1) Networking potentially increases a person’s power by: A. increasing the person’s legitimate power. B. decreasing the person’s centrality. C. increasing the person’s referent power. D. decreasing the person’s reward power. E. increasing the person’s coercive power. 2) Which of these sources of power originates mainly from the person rather than the position? A. Referent power B. Legitimate power C. Coercive power D. Reward power E. Perceived right 3) Which of these refers to the degree and nature of interdependence between the power holder and others? A. Visibility B. Substitutability C. Centrality D. Discretion E. Expertise 4) Employees are more likely to comply with a supervisor’s legitimate power when the: A. employees have high power distance. B. power holder gives orders outside the employees’ normal role requirements. C. company encourages people to disobey orders that interfere with their work. D. manager has little charisma. E. manager has a very good reward system in place. 5) _____ is an integral part of exchange. A. Silent authority B. Coerciveness C. Ingratiation D. Negotiation E. Assertiveness 6) DoubleTalk, Inc. At DoubleTalk, Inc., Joe, a supervisor, pushes his employees’ performance by constantly checking their work and threatening them if they fail to keep their deadlines. After months of mistreatment, the employees get together and sign a letter to the human resources department to express their grievances. What form of influence are the employees using? A. Impression management B. Coalition formation C. Referent D. Assertiveness E. Persuasion 7) The norm of reciprocity is a central and explicit theme in _____ strategies. A. persuasion B. exchange C. upward appeal D. impression management E. coalition 8) Angela wears a business suit to work every day in her job as a college business professor. Which of the following influence tactic does this refer to? A. Persuasion B. Forming coalitions C. Networking D. Impression management E. Exchange 9) Employees also have _____ power over their bosses through their feedback and ratings in 360-degree feedback systems. A. referent B. reward C. legitimate D. expert E. coercive 10) Influence tactics that rely on expert power: A. tend to produce compliance. B. can undermine trust. C. tend to build commitment. D. tend to create resistance. E. tend to hurt future relationships. 11) An influence tactic is called “soft” because it: A. lacks strength. B. appeals to people’s value system. C. are based on nonverbal communication. D. is based on personal power. E. is based on legitimate authority rather than coercion. 12) _____ involves calling upon higher authority or expertise, or symbolically relying on these sources to support the influencer’s position. A. Ingratiation B. Assertiveness C. Machiavellianism D. Exchange E. Upward appeal 13) When negotiators have an audience watching their progress in the negotiations, the audience’s negotiator: A. is more likely to give in to the other party’s demands. B. pays more attention to saving face. C. feels and acts the same as if no one were viewing the negotiation. D. tends to be more willing to make concessions to the other party. E. tends to feel more cooperative and is more willing to make concessions to the other party. 14) You have resolved a conflict with another department by offsetting your losses by equally valued gains. Which of the following conflict handling styles is used here? A. Forcing B. Yielding C. Avoiding D. Compromising E. Problem-solving 15) The process in which one party perceives that its interests are being opposed or negatively affected by another party is called: A. mediation. B. conflict. C. negotiation. D. dialogue. E. arbitration. 16) NewTel, Inc. NewTel is a telephone company with a policy of filling positions internally through promotions, rather than hiring from outside. Until recently, the company had a strong e
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