MGT 3620 Ch. 13 General Quiz Info

What is leadership?

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

What is power?

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

What are the two broad types of power?

Organizational Power and Personal Power.

What is legitimate power?

Power derived from a formal position or title.

What is reward power?

Power based on control over resources or rewards.

What is coercive power?

Power based on the ability to punish or sanction others.

What is expert power?

Power based on skill, expertise, or knowledge.

What is referent power?

Power based on others’ desire to identify with or be like the leader (charisma, respect).

What are the four contingency factors affecting the effectiveness of power?

Substitutability, Discretion, Centrality, Visibility.

What does substitutability refer to?

The extent to which others have alternatives in accessing resources.

What is discretion in leadership?

The degree to which leaders have freedom to make decisions.

What is centrality?

How important a leader’s role is to others’ success.

What is visibility?

How aware others are of a leader’s power and position.

What are the most effective influence tactics?

Rational persuasion, inspirational appeal, consultation, collaboration.

What are moderately effective tactics?

Ingratiation, personal appeals, exchange, apprising.

What are the least effective tactics?

Pressure, coalitions.

What is organizational politics?

Actions that are directed toward furthering one’s own self-interest.

When is political behavior most likely to occur?

During uncertainty, ambiguity, high pressure, or resource scarcity.

What is political skill?

The ability to effectively understand others and use that knowledge to influence them.

What are the five conflict resolution styles?

Competing, Avoiding, Accommodating, Collaboration, Compromising.

Which conflict resolution style is most effective long term?

Collaboration – high assertiveness and high cooperation.

What is distributive bargaining?

A win-lose negotiation over a fixed pie of resources (e.g., salary).

What is integrative bargaining?

A win-win negotiation seeking mutual benefit (e.g., job redesign).

What is BATNA?

Best Alternative to a Negotiated Agreement.

How does power and influence affect job performance?

Moderate positive effect.

How does power and influence affect organizational commitment?

Moderate positive effect when used effectively.