Chapter 16: Impression Management, Blowing Your Own Horn & Power Politics in Organizations

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Questions and Answers

Which type of power is based on an individual's personal characteristics and social relationships?

Reward power

Expert power

Legitimate power

Referent power (correct)

Which of the following is an example of coercive power?

A professor threatening to fail a student if they don't meet a deadline (correct)

A company CEO relying on their expertise to make a business decision

A manager granting a bonus to an employee

A politician using their charisma to influence voters

What is the primary difference between legitimate power and reward power?

Legitimate power focuses on job performance, while reward power focuses on punishment.

Legitimate power is based on authority, while reward power is based on granting rewards. (correct)

Legitimate power is based on threats, while reward power is based on compliance.

Legitimate power is negative, while reward power is positive.

What type of power is typically associated with a person's formal position or title?

Legitimate power Signup and view all the answers

Which of the following is NOT a base of power?

Human power Signup and view all the answers

Which of the following is an example of expert power?

A doctor diagnosing a patient based on their medical knowledge Signup and view all the answers

Which base of power is most likely to be used by a salesperson?

Reward power Signup and view all the answers

What is the primary goal of using coercive power?

To obtain compliance through threats of punishment Signup and view all the answers

Which of the following is an example of negative legitimate power?

A manager criticizing an employee's performance Signup and view all the answers

What is the key difference between expert power and referent power?

Expert power is based on knowledge, while referent power is based on personal characteristics and social relationships Signup and view all the answers

What is the relationship between power and influence?

The more power you have, the more influence you have, and vice versa Signup and view all the answers

Why should power be accepted in an organization?

Because it is a natural part of any organization Signup and view all the answers

What type of power is based on the ability to make threats of punishment and deliver actual punishment?

Coercive power Signup and view all the answers

Which type of power is characterized by obtaining compliance by promising or granting rewards valued by the other party?

Reward power Signup and view all the answers

What type of power is derived from personal characteristics and social relationships that effectively gain others’ compliance?

Referent power Signup and view all the answers

Which type of power is vested by an organization in a position as a formal authority?

Legitimate power Signup and view all the answers

What type of power is knowledge-based and/or information-based?

Expert power Signup and view all the answers

Which type of power is possessed individually and is independent of one's position or job?

Expert power and Referent power Signup and view all the answers

What is the primary reason people tend to follow the lead of others in a social context?

Because of the desire to fit in with a group similar to themselves Signup and view all the answers

What is the term for the intentional actions taken to improve individual or organizational interests?

Organizational politics Signup and view all the answers

Which of the following is a common driver of political behavior in organizations?

Strong individual or group competition Signup and view all the answers

What is the term for the tendency of people to defer to and respect credible experts?

Authority Signup and view all the answers

Which of the following tactics is an example of bending the rules to fit the situation?

Interpreting rules to serve one's own interests Signup and view all the answers

What is the primary reason people want items or information that have limited availability?

Because they are scarce and therefore perceived as more valuable Signup and view all the answers

What is the primary goal of praising others in an organizational setting?

To make influential people feel good Signup and view all the answers

What is the term for taking credit for others' accomplishments in order to create a favorable image?

Impression management Signup and view all the answers

What is the potential consequence of too little impression management?

Being overlooked by management Signup and view all the answers

What is the purpose of using apologies in an organizational setting?

To repair trust and reduce the impact of bad impressions Signup and view all the answers

What is the term for withholding or distorting information to achieve a political goal?

Using information as a political tool Signup and view all the answers

What is the primary challenge of detecting deception in impression management?

It is hard to spot Signup and view all the answers

What is the primary difference between a manager who seeks power for personal gain and a manager who uses power for the good of others?

One seeks power for personal gain, while the other uses power for the good of others. Signup and view all the answers

What is the likely outcome when a manager uses legitimate power to motivate employees?

Compliance Signup and view all the answers

What type of power is characterized by a person's expertise and knowledge?

Expert power Signup and view all the answers

What is the difference between commitment and compliance in response to a manager's power?

Commitment involves believing in the cause and going above and beyond, while compliance involves only doing what is expected. Signup and view all the answers

What is the likely outcome when a manager uses reward power to motivate employees?

Compliance Signup and view all the answers

What type of power is based on an individual's personal characteristics and social relationships?

Referent power Signup and view all the answers

What are the three types of power that are categorized as position power, and why are they classified as such?

Legitimate, reward, and coercive power are categorized as position power because the source of influence is with the job or position within the organization. Signup and view all the answers

Why is it important to assert power in various aspects of life?

Asserting power is necessary in many parts of our lives because it enables individuals to achieve their goals and influence others. Signup and view all the answers

What are the key differences between personal power and position power?

Personal power is possessed individually and is independent of one's position or job, whereas position power is derived from the job or position within the organization. Signup and view all the answers

What is the primary advantage of having expert power in a workplace?

Having expert power in a workplace enables individuals to influence others based on their knowledge and expertise, rather than their position or title. Signup and view all the answers

Why is it essential for a leader to possess a combination of power bases?

A leader who possesses a combination of power bases, such as legitimate, reward, and expert power, is more likely to be effective and influential in their organization. Signup and view all the answers

How can an individual's personal characteristics and social relationships influence their power and influence in an organization?

An individual's personal characteristics and social relationships can influence their power and influence through referent power, which is derived from these factors and enables them to effectively gain others' compliance. Signup and view all the answers

What is the primary difference between expert power and referent power, and how do they relate to gaining others' compliance?

Expert power is based on knowledge or information, while referent power is based on personal characteristics and social relationships. Both types of power can be used to gain others' compliance. Signup and view all the answers

Which base of power does Donald Trump primarily exemplify, and what characteristics does he possess that contribute to this type of power?

Donald Trump primarily exemplifies referent power, which is based on his personal characteristics and social relationships. His charisma, status, and reputation contribute to his referent power. Signup and view all the answers

What is the primary difference between legitimate power and reward power, and how do they relate to an organization's authority structure?

Legitimate power is based on a formal authority vested by an organization, while reward power is based on promising or granting rewards valued by others. Both types of power are related to an organization's authority structure, but legitimate power is more formal and structural, while reward power is more transactional. Signup and view all the answers

How does Dr. Miller's expert power differ from Donald Trump's referent power, and what are the implications of these differences for their ability to influence others?

Dr. Miller's expert power is based on his knowledge and information, while Donald Trump's referent power is based on his personal characteristics and social relationships. Dr. Miller's expert power is more likely to be based on credibility and expertise, while Trump's referent power is more likely to be based on charisma and social connections. Signup and view all the answers

Which base of power is most likely to be used by parents in their relationships with their children, and why is this type of power effective?

Parents are most likely to use referent power in their relationships with their children, as they have a strong social relationship and personal connection with their children. This type of power is effective because it is based on trust, respect, and emotional connection. Signup and view all the answers

What is the primary difference between coercive power and the other four bases of power, and how does it relate to organizational behavior?

Coercive power is based on the ability to make threats of punishment and deliver actual punishment, whereas the other four bases of power are based on more positive or voluntary forms of influence. Coercive power is often used in organizational settings, but it can be seen as negative and demotivating. Signup and view all the answers

What is the primary goal of empowerment in an organizational setting, and how does it influence employee outcomes?

The primary goal of empowerment is to enhance employee performance, wellbeing, and positive attitudes. It achieves this by increasing participation and power sharing among workers, leading to a positive influence on important job/employee outcomes like commitment, performance, and stress. Signup and view all the answers

What is the difference between structural empowerment and psychological empowerment, and how do they relate to employee outcomes?

Structural empowerment transfers authority and responsibilities from management to employees, while psychological empowerment occurs when employees feel a sense of meaning, competence, self-determination, and impact at work. Both forms of empowerment can lead to positive employee outcomes, such as increased commitment and performance. Signup and view all the answers

How does the concept of power sharing relate to the evolution of power from domination to delegation?

Power sharing is a key aspect of the evolution of power from domination to delegation, as it involves transferring decision-making power from management to employees. This shift from a top-down approach to a more collaborative approach can lead to increased empowerment and motivation among employees. Signup and view all the answers

What is the difference between empowerment as a zero-sum game and empowerment as a matter of degree, and how do these perspectives relate to power sharing?

Empowerment as a zero-sum game implies that sharing power must come at the expense of someone else's power, whereas empowerment as a matter of degree suggests that sharing power can increase one's own power. The latter perspective is more relevant to power sharing, as it recognizes that sharing power can lead to mutually beneficial outcomes. Signup and view all the answers

How does the concept of psychological empowerment relate to an employee's sense of meaning, competence, self-determination, and impact at work?

Psychological empowerment occurs when an employee feels a sense of meaning, competence, self-determination, and impact at work. These factors contribute to an employee's overall sense of empowerment and motivation, leading to positive outcomes such as increased job satisfaction and performance. Signup and view all the answers

What is the relationship between empowerment and job design, and how can job design be used to facilitate empowerment?

Empowerment can be facilitated through job design, which involves changing policies, procedures, job responsibilities, and team design to transfer authority and responsibilities to employees. This can lead to increased empowerment and motivation among employees. Signup and view all the answers

What is the primary focus of psychological empowerment in an organizational context?

perceptions and cognitive states, such as self-efficacy and intrinsic motivation Signup and view all the answers

What is the main difference between hard and soft influence tactics in an organizational setting?

Hard tactics exert more overt pressure, while soft tactics are more friendly and less coercive. Signup and view all the answers

What is the most commonly used influence tactic in an organizational setting?

Rational persuasion Signup and view all the answers

How can pushing decision-making authority down to lower levels contribute to employee empowerment?

It enhances their sense of empowerment and motivation Signup and view all the answers

What is the key characteristic of Cialdini's six principles of persuasion?

They are based on the idea that people tend to act in certain ways based on universal principles, such as reciprocity and social proof Signup and view all the answers

What is the primary goal of effectively empowering employees in an organizational context?

To enhance their sense of empowerment and motivation, leading to improved job satisfaction and performance Signup and view all the answers

Study Notes

People tend to like those who like them, a phenomenon known as liking.
Reciprocity is the belief that good and bad deeds should be repaid in kind.
Social proof is the tendency of people to follow the lead of those most like themselves.
Consistency is the tendency of people to do what they are personally committed to do.
Authority is the tendency of people to defer to and respect credible experts.
Scarcity is the desire of people for items, information, and opportunities that have limited availability.
Organizational politics involves intentional actions to improve individual or organizational interests.
Managers must achieve a balance between employee and organizational interests.
Uncertainty drives a lot of political behavior, which can be caused by unclear objectives, vague performance measures, ill-defined decision-making processes, strong individual or group competition, and any type of change.
Building a network of useful contacts is a frequently used political tactic.
Using “key players” to support initiatives is a tactic that involves getting prior support for a decision or issue and building others’ commitment via participation.
Making friends with power brokers is a tactic that involves teaming up with powerful people who can get results.
Bending the rules to fit the situation is a tactic that involves interpreting or not enforcing rules to serve one’s own interests.
Using self-promotion is a tactic that involves blowing one’s own horn, but not doing the same for others’ accomplishments.
Power is the discretion and means to enforce one’s will over others, and it is the ability to marshal human, informational, and other resources to accomplish something.
The five bases of power are legitimate, reward, coercive, expert, and referent power.
Legitimate power is vested by an organization in a position as a formal authority.
Reward power is obtained by promising or granting rewards valued by the other party.
Coercive power is the ability to make threats of punishment and deliver actual punishment.
Expert power is knowledge-based and/or information-based power.
Referent power is derived from personal characteristics and social relationships that effectively gain others’ compliance.
Position power includes legitimate, reward, and coercive power, which are tied to the job or position within the organization.
Personal power includes expert and referent power, which are possessed individually and are independent of one’s position or job.
Asserting power is necessary in many parts of life, and reactions to power can vary.
Creating a favorable image, also known as impression management, involves dressing for success, adhering to organizational norms, drawing attention to one’s successes and influence, and taking credit for others’ accomplishments.
Praising others, also known as ingratiation, involves making influential people feel good.
Attacking or blaming others involves avoiding or minimizing association with failure, scapegoating, and reducing competition for limited resources.
Using information as a political tool involves withholding or distorting information, and obscuring an unfavorable situation by overwhelming superiors with information.
Impression management involves any attempt to control or manipulate the images related to a person, organization, or idea.
Structural empowerment draws on job design and characteristics, while psychological empowerment is related to self-efficacy and intrinsic motivation.
Apologies are a form of trust repair to reduce the impact of bad impressions, and they involve acknowledging an offense and making repairs.
Influence tactics are conscious efforts to affect and change behaviors in others.
The nine common influence tactics are rational persuasion, inspirational appeals, consultation, ingratiation, personal appeals, exchange, collaboration, appreciative inquiry, and socialization.

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Description

Test your understanding of power, influence, and politics in organizational settings. Learn about the forms of power, tactics of influence, and effective impression management. This quiz is based on Chapter 16 of the University of Arkansas College of Business course.

University of Arkansas College of Business: Chapter 16 - Power, Influence, and Politics