactic. Diff: 2 Page Ref: 173 Objective: Power Tactics Quest. Category: Concept/Definitional LO: 3 29) Joe comes to you with a request for funds for a project. He reminds you that company policy supports his position. He is using the tactic of ________. A) coalition B) consultation C) ingratiation D) legitimacy E) pressure Answer: D Explanation: D) Legitimacy means relying on your authority position or saying a request accords with organizational policies or rules. Joe is relying on legitimacy. Diff: 2 Page Ref: 173 AACSB: Analytic Skills Objective: Legitimacy Quest. Category: Application LO: 3

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30) James approaches his supervisor with data and a logical presentation supporting his request for additional personnel. Which of the following power tactics is used by James? A) consultation B) legitimacy C) rational persuasion D) inspirational appeal E) exchange Answer: C Explanation: C) Rational persuasion is presenting logical arguments and factual evidence to demonstrate a request is reasonable. James is using rational persuasion to try to get what he wants. Diff: 2 Page Ref: 173 AACSB: Analytic Skills Objective: Rational Persuasion Quest. Category: Application LO: 3 31) Which of the following power tactics tends to backfire and is typically the least effective of the power tactics? A) coalitions B) exchange C) pressure D) rational persuasion E) consultation Answer: C Explanation: C) Pressure tends to backfire and is typically the least effective of the nine tactics. Diff: 2 Page Ref: 173 Objective: Inspirational Appeals Quest. Category: Concept/Definitional LO: 3 32) The power tactic of using flattery and creating goodwill before making a request is known as ________. A) ingratiation B) consultation C) inspirational appeal D) motivational appeal E) affective appeal Answer: A Explanation: A) Ingratiation is defined as using flattery, praise, or friendly behavior prior to making a request, hoping that the kindness will help get what is desired. Diff: 1 Page Ref: 173 Objective: Ingratiation Quest. Category: Concept/Definitional LO: 3

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33) Vivian has not been handling one portion of her duties in a satisfactory manner. As a result, her manager threatens to withhold her promotion. Which power tactic is being used by Vivian's manager? A) exchange B) ingratiation C) pressure D) personal appeals E) inspirational appeals Answer: C Explanation: C) Pressure is the use of warnings, repeated demands, and threats to try to get what is desired. It is usually applied in a downward direction. Diff: 2 Page Ref: 173 AACSB: Analytic Skills Objective: Pressure Quest. Category: Application LO: 3 34) Which of the following power tactics is more effective when the audience is highly interested in the outcomes of a decision process? A) ingratiation B) consultation C) personal appeals D) exchange E) pressure Answer: B Explanation: B) Rational persuasion, inspirational appeals, and consultation tend to be the most effective power tactics, especially when the audience is highly interested in the outcomes of a decision process. Diff: 2 Page Ref: 173 Objective: Power Tactics Quest. Category: Concept/Definitional LO: 3 35) When the power tactic of ________ works, it's generally downward only. A) exchange B) coalition C) ingratiation D) pressure E) legitimacy Answer: D Explanation: D) Pressure tends to backfire and is typically the least effective of the nine tactics. When pressure works, it's generally downward only. Diff: 2 Page Ref: 174 Objective: Power and Sexual Harassment Quest. Category: Concept/Definitional LO: 3 13 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall

36) Which of the following power tactics can be used most effectively for exerting lateral influence? A) legitimacy B) inspirational appeal C) coalition D) ingratiation E) pressure Answer: C Explanation: C) Personal appeals and coalitions are most effective as lateral influence. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional LO: 3 37) Which of the following power tactics is effective for exerting upward influence? A) pressure B) inspirational appeals C) exchange D) rational persuasion E) legitimacy Answer: D Explanation: D) Rational persuasion is an effective tactic for exerting upward influence. It is the only tactic effective across organizational levels. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional LO: 3 38) ________ is the only power tactic that is effective for exerting upward influence, downward influence, and lateral influence. A) Legitimacy B) Exchange C) Ingratiation D) Pressure E) Rational persuasion Answer: E Explanation: E) Rational persuasion is the only tactic effective across organizational levels. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional LO: 3

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39) Which of the following influence tactics is considered a "harder" tactic that emphasizes formal power and incurs greater costs and risks? A) personal appeal B) coalition C) rational persuation D) inspirational appeal E) consultation Answer: B Explanation: B) You're more likely to be effective if you begin with "softer" tactics that rely on personal power, such as personal and inspirational appeals, rational persuasion, and consultation. If these fail, you can move to "harder" tactics, such as exchange, coalitions, and pressure, which emphasize formal power and incur greater costs and risks. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional LO: 3 40) People especially likely to comply with soft power tactics tend to ________. A) be more action oriented B) have greater desire for control C) be extrinsically motivated D) have low self-esteem E) be more focused on getting along with others than with getting their own way Answer: B Explanation: B) People especially likely to comply with soft power tactics tend to be more reflective, are intrinsically motivated, have high self-esteem, and have greater desire for control. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional LO: 3 41) Which of the following skills best represents the ability of people to influence others to enhance their own objectives? A) analytical skill B) critical thinking skill C) political skill D) reflective thinking skill E) cognitive skill Answer: C Explanation: C) Political skills of people indicate their ability to influence others to enhance their own objectives. Diff: 2 Page Ref: 174 Objective: Sexual Harassment Quest. Category: Concept/Definitional LO: 3

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42) Political behaviors usually ________. A) lie outside of an individual's specified job requirements B) are counter productive to individual goals C) are seen only in large organizations D) are frowned upon by organizational leaders E) are expected as part of each job requirement Answer: A Explanation: A) Political behavior is defined as activities that are not required as part of a person's formal role in the organization but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization. Diff: 2 Page Ref: 175 Objective: Political Behavior Quest. Category: Concept/Definitional LO: 3 43) Which of the following is a form of illegitimate political behavior? A) bypassing the chain of command B) forming coalitions C) symbolic protests D) excessive adherence to rules E) complaining to supervisors Answer: C Explanation: C) Illegitimate activities include sabotage, whistle-blowing, and symbolic protests such as wearing unorthodox dress or protest buttons and calling in sick as a group. Diff: 2 Page Ref: 175 Objective: Illegitimate Political Behaviors Quest. Category: Concept/Definitional LO: 3 44) Playing hardball means ________. A) engaging in negotiation activities B) complaining to your supervisor C) bypassing the chain of command D) forming coalitions E) engaging in illegitimate political behavior Answer: E Explanation: E) Illegitimate political behavior violates the implied rules of the game. Those who pursue such activities are often said to "play hardball." Diff: 2 Page Ref: 175 Objective: Legitimate Political Behaviors Quest. Category: Concept/Definitional LO: 3

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45) Which of the following statements is true regarding legitimate political behavior? A) Engaging in legitimate political behavior is also known as "playing hardball." B) Whistle-blowing is considered legitimate political behavior. C) Legitimate political behavior is a part of once formal responsibilities. D) The vast majority of all organizational political actions are of the legitimate variety. E) Sabotage is considered legitimate political behavior. Answer: D Explanation: D) Legitimate political behavior refers to normal everyday politics. The vast majority of all organizational political actions are of the legitimate variety. Diff: 3 Page Ref: 175 Objective: Self-Monitors Quest. Category: Concept/Definitional LO: 4 46) ________ occurs when people within organizations use whatever influence they can to taint the facts to support their goals and interests. A) Legitimate political behavior B) Politicking C) Illegitimate political behavior D) Sabotage E) Whistle-blowing Answer: B Explanation: B) Most decisions in an organization have to be made in a climate of ambiguity where facts are rarely fully objective and thus are open to interpretation. Under such circumstances, people within organizations will use whatever influence they can to taint the facts to support their goals and interests. That creates the activities called politicking. Diff: 2 Page Ref: 176 Objective: Politicking Quest. Category: Concept/Definitional LO: 3 47) Employees exhibiting which of the following traits are more likely to engage in political behavior? A) lack of sensitivity to social cues B) external locus of control C) low need for power D) Machiavellian personality E) low self-monitoring Answer: D Explanation: D) The Machiavellian personality—characterized by the will to manipulate and the desire for power—is comfortable using politics as a means to further his or her self-interest. Diff: 2 Page Ref: 176 Objective: Individual Factors That Influence Political Behavior Quest. Category: Concept/Definitional LO: 4

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48) If an individual ________, then he is less likely to engage in illegitimate political behavior. A) has invested a lot in the organization in terms of time and efforts B) possesses a scarce skill or knowledge C) has influential contacts outside the organization D) does not expect any future benefits from the organization E) has an external locus of control Answer: A Explanation: A) An individual's investment in the organization, perceived alternatives, and expectations of success influence the degree to which he or she will pursue illegitimate means of political action. The more a person expects increased future benefits from the organization, the more that person has to lose if forced out and the less likely he or she is to use illegitimate means. Diff: 2 Page Ref: 177 Objective: Individual Factors That Influence Political Behavior Quest. Category: Concept/Definitional LO: 4 49) Which of the following factors encourages politicking? A) clear performance evaluation systems B) role clarity C) zero-sum reward allocation practices D) increase in organizational resources E) low pressures for performance Answer: C Explanation: C) Cultures characterized by low trust, role ambiguity, unclear performance evaluation systems, zero-sum reward allocation practices, democratic decision making, high pressures for performance, and self-serving senior managers will create breeding grounds for politicking. Diff: 3 Page Ref: 177 Objective: Organizational Factors That Influence Political Behavior Quest. Category: Concept/Definitional LO: 4 50) Which of the following organizational factors encourages political behavior? A) use of objective criteria in the appraisal B) using multiple outcomes to measure performance C) allowing significant time to pass between the time of an action and its appraisal D) avoiding the zero-sum approach for resource allocation E) ensuring role clarity Answer: C Explanation: C) The more organizations use subjective criteria in the appraisal, emphasize a single outcome measure, or allow significant time to pass between the time of an action and its appraisal, the greater the likelihood that an employee can get away with politicking. Diff: 2 Page Ref: 178 Objective: Political Behavior Quest. Category: Concept/Definitional LO: 4 18 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall

51) To avoid politicking during performance evaluations, an organization should ________. A) use subjective criteria B) use democratic decision making C) use a single outcome measure D) use objective criteria E) allow a long time lapse Answer: D Explanation: D) The more organizations use subjective criteria in the appraisal, emphasize a single outcome measure, or allow significant time to pass between the time of an action and its appraisal, the greater the likelihood that an employee can get away with politicking. Diff: 2 Page Ref: 178 Objective: Political Behavior Quest. Category: Concept/Definitional LO: 4 52) Reactive and protective behaviors designed to avoid action, blame, or change are termed ________. A) zero-sum approach B) defensive behaviors C) protectionism D) impression management E) shielding bias Answer: B Explanation: B) When employees see politics as a threat, they often respond with defensive behaviors, which is reactive and protective behaviors to avoid action, blame, or change. Diff: 2 Page Ref: 179 Objective: Defensive Behaviors Quest. Category: Concept/Definitional LO: 4 53) Which of the following defensive behaviors is demonstrated by individuals who develop explanations and documentation to lessen their responsibility for negative outcomes? A) buffing B) justifying C) prevention D) stretching E) misrepresenting Answer: A Explanation: A) Buffing is a nice way to refer to "covering your rear." It describes the practice of rigorously documenting activity to project an image of competence and thoroughness. Diff: 3 Page Ref: 180 Objective: Buffing Quest. Category: Concept/Definitional LO: 4

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54) Placing the blame for a negative outcome on external factors that are not entirely blameworthy is known as ________. A) scapegoating B) buffing C) stalling D) buck passing E) overconfirming Answer: A Explanation: A) Scapegoating is placing the blame for a negative outcome on external factors that are not entirely blameworthy. Diff: 1 Page Ref: 180 Quest. Category: Concept/Definitional LO: 4 55) Which of the following is an assertive impression management technique? A) conformity B) apologies C) self-promotion D) flattery E) buffing Answer: D Explanation: D) Flattery and exemplification are assertive impression management techniques. Diff: 2 Page Ref: 181 Objective: Impression Management Quest. Category: Concept/Definitional LO: 5 56) Which of the following impression management (IM) techniques is used by a sales manager who says to her boss, "We failed to get the ad in the paper on time, but no one responds to those ads anyway?" A) flattery B) enhancement C) excuses D) conformity E) exemplification Answer: C Explanation: C) Excuses are explanations of a predicament-creating event aimed at minimizing the apparent severity of the predicament. It is a defensive IM technique. Diff: 2 Page Ref: 181 Objective: Favors Quest. Category: Concept/Definitional LO: 5

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57) A manager tells his boss, "You're absolutely right on your reorganization plan for the western regional office. I couldn't agree with you more." In this example the manager is using the impression management (IM) technique of ________. A) favor B) flattery C) conformity D) exemplification E) enhancement Answer: C Explanation: C) Conformity is agreeing with someone else's opinion to gain his or her approval. It is a form of ingratiation. Diff: 2 Page Ref: 181 Objective: Ethics and Politics Quest. Category: Concept/Definitional LO: 5 58) Which of the following is an example of the impression management (IM) technique of "exemplification?" A) A manager tells his boss, "You're absolutely right on your reorganization plan for the western regional office. I couldn't agree with you more." B) A salesperson says to a prospective client, "I've got two tickets to the theater tonight that I can't use. Take them. Consider it a thank-you for taking the time to talk with me." C) An employee says to his boss, "I'm sorry I made a mistake on the report. Please forgive me." D) A salesperson tells his boss, "Matt worked unsuccessfully for three years to try to get that account. I sewed it up in six weeks. I'm the best closer this company has." E) An employee sends e-mails from his work computer when he works late so that his supervisor will know how long he's been working. Answer: E Explanation: E) Exemplification is doing more than you need to in an effort to show how dedicated and hard working you are. It is an assertive IM technique. Diff: 2 Page Ref: 181 Objective: Ethics and Politics Quest. Category: Concept/Definitional LO: 5

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59) Which of the following is a self-focused impression management technique? A) flattery B) enhancement C) apology D) excuses E) conformity Answer: B Explanation: B) Enhancement and self-promotion are self-focused impression management techniques. Diff: 2 Page Ref: 181 Objective: Political Behavior Quest. Category: Concept/Definitional LO: 5 60) Which of the following statements is true regarding impression management (IM) techniques? A) During interviews, applicants appear to use ingratiation more than self-promotion. B) Ingratiation is negatively related to performance ratings. C) Those who self-promote receive higher performance evaluations. D) Ingratiation works well in interviews. E) Giving excuses is considered as an assertive IM technique. Answer: D Explanation: D) Ingratiation works well in interviews. Applicants who compliment the interviewer, agree with his or her opinions, and emphasize areas of fit do better than those who don't. Diff: 2 Page Ref: 182 Objective: Sexual Harassment Quest. Category: Concept/Definitional LO: 5 61) Delray is about to sit down with his boss for his performance review. Which IM technique should Delray avoid using in the performance evaluation? A) ingratiation B) self-promotion C) flattery D) conformity E) rationalization Answer: B Explanation: B) Self-promotion appears to backfire during performance evaluations. Those who self-promote actually seem to receive lower performance evaluations. Diff: 2 Page Ref: 182-183 AACSB: Analytic Skills Objective: Impression Management Techniques Quest. Category: Application LO: 5

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62) Evidence indicates people in different countries tend to prefer different power tactics. Chinese managers prefer ________. A) rational persuasion B) exchange C) ingratiation D) coalition E) inspirational appeals Answer: D Explanation: D) U.S. managers prefer rational appeal, whereas Chinese managers preferred coalition tactics. Diff: 2 Page Ref: 184 Objective: Global Implications Quest. Category: Concept/Definitional LO: 6 63) Which of the following statements is true regarding effectiveness of power tactics in different countries? A) People from politically turbulent countries in the Middle East tend to be less willing to use aggressive political tactics in the workplace, than people from countries such as Great Britain or Switzerland. B) U.S. managers tend to evaluate "gentle persuasion" tactics such as consultation and inspirational appeal as less effective than their Chinese counterparts. C) In Israel, perception of organizational politics relates to decreased job satisfaction. D) In countries that are more politically unstable, employees seem to demonstrate lower tolerance of intense political processes in the workplace. E) Chinese managers prefer the influence tactic of rational persuasion. Answer: C Explanation: C) In Israel, perception of organizational politics relates to decreased job satisfaction. In countries that are more politically unstable, such as Israel, employees seem to demonstrate greater tolerance of intense political processes in the workplace. Diff: 2 Page Ref: 184 Objective: Creating Dependency Quest. Category: Concept/Definitional LO: 6

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Your colleagues at work are constantly talking about the vice-president in your region. He is perceived throughout the organization as a ruthless man who is not to be antagonized. It is necessary for you to bring him a report, and you are very nervous about having to deal with him. 64) The vice president's major base of power seems to be ________. A) reward B) coercive C) referent D) expert E) personal Answer: B Explanation: B) The coercive power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs. Diff: 2 Page Ref: 171 AACSB: Analytic Skills Objective: Coercive Power Quest. Category: Application LO: 2 65) Your immediate supervisor is a nice person. He helps you solve your problems and gives valuable advice. You admire your supervisor and aspire to become like him. The power that your supervisor possesses over you is known as ________ power. A) transactional B) coercive C) expert D) reward E) referent Answer: E Explanation: E) Referent power is based on identification with a person who has desirable resources or personal traits. Diff: 1 Page Ref: 172 AACSB: Analytic Skills Objective: Coercive Power Quest. Category: Application LO: 2

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66) You know that the vice-president has the authority to accept or reject your report. This is part of his ________ power. A) reward B) coercive C) expert D) legitimate E) personal Answer: D Explanation: D) Legitimate power represents the formal authority to control and use organizational resources based on structural position in the organization. Diff: 2 Page Ref: 172 AACSB: Analytic Skills Objective: Legitimate Power Quest. Category: Application LO: 2 Thomas recognizes that his firm is plagued by organizational politics. He is not good at playing games and instead frequently engages in defensive behaviors in order to protect himself and his interests. Thomas is frustrated because he believes that he has little control over his environment, and his environment is uncomfortable to him. He has had some success at establishing a sense of control for himself by appearing to be more supportive publicly while doing little or nothing privately. 67) Which of the following behaviors is Thomas engaged in? A) overconforming B) stalling C) playing dumb D) stretching E) buck passing Answer: B Explanation: B) Stalling is appearing to be more or less supportive publicly while doing little or nothing privately. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Stalling Quest. Category: Application LO: 4

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68) The defensive behavior that Thomas engages in falls under the category of avoiding ________. A) action B) blame C) change D) power E) responsibility Answer: A Explanation: A) Overconforming, buck passing, playing dumb, stretching, and stalling are all defensive behaviors that fall under the category of avoiding action. Diff: 3 Page Ref: 180 AACSB: Analytic Skills Objective: Avoiding Action Quest. Category: Application LO: 4 69) Thomas also attempts to project an image of competence and thoroughness by rigorously documenting all of his activity. This defensive behavior is known as ________. A) justifying B) overconfirming C) buffing D) scapegoating E) buck passing Answer: C Explanation: C) Buffing describes the practice of rigorously documenting activity to project an image of competence and thoroughness. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Buffing Quest. Category: Application LO: 4 70) Buffing falls under the category of avoiding ________. A) responsibility B) power C) change D) action E) blame Answer: E Explanation: E) Buffing is a defensive behavior that falls under the category of avoiding blame for actions in the organization. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Avoiding Blame Quest. Category: Application LO: 4 Jerrod is relatively new to Xenon Corporation and wants to make sure that he makes a good 26 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall

impression on his coworkers and supervisor. He agrees with the supervisor's opinion most of the time and constantly compliments others about their good work. 71) Jerrod is attempting to use ________. A) illegitimate political behavior B) impression management C) defensive behavior D) referral power E) expert power Answer: B Explanation: B) Impression management (IM) is the process by which individuals attempt to control the impression others form of them. Jarrod hopes to control his supervisor's opinion of him by ingratiating himself. Diff: 2 Page Ref: 180 AACSB: Analytic Skills Objective: Impression Management Quest. Category: Application LO: 5 72) Jerrod is engaging in which of the following impression management techniques as far as his supervisor is concerned? A) enhancement B) self-promotion C) excuses D) conformity E) apologizing Answer: D Explanation: D) Conformity is agreeing with someone else's opinion to gain his or her approval. It is a form of ingratiation. Diff: 2 Page Ref: 181 AACSB: Analytic Skills Objective: Conformity Quest. Category: Application LO: 5

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73) Which of the following is most likely to help Jerrod earn higher performance evaluations? A) apologies B) ingratiation C) excuses D) buffing E) self-promotion Answer: B Explanation: B) Ingratiation is positively related to performance ratings, meaning those who ingratiate with their supervisors get higher performance evaluations. Diff: 2 Page Ref: 182 AACSB: Analytic Skills Objective: Ingratiation Quest. Category: Application LO: 5 74) Unlike power, leadership requires a significant degree of goal compatibility. Answer: TRUE Explanation: Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led. Diff: 2 Page Ref: 171 Objective: Leadership and Power Quest. Category: Concept/Definitional LO: 1 75) Leadership focuses on the lateral and upward influence patterns. Answer: FALSE Explanation: Leadership focuses on the downward influence on followers. It minimizes the importance of lateral and upward influence patterns. Diff: 3 Page Ref: 171 Objective: Formal Power Quest. Category: Concept/Definitional LO: 1 76) Power does not require goal compatibility. Answer: TRUE Explanation: Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led. Diff: 2 Page Ref: 171 Objective: Expert Power Quest. Category: Concept/Definitional LO: 1

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77) Personal power is based on an individual's position in an organization. It can come from the ability to coerce or reward, or from formal authority. Answer: FALSE Explanation: Formal power is based on an individual's position in an organization. It can come from the ability to coerce or reward, or from formal authority. Diff: 2 Page Ref: 171 Objective: Referent Power Quest. Category: Concept/Definitional LO: 2 78) Expert power is the opposite of coercive power. Answer: FALSE Explanation: Reward power is the opposite of coercive power. Diff: 2 Page Ref: 171 Objective: Dependency and Scarcity Quest. Category: Concept/Definitional LO: 2 79) Legitimate power is influence wielded as a result of expertise, special skill, or knowledge. Answer: FALSE Explanation: Legitimate power represents the formal authority to control and use organizational resources based on structural position in the organization. Expert power is influence wielded as a result of expertise, special skill, or knowledge. Diff: 2 Page Ref: 172 Objective: Power and Sexual Harassment Quest. Category: Concept/Definitional LO: 2 80) Expert power develops out of admiration of another and a desire to be like that person. Answer: FALSE Explanation: Referent power develops out of admiration of another and a desire to be like that person. Expert power is influence wielded as a result of expertise, special skill, or knowledge. Diff: 2 Page Ref: 172 Objective: Power into Action Quest. Category: Concept/Definitional LO: 2 81) Rational persuasion is the only power tactic that is effective across all organizational levels. Answer: TRUE Explanation: The effectiveness of some influence tactics depends on the direction of influence but rational persuasion is the only tactic effective across organizational levels. Diff: 2 Page Ref: 174 Objective: Rational Persuasion Quest. Category: Concept/Definitional LO: 3

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82) You're more likely to be effective if you begin with "harder" tactics and move to "softer" tactics only if the harder tactics fail. Answer: FALSE Explanation: You're more likely to be effective if you begin with "softer" tactics and move to "harder" tactics only if the softer tactics fail. Diff: 2 Page Ref: 174 Objective: Illegitimate Political Behaviors Quest. Category: Concept/Definitional LO: 3 83) People especially likely to comply with soft power tactics tend to be more reflective and have greater desire for control. Answer: TRUE Explanation: People especially likely to comply with soft power tactics tend to be more reflective, are intrinsically motivated, have high self-esteem, and have greater desire for control. Diff: 2 Page Ref: 174 Objective: Response to Organizational Politics Quest. Category: Concept/Definitional LO: 3 84) People especially likely to comply with hard power tactics tend to be intrinsically motivated. Answer: FALSE Explanation: People likely to comply with hard power tactics are more action oriented and extrinsically motivated and are more focused on getting along with others than with getting their own way. Diff: 2 Page Ref: 174 Objective: Self-Monitors and Impression Management Quest. Category: Concept/Definitional LO: 3 85) Extraverts tend to be more influential in team-oriented organizations. Answer: TRUE Explanation: People who fit the culture of the organization tend to obtain more influence. Specifically, extraverts tend to be more influential in team-oriented organizations, and highly conscientious people are more influential in organizations that value working alone on technical tasks. Diff: 2 Page Ref: 174 Objective: Impression Management Techniques Quest. Category: Concept/Definitional LO: 3

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86) Whistle-blowing is considered legitimate political behavior. Answer: FALSE Explanation: Illegitimate political behavior violates the implied rules of the game. Illegitimate activities include sabotage, whistle-blowing, and symbolic protests such as wearing unorthodox dress or protest buttons and calling in sick as a group. Diff: 2 Page Ref: 175 Quest. Category: Concept/Definitional LO: 2 87) The vast majority of all organizational political actions are of the illegitimate variety. Answer: FALSE Explanation: The vast majority of all organizational political actions are of the legitimate variety. This is because extreme forms of illegitimate political behavior pose a very real risk of losing organizational membership or incurring extreme sanctions, particularly if those who use these tactics don't have enough power to ensure they work. Diff: 2 Page Ref: 175 Quest. Category: Concept/Definitional LO: 3 88) Employees with an internal locus of control are more likely to engage in political behavior. Answer: TRUE Explanation: Employees with internal locus of control believe that they can control their environment and they are more prone to take a proactive stance and attempt to manipulate situations in their favor. Diff: 2 Page Ref: 177 Objective: Impression Management Techniques Quest. Category: Concept/Definitional LO: 4 89) The more alternative job opportunities an individual has, the more likely that individual is to risk illegitimate political actions. Answer: TRUE Explanation: The more alternative job opportunities an individual has—due to a favorable job market or the possession of scarce skills or knowledge, a prominent reputation, or influential contacts outside the organization—the more likely that individual is to risk illegitimate political actions. Diff: 2 Page Ref: 177 Quest. Category: Concept/Definitional LO: 4

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90) The more organizations use objective criteria in the appraisal, the greater the likelihood that an employee can get away with politicking. Answer: FALSE Explanation: The more organizations use subjective criteria in the appraisal, the greater the likelihood that an employee can get away with politicking. Subjective performance criteria create ambiguity. Diff: 3 Page Ref: 178 Quest. Category: Concept/Definitional LO: 4 91) Employees who self-promote receive lower performance evaluations than employees who ingratiate. Answer: TRUE Explanation: Ingratiation is positively related to performance ratings, meaning those who ingratiate with their supervisors get higher performance evaluations. However, self-promotion appears to backfire: Those who self-promote actually seem to receive lower performance evaluations. Diff: 2 Page Ref: 182 Quest. Category: Concept/Definitional LO: 5 92) Define power. Answer: Power refers to a capacity that A has to influence the behavior of B so B acts in accordance with A's wishes. Someone can thus have power but not use it; it is a capacity or potential. Probably, the most important aspect of power is that it is a function of dependency. The greater B's dependence on A, the greater A's power in the relationship. Dependence, in turn, is based on alternatives that B perceives, and the importance B places on the alternative(s) A controls. A person can have power over you only if he or she controls something you desire. Diff: 2 Page Ref: 170 Objective: Power Tactics and Illegitimate Behavior Quest. Category: Concept/Definitional LO: 1 93) Contrast leadership and power. Answer: Power does not require goal compatibility, merely dependence. Leadership, on the other hand, requires some congruence between the goals of the leader and those being led. A second difference relates to the direction of influence. Leadership focuses on the downward influence on one's followers. It minimizes the importance of lateral and upward influence patterns. Power does not. Still another difference deals with research emphasis. Leadership research, for the most part, emphasizes style. It seeks answers to such questions as: How supportive should a leader be? How much decision making should be shared with followers? The research on power encompasses a broader area and focus on tactics for gaining compliance. Power can be used by groups as well as by individuals to control other individuals or groups. Diff: 2 Page Ref: 171 Objective: Leadership and Power Quest. Category: Concept/Definitional LO: 1 32 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall

94) List and discuss the bases of formal power. Answer: Formal power can come from the ability to coerce or reward, from formal authority, or from control of information. a) Coercive power: The coercive power base is dependent on fear. One reacts to this power out of fear of the negative results that might occur if one failed to comply. A has coercive power over B if A can dismiss, suspend, or demote B, assuming that B values his or her job. b) Reward power: The opposite of coercive power is reward power. People comply with the wishes or directives of another because doing so produces positive benefits. Therefore, one who can distribute rewards that others view as valuable will have power over those others. These rewards can be either financial or nonfinancial. c) Legitimate power: In formal groups and organizations, probably the most common access to one or more of the power bases is through legitimate power. It represents the formal authority to control and use organizational resources based on structural position in the organization. Diff: 2 Page Ref: 172 Objective: Formal Power Quest. Category: Concept/Definitional LO: 2 95) List and discuss the bases of personal power. Answer: Personal power comes from an individual's unique characteristics. Three bases of personal power are expertise, the respect and admiration of others, and charisma. a) Expert power is influence wielded as a result of expertise, special skill, or knowledge. Expertise has become one of the most powerful sources of influence as the world has become more technologically oriented. b) Referent power is based on identification with a person who has desirable resources or personal traits. If I like, respect, and admire you, you can exercise power over me because I want to please you. Diff: 2 Page Ref: 172 Objective: Personal Power Quest. Category: Concept/Definitional LO: 2

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96) What power tactics can employees use to translate their power bases into specific actions and how does each one work? Answer: Research has identified nine distinct tactics of political influence. a) Legitimacy involves relying on one's authority position or stressing that a request is in accordance with organizational policies or rules. b) Rational persuasion involves presenting logical arguments and factual evidence to demonstrate that a request is reasonable. c) Inspirational appeals involve developing emotional commitment by appealing to a target's values, needs, hopes, and aspirations. d) Consultation involves increasing a target's motivation and support by involving him or her in deciding how a plan or change will be implemented. e) Exchange involves rewarding targets with benefits or favors in exchange for following a request. f) Personal appeals involve asking for compliance based on friendship or loyalty. g) Ingratiation involves using flattery, praise, or friendly behavior prior to making a request. h) Pressure involves using warnings, repeated demands, and threats. i) Finally, coalitions involve enlisting the aid of other people to persuade a target or using the support of others as a reason for the target to agree. Diff: 3 Page Ref: 173 Objective: Power Tactics Quest. Category: Concept/Definitional LO: 3 97) Discuss the effectiveness of various influence tactics. Answer: The effectiveness of some influence tactics depends on the direction of influence. Rational persuasion is the only tactic effective across organizational levels. Inspirational appeals work best as a downward-influencing tactic with subordinates. When pressure works, it's generally downward only. Personal appeals and coalitions are most effective as lateral influence. Other factors that affect the effectiveness of influence include the sequencing of tactics, a person's skill in using the tactic, and the organizational culture. You're more likely to be effective if you begin with "softer" tactics that rely on personal power, such as personal and inspirational appeals. If these fail, you can move to "harder" tactics, such as exchange and coalitions. People differ in their political skill, or their ability to influence others to enhance their own objectives. The politically skilled are more effective users of all of the influence tactics. The organizational culture in which a person works will have a bearing on which tactics are considered appropriate. Some cultures encourage participation and consultation, some encourage reason, and still others rely on pressure. People who fit the culture of the organization tend to obtain more influence. Diff: 3 Page Ref: 174 Objective: Ethics and Politics Quest. Category: Concept/Definitional LO: 3

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98) Explain with example legitimate political behavior and illegitimate political behavior. Answer: Legitimate political behavior refers to normal everyday politics-complaining to your supervisor, bypassing the chain of command, forming coalitions, obstructing organizational policies or decisions through inaction or excessive adherence to rules, and developing contacts outside the organization through one's professional activities. On the other hand, there are also illegitimate political behaviors that violate the implied rules of the game. Those who pursue such extreme activities are often described as individuals who "play hardball." Illegitimate activities include sabotage, whistle-blowing, and symbolic protests such as wearing unorthodox dress or protest buttons, and groups of employees simultaneously calling in sick. Diff: 2 Page Ref: 175 Objective: Legitimate and Illegitimate Political Behaviors Quest. Category: Concept/Definitional LO: 3 99) What are the various individual factors that make a person more likely to engage in political behavior? Answer: At the individual level, researchers have identified certain personality traits, needs, and other factors likely to be related to political behavior. In terms of traits, employees who are high self-monitors, possess an internal locus of control, and have a high need for power are more likely to engage in political behavior. The high self-monitor is more sensitive to social cues, exhibits higher levels of social conformity, and is more likely to be skilled in political behavior than the low self-monitor. Because they believe they can control their environment, individuals with an internal locus of control are more prone to take a proactive stance and attempt to manipulate situations in their favor. Not surprisingly, the Machiavellian personality, characterized by the will to manipulate and the desire for power, is comfortable using politics as a means to further his or her self-interest. Diff: 3 Page Ref: 177 Objective: Power Quest. Category: Concept/Definitional LO: 4 100) Describe the various organizational factors that are related to political behavior. Answer: Political activity is probably more a function of the organization's characteristics than of individual difference variables. When an organization's resources are declining, when the existing pattern of resources is changing, and when there is opportunity for promotions, politics is more likely to surface. In addition, cultures characterized by low trust, role ambiguity, unclear performance evaluation systems, zero-sum reward allocation practices, democratic decision making, high pressures for performance, and self-serving senior managers will create breeding grounds for politicking. Diff: 2 Page Ref: 177 Objective: Organizational Factors That Influence Political Behavior Quest. Category: Concept/Definitional LO: 4

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101) How do people react to organizational politics? Answer: Strong evidence indicates that perceptions of organizational politics are negatively related to job satisfaction. The perception of politics also tends to increase job anxiety and stress. This seems due to the perception that, by not engaging in politics, a person may be losing ground to others who are active politickers or, conversely, to the additional pressures felt from having entered into and competing in the political arena. When politicking becomes too much to handle, it can lead employees to quit. Finally, evidence suggests that politics leads to self-reported declines in employee performance, perhaps because employees perceive political environments to be unfair, which demotivates them. Diff: 2 Page Ref: 179 Objective: Individual Factors That Influence Political Behavior Quest. Category: Concept/Definitional LO: 4 102) What are defensive behaviors? Provide three examples of defensive behaviors and explain why an employee would engage in the behavior. Answer: Defensive behaviors occur when people perceive politics as a threat rather than an opportunity. They respond with reactive and protective behaviors to avoid action, blame, or change. Defensive behaviors are often associated with negative feelings toward the job and work environment. In the short run, employees may find that defensiveness protects their self-interest. But in the long run, it is the only way they know how to behave. At that point, they lose the trust and support of their peers, bosses, employees, and clients. Buck passing is transferring responsibility for the execution of a task or decision to someone else. Employees engage in buck passing with the goal of avoiding action. Playing safe is evading situations that may reflect unfavorably. It includes taking on only projects with a high probability of success, having risky decisions approved by superiors, qualifying expressions of judgment, and taking neutral positions in conflicts. Employees engage in playing it safe with the goal of avoiding blame. Self-protection is acting in ways to protect one's self-interest during change by guarding information or other resources. Employees engage in self-protection in order to avoid change. Diff: 3 Page Ref: 179-180 Objective: Defensive Behaviors Quest. Category: Concept/Definitional LO: 4 103) What is impression management? Who is more likely to engage in impression management? Answer: The process by which individuals attempt to control the impression others form of them is called impression management. High self-monitors are more likely to engage in impression management. Low self-monitors tend to present images of themselves that are consistent with their personalities, regardless of the beneficial or detrimental effects for them. In contrast, high self-monitors are good at reading situations and molding their appearances and behavior to fit each situation. Diff: 2 Page Ref: 180 Objective: Impression Management Quest. Category: Concept/Definitional LO: 5 36 Copyright © 2012 Pearson Education, Inc. Publishing as Prentice Hall

104) Explain with example, the defensive impression management techniques. Answer: Excuses and apologies are the two defensive impression management techniques. Excuses: Explanations of a predicament-creating event aimed at minimizing the apparent severity of the predicament. For example: A sales manager says to her boss, "We failed to get the ad in the paper on time, but no one responds to those ads anyway." Apologies: Admitting responsibility for an undesirable event and simultaneously seeking to get a pardon for the action. For example: An employee says to his boss, "I'm sorry I made a mistake on the report. Please forgive me." Diff: 2 Page Ref: 181 Objective: Ethics and Politics Quest. Category: Concept/Definitional LO: 5 105) Describe with example the self-focused impression management techniques. Answer: Self-promotion and enhancement are the two self-focused impression management techniques. Self-promotion: Highlighting one's best qualities, downplaying one's deficits, and calling attention to one's achievements. For example: A salesperson tells his boss, "Matt worked unsuccessfully for three years to try to get that account. I sewed it up in six weeks. I'm the best closer this company has." Enhancement: Claiming that something you did is more valuable than most other members of the organizations would think. For example: A journalist tells his editor, "My work on this celebrity divorce story was really a major boost to our sales" (even though the story only made it to page 3 in the entertainment section). Diff: 2 Page Ref: 181 Objective: Power and Sexual Harassment Quest. Category: Concept/Definitional LO: 5 106) Explain with example the assertive impression management techniques. Answer: Flattery and exemplification are the two assertive impression management techniques. Flattery: Complimenting others about their virtues in an effort to make oneself appear perceptive and likeable. For example, a new sales trainee says to her peer, "You handled that client's complaint so tactfully! I could never have handled that as well as you did." Exemplification: Doing more than you need to in an effort to show how dedicated and hard working you are. For example, an employee sends e-mails from his work computer when he works late so that his supervisor will know how long he's been working. Diff: 3 Page Ref: 181 Objective: Organizational Politics Quest. Category: Concept/Definitional LO: 5

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107) Describe impression management (IM) techniques and the impact they have on interview success. Answer: The process by which individuals attempt to control the impression others form of them is called impression management. The evidence indicates IM behavior works. In one study, interviewers felt that those applicants for a position as a customer service representative who used IM techniques performed better in the interview, and they seemed somewhat more inclined to hire these people. It was the IM techniques alone that influenced the interviewers. It didn't seem to matter if applicants were well or poorly qualified. If they used IM techniques, they did better in the interview. Research indicates that some IM techniques work better than others in the interview. Researchers have compared applicants who used IM techniques that focused on promoting one's accomplishments (called self-promotion) to applicants who used techniques that focused on complimenting the interviewer and finding areas of agreement (referred to as ingratiation). In general, applicants appear to use self-promotion more than ingratiation. What's more, selfpromotion tactics may be more important to interviewing success. Applicants who work to create an appearance of competence by enhancing their accomplishments, taking credit for successes, and explaining away failures do better in interviews. These effects reach beyond the interview: Applicants who use more self-promotion tactics also seem to get more follow-up job-site visits, even after adjusting for grade-point average, gender, and job type. Ingratiation also works well in interviews, meaning that applicants who compliment the interviewer, agree with his or her opinions, and emphasize areas of fit do better than those who don't. Diff: 3 Page Ref: 182 Objective: Impression Management Techniques Quest. Category: Concept/Definitional LO: 5

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