Accomplish Their Tasks Substitutability

Question 1 (1 point)
Substitutability is defined as how important a person’s job is and how many people depend on that person to accomplish their tasks.

Question 1 options:
1) True
2) False
Question 2 (1 point)
The absolute power of the “influencer” and “influencee” is as important as the disparity between them.

Question 2 options:
1) True
2) False
Question 3 (1 point)
Saved
It is possible to exert influence in all directions: upward, downward, and lateral.

Question 3 options:
1) True
2) False
Question 4 (1 point)
Politics are a fact of life in organizations; you can’t escape them.

Question 4 options:
1) True
2) False
Question 5 (1 point)
Saved
Leaders will typically use an avoiding conflict resolution style when an issue is really not that important to them but is very important to the other party.

Question 5 options:
1) True
2) False
Question 6 (1 point)
Compromise is the most common form of conflict resolution, whereby each party’s losses are offset by gains and vice versa.

Question 6 options:
1) True
2) False
Question 7 (1 point)
Distributive bargaining is aimed at accomplishing a win-win scenario.

Question 7 options:
1) True
2) False
Question 8 (1 point)
The most important step of negotiation is preparation.

Question 8 options:
1) True
2) False
Question 9 (1 point)
A BATNA describes each negotiator’s bottom line.

Question 9 options:
1) True
2) False
Question 10 (1 point)
When a leader draws on legitimate sources of power, a stronger emotional bond can be created with the employee, boosting affective commitment.

Question 10 options:
1) True
2) False
Question 11 (1 point)
Organizational power includes:

Question 11 options:

1)

legitimate, expert, and referent power.

2)

reward, expert, and referent power.

3)

coercive, reward, and expert power.

4)

reward, expert, and legitimate power.

5)

coercive, legitimate, and reward power.
Question 12 (1 point)
Joanne is the store manager at Glitter, a jewelry store. New merchandise arrives that needs to be priced and displayed quickly, before each holiday season. She requires all the sales staff to stay after normal work hours to get this task done. Joanne is exercising her _____ power that she gets from her position of authority.

Question 12 options:

1)

reward

2)

legitimate

3)

coercive

4)

referent

5)

expert
Question 13 (1 point)
Which of the following statements about legitimate power is false?

Question 13 options:

1)

People with legitimate power have an organizational title.

2)

People with legitimate power have the right to ask others to do things that are within the scope of their authority.

3)

The higher up in an organization a person is, the more legitimate power he or she generally possesses.

4)

People with legitimate power have a desire to identify and be associated with a specific individual.

5)

It can be a very weak form of power if used ineffectively.
Question 14 (1 point)
Which type of power exists when a person has control over punishments in an organization?

Question 14 options:

1)

Reward

2)

Legitimate

3)

Coercive

4)

Referent

5)

Expert
Question 15 (1 point)
_____ power is generally regarded as a poor form of power to use regularly because it tends to result in negative feelings toward those that wield it.

Question 15 options:

1)

Referent

2)

Expert

3)

Reward

4)

Coercive

5)

Legitimate
Question 16 (1 point)
Andrew, the student government president, is very popular in his college and is admired by both the professors and students for his balanced approach to any task or issue. He is very creative and also a good athlete. He is a role model for all the students in the college and often leads by example. Andrew’s popularity gives him _____ power in his college.

Question 16 options:

1)

coercive

2)

collaborative

3)

reward

4)

referent

5)

structural
Question 17 (1 point)
Rebecca is the head of the English department at Springfield High School. She believes that children will absorb and retain more information if they are taken on educational tours and field trips, but the school’s rules and policies do not encourage such activities. Rebecca feels her endeavor to improve the children’s education is being stifled. This low degree of _____ is reducing Rebecca’s ability to influence others.

Question 17 options:

1)

centrality

2)

discretion

3)

substitutability

4)

ingratiation

5)

visibility
Question 18 (1 point)
“Avoid promising more than you can deliver” is a suggested guideline for using _____ power.

Question 18 options:

1)

coercive

2)

personal

3)

reward

4)

referent

5)

expert
Question 19 (1 point)
“Providing evidence that a proposal will be successful” is a suggested guideline for using _____ power.

Question 19 options:

1)

coercive

2)

legitimate

3)

reward

4)

referent

5)

expert
Question 20 (1 point)
_____ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.

Question 20 options:

1)

Centrality

2)

Personal appeal

3)

Consultation

4)

Ingratiation

5)

Internalization
Question 21 (1 point)
“Sucking up” refers to which of the following influence tactics?

Question 21 options:

1)

Apprising

2)

Ingratiation

3)

Coalition

4)

Personal appeals

5)

Exchange
Question 22 (1 point)
Which of the following occurs when the requestor clearly explains why performing a request will benefit the target personally?

Question 22 options:

1)

Apprising

2)

Ingratiation

3)

Coalition

4)

Personal appeal

5)

Exchange
Question 23 (1 point)
Which of the following occurs when the target of influence agrees with and becomes committed to the influence request?

Question 23 options:

1)

Resistance

2)

Ingratiation

3)

Compliance

4)

Collaboration

5)

Internalization
Question 24 (1 point)
With _____, a shift in the behaviors of employees but not their attitudes occurs.

Question 24 options:

1)

resistance

2)

ingratiation

3)

compliance

4)

internalization

5)

engagement
Question 25 (1 point)
Which style of conflict resolution is most likely to result in an unfavorable result for everyone?

Question 25 options:

1)

Avoiding

2)

Compromise

3)

Collaboration

4)

Competing

5)

Accommodating
Question 26 (1 point)
Which style of conflict resolution is considered a win-win approach?

Question 26 options:

1)

Avoiding

2)

Compromise

3)

Collaboration

4)

Competing

5)

Accommodating
Question 27 (1 point)
Which style of conflict resolution occurs when both parties work together to maximize outcomes?

Question 27 options:

1)

Accommodating

2)

Compromise

3)

Collaboration

4)

Competing

5)

Avoiding
Question 28 (1 point)
Which form of conflict resolution requires the complete sharing of information by both parties, a full discussion of concerns, relatively equal power between parties, and a lot of time investment to arrive at a resolution?

Question 28 options:

1)

Accommodating

2)

Compromise

3)

Collaboration

4)

Competing

5)

Avoiding
Question 29 (1 point)
A competing style of conflict resolution should be used:

Question 29 options:

1)

when an issue is trivial.

2)

when potential disruption outweighs the benefits of resolution.

3)

for issues vital to company welfare when you know you are right.

4)

to let people cool down and regain perspective.

5)

when others can resolve the conflict more effectively.
Question 30 (1 point)
A process in which two or more independent individuals discuss and attempt to come to an agreement about their different preferences refers to:

Question 30 options:

1)

ingratiation.

2)

negotiation.

3)

substitutability.

4)

coalition.

5)

internalization.

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