ch 13 power and politics

Question 1

power

Answer 1

the ability to influence the behavior of others to get what you want

Question 2

conformity

Answer 2

people’s tendencies to behave consistently with social norms

Question 3

dependency

Answer 3

power that a person or unit gains from their ability to handle actual or potential problems facing the organization
- the more that a person or unit is dependent on you, the more power you have
- directly related to power

Question 4

scarcity

Answer 4

uniqueness of a resource
- the more difficult something is to obtain, the more valuable it tends to be

Question 5

importance

Answer 5

value of the resource

Question 6

substitutability

Answer 6

one’s ability to find another option that works as well as the one offered

Question 7

three questions to determine how dependent you are on someone

Answer 7

• scarcity
• importance
• substitutability

Question 8

legitimate power

Answer 8

power the comes from one’s organizational role or position

Question 9

reward power

Answer 9

the ability to grant a reward

Question 10

coercive power

Answer 10

the ability to take something away or punish someone for noncompliance

Question 11

expert power

Answer 11

comes from knowledge and skill

Question 12

information power

Answer 12

access to specific information

Question 13

referent power

Answer 13

personal characteristics of the person such as the degree to which we like, respect, and want to be like them
- charisma

Question 14

influence tactics

Answer 14

• rational persuasion
• legitimating
• personal appeals
• exchange
• ingratiation
• pressure
• coalitions
• inspirational appeals
• consultation

Question 15

responses to influence

Answer 15

resistance
compliance
commitment

Question 16

rational persuasion

Answer 16

facts, data, and logical arguments to try to convince others that your point of view is the best alternative

Question 17

inspirational appeals

Answer 17

seek to tap into our values, emotions, and beliefs to gain support for a request or course of action

Question 18

consultation

Answer 18

the influence agent’s asking others for help in directly influencing or planning to influence another person or group

Question 19

integration

Answer 19

different forms of making others feel good about themselves

Question 20

personal appeals

Answer 20

helping another person because you like them and they asked for your help

Question 21

exchange

Answer 21

give-and-take in which someone does something for you, and you do something for them in return

Question 22

coalition tactics

Answer 22

a group of individuals working together toward a common goal to influence others

Question 23

pressure

Answer 23

exerting undue influence on someone to do what you want or else something undesirable will occur

Question 24

legitimating tactics

Answer 24

when the appeal is based on legitimate or position power

Question 25

impression management

Answer 25

actively shaping the way you are perceived by others

Question 26

three categories of impression management

Answer 26

nonverbal
verbal
behavior

Question 27

nonverbal impression management

Answer 27

clothes you wear and you demeanor

Question 28

verbal impression management

Answer 28

tone of voice, rate of speech, what you choose to say and how you say it

Question 29

behavior impression management

Answer 29

how you perform on the job and how you interact with others

Question 30

upward influence

Answer 30

ability to influence you boss and others in positions higher than yours

Question 31

downward influence

Answer 31

ability to influence employees lower than you

Question 32

organizational politics

Answer 32

informal, unofficial, and sometimes behind-the-scenes efforts to sell ideas, influence an organization, increase power, or achieve other targeted objectives

Question 33

political skill

Answer 33

people’s interpersonal style, including their ability to relate well to others, self-monitor, alter their reactions depending upon the situation they are in, and inspire confidence and trust

Question 34

social networks

Answer 34

visual maps of relationships between individuals

Question 35

social network analysis (SNA)

Answer 35

a systematic effort to examine the structure of social relationships in a group

Question 36

three key roles in a network

Answer 36

central connectors - people linked to the greatest number of people
boundary spanners - people who connect one network to another within the company or even across organizations
peripheral specialists - have special expertise that can be drawn upon even though they often work independently of the group

Question 37

softer influence tactics

Answer 37

intrinsic motivation and self-esteem
inspirational, personal appeals, rational persuasion

Question 38

harder influence tactics

Answer 38

extrinsic motivation and action oriented
exchange, coalitions, pressure appeals

Question 39

negative impact of power on people

Answer 39

• corrupting impact - focus on self-interests
• threat to competence - more self-interested and overconfidence decisions

Question 40

positive impact of power on peopl

Answer 40

• energize and lead to motivation to achieve goals
• enhance motivation to help others
• self-interested behavior is only linked to weak moral identities