Management Exam 3

Trust

the willingness to be vulnerable to a trustee based on positive expectations about the trustee’s actions and intentions

Justice

the perceived fairness of an authority’s decision making

Four dimensions of justice:

Distributive , Procedural , Interpersonal , Informational

Ethics

the degree to which the behaviors of an authority are in accordance with generally accepted norms

In what three factors is trust rooted?

Disposition-based , cognition-based , affect-based

Leadership

the use of power and influence to direct the activities of followers toward goal achievement

Power

the ability to influence the behavior of others and resist unwanted influence in return

Major Types of Power (5):

Legitimate , Reward , Coercive , Expert , Referent

What increases the degree to which leaders can use their power to influence others?

Low Sustainability , High Discretion , High Centrality , High Visibility

Influence

the use of an actual behavior that causes behavioral or attitudinal changes in others

Most Effective Influence Tactics:

Rational Persuasion , Inspirational Appeal , Consultation , Collaboration

Moderately Effective Influence Tactics:

Ingratiation , Personal Appeals , Exchange Tactic , Apprising

Least Effective Influence Tactics:

Pressure , Coalitions

Robert Cialdini's Science of Persuasion:

Reciprocity, Scarcity , Authority , Consistency , Liking , Consensus

Scarcity

People want more of those things they can have less of

Authority

People will follow the lead of credible, knowledgeable experts

Consistency

Looking for and asking for commitments that can be made

Reciprocity

Obligation to gift when you receive

What are the possible responses to influence?

Resistance , Compliance , Internalization

Resistance

target is opposed to request and attempts to avoid doing it

Compliance

target is willing to perform request, but does so with indifference

Internalization

target agrees with and becomes committed to request

Organizational Politics

actions by individuals that are directed toward the goal of furthering their own self-interests

Political Skill

the ability to effectively understand others at work and use that knowledge to influence others to enhance personal and organizational objectives

Networking Ability

easy to make friends, craft network of people, can call upon others to help you get stuff done

Social Astuteness

understand yourself and other people well

Interpersonal Influence

understand the situation so you can pick the most appropriate behaviors in the situation

Apparent Sincerity

appear to be genuine and forthright

Liking

Prefer to say yes to people they like (similar, compliment, cooperate)

Consensus

People will look to the actions of others to determine their own

What three norms are used to judge distributive justice?

Equity , Equality , Need

What 2 rules of fair process increase procedural justice perceptions?

Voice , Correctability

What is equal employment opportunity?

Equal chance to get the job/non favoritism/do not have to hire unqualified applicants/cannot take in irrelevant information when making decision (race, sex, religion)

What four rules of equal employment opportunity increase procedural justice perceptions?

Consistency , Bias Suppression , Representativeness , Accuracy

Consistency

conformity in the application of something, typically that which is necessary for the sake of logic, accuracy, or fairness

Bias Suppression

Decision-making that overrides one's personal views and self-interests

Representativeness

the fact of a smaller group of people or things representing a larger group accurately, so that the smaller group is typical of the larger one

Accuracy

the quality or state of being correct or precise

When are procedural justice perceptions most important?

When people do not like the outcome

What two rules increase interpersonal justice perceptions?

Respect Rule , Proprietary Rule

What two rules increase informational justice perceptions?

justification rule , truthfulness rules

Justification rule

Leaders thoroughly explain process and outcomes

Truthfulness Rule

Honest in our Communications