________ occurs when actions by individuals in an organization are directed toward the goal of furthering their own self-interests.
- Leadership
- Internalization
- Substitutability
- Organizational politics
- Distributive bargaining
Organizational politics can be seen as actions by individuals that are directed toward the goal of furthering their own self-interests. A leader needs to be able to push his or her ideas and influence others through the use of organizational politics.
Organizational Politics: Individual actions directed toward the goal of furthering a person’s own self-interests.
________ is the tendency to observe others and accurately interpret their behavior.
- Social astuteness
- Apparent sincerity
- Networking ability
- Organizational politics
- Interpersonal influence
Social astuteness is a characteristic of political skill, which is described as the tendency to observe others and accurately interpret their behavior.
Moral Attentiveness: The degree to which people chronically perceive and consider issues of morality during their experiences.
Individuals who exhibit the four dimensions of political skill-apparent sincerity, interpersonal influence, networking ability, and social astuteness-are likely to have high ratings on task performance when the ________ requirements of the job are high.
- skill
- social
- mundane
- leadership
- administrative
Individuals who exhibit the four dimensions of political skill-apparent sincerity, interpersonal influence, networking ability, and social astuteness-are likely to have high ratings on task performance when the social requirements of the job are high.
Socialization: The primary process by which employees learn the social knowledge that enables them to understand and adapt to the organization’s culture.
Wherever he goes, Sammy develops contacts, only he calls it simply making friends. He asks the person about themselves, they chat a bit, and a few minutes later Sammy walks away having made a new friend-not to mention a business contact whose information he now has logged in on the address book of his cell phone. This illustrates ________, the dimension of political skill.
- social astuteness
- apparent sincerity
- networking ability
- organizational politics
- interpersonal influence
Networking ability is an adeptness at identifying and developing diverse contacts.
Reasoning Ability: A diverse set of abilities associated with sensing and solving problems using insight, rules, and logic.
There may be some formal, pompous people on the board at Mayweather Dairies, but the chairman and chief executive officer-Mr. Mayweather himself-is not one of them. He is as comfortable talking to dairy farmers or truck drivers as he is corporate executives. Mr. Mayweather's behavior illustrates the dimension of political skill known as
- social astuteness.
- apparent sincerity.
- networking ability.
- organizational politics.
- interpersonal influence.
Interpersonal influence involves having an unassuming and convincing personal style that's flexible enough to adapt to different situations.
Interpersonal Justice: The perceived fairness of the interpersonal treatment received by employees from authorities.
Of Joey it is often said, "He's the real deal." Coworkers perceive him as a straight shooter whom they can trust to speak the truth. Therefore if Joey says something, people tend to put great store by it. Joey's behavior illustrates ________, a dimension of political skill.
- social astuteness
- apparent sincerity
- networking ability
- organizational politics
- interpersonal influence
Apparent sincerity involves appearing to others to have high levels of honesty and genuineness.
Political Skill: The ability to understand others and the use of that knowledge to influence them to further personal or organizational objectives.
________ is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.
- Negotiation
- Ingratiation
- Political skill
- Organizational politics
- Distributive bargaining
Political skill is the ability to effectively understand others at work and use that knowledge to influence others in ways that enhance personal and/or organizational objectives.
Political Skill: The ability to understand others and the use of that knowledge to influence them to further personal or organizational objectives.
Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment.
Organizational factors that are the most likely to increase political activity are those that raise the level of uncertainty in the environment. When people are uncertain about an outcome or event, they will generally act in ways that help reduce that uncertainty.
Trust: The willingness to be vulnerable to an authority based on positive expectations about the authority’s actions and intentions.
High levels of organizational politics have been shown to be beneficial to company performance as a whole.
High levels of organizational politics have even been shown to be detrimental to company performance as a whole. Environments that are perceived as extremely political have been shown to cause lower job satisfaction, increased strain, lower job performance (both task and extra-role related), higher turnover intentions, and lower organizational commitment among employees.
Organizational Politics: Individual actions directed toward the goal of furthering a person’s own self-interests.
The personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms.
Generally speaking, the personal forms of power are more strongly related to organizational commitment and job performance than are the organizational forms. If you think about the authorities for whom you worked the hardest, they probably possessed some form of expertise and charisma, rather than just an ability to reward and punish.
Job Performance: Employee behaviors that contribute either positively or negatively to the accomplishment of organizational goals.
The two types of personal power are ________ power.
- expert and referent
- reward and referent
- expert and coercive
- reward and coercive
- expert and legitimate
Personal power includes expert power, which derives from a person's expertise, skill, or knowledge on which others depend, and referent power, when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.
Power: The ability to influence the behavior of others and resist unwanted influence in return.
The use of coercive power through threats and demands is an influence tactic known as
- ingratiation.
- coalitions.
- apprising.
- visibility.
- pressure.
Pressure is the use of coercive power through threats and demands. Such coercion is a poor way to influence others and may only bring benefits over the short term.
Pressure: An influence tactic in which the requestor attempts to use coercive power through threats and demands.
________ happens when the targets of influence are willing to do what the leader asks, but they do it with a degree of ambivalence.
- Accommodating
- Internalization
- Collaboration
- Compliance
- Resistance
Compliance occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence. Compliance reflects a shift in the behaviors of employees but not their attitudes.
Compliance: When targets of influence are willing to do what the leader asks but do it with a degree of ambivalence.
Tanya is making a presentation for a new building design, and she hopes the rest of the team will support her proposal. In the days leading up to the meeting, she has lunch or coffee with several different colleagues. In each case, at some point she says something like, "Look, we've been friends for a long time. Can I count on you to back my play?" This is an example of the influence tactic known as
- exchange.
- apprising.
- ingratiation.
- personal appeal.
- organizational politics.
Personal appeals occur when the requestor asks for something based on personal friendship or loyalty. The stronger the friendship, the more successful the attempt is likely to be.
Personal Appeals: An influence tactic in which the requester asks for something based on personal friendship or loyalty.
________ is the use of an actual behavior that causes behavioral or attitudinal changes in others.
- Power
- Visibility
- Influence
- Discretion
- Internalization
Influence is the use of an actual behavior that causes behavioral or attitudinal changes in others.
Influence: The use of behaviors to cause behavioral or attitudinal changes in others.
The up-and-coming presidential candidate has an ability to make voters feel that they are helping decide the future. One of his slogans is "Come shape tomorrow with me," a message he has driven home at town hall meetings across the country. Often he invites "ordinary Americans" from the audience to come down front and share their concerns with him-concerns which he then fits into his platform. The candidate is adept at using the influence tactic known as
- rational persuasion.
- collaboration.
- consultation.
- ingratiation.
- exchange.
Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request. This tactic increases commitment from the target, who now has a stake in seeing that his or her opinions were right.
Consultation: An influence tactic whereby the target is allowed to participate in deciding how to carry out or implement a request.
For a leader, internalization is the best outcome of influence tactics.
For a leader, internalization is the best outcome because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.
Influence: The use of behaviors to cause behavioral or attitudinal changes in others.
A shift in the behaviors of employees, but not their attitudes, occurs with a response to influence tactics known as
- accommodating.
- internalization.
- collaboration.
- compliance.
- resistance.
Compliance occurs when targets of influence are willing to do to what the leader asks, but they do it with a degree of ambivalence. Compliance reflects a shift in the behaviors of employees but not their attitudes.
Compliance: When targets of influence are willing to do what the leader asks but do it with a degree of ambivalence.
The target's stake in seeing that his or her opinions are proven right serves to increase commitment under the influence tactic known as
- consultation.
- collaboration.
- legitimate power.
- rational persuasion.
- inspirational appeal.
Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request. This tactic increases commitment from the target, who now has a stake in seeing that his or her opinions were right.
Consultation: An influence tactic whereby the target is allowed to participate in deciding how to carry out or implement a request.
The best response to influence tactics, from the standpoint of the leader, is when a shift in both the behaviors and the attitudes of employees occurs-otherwise known as
- accommodating.
- substitutability.
- internalization.
- collaboration.
- compliance.
Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.
Internalization: A response to influence tactics where the target agrees with and becomes committed to the request.
________ occurs when the target of influence agrees with and becomes committed to the influence request.
- Resistance
- Ingratiation
- Consultation
- Collaboration
- Internalization
Internalization occurs when the target of influence agrees with and becomes committed to the influence request. For a leader, this is the best outcome, because it results in employees putting forth the greatest level of effort in accomplishing what they are asked to do. Internalization reflects a shift in both the behaviors and the attitudes of employees.
Internalization: A response to influence tactics where the target agrees with and becomes committed to the request.
Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request.
Consultation occurs when the target is allowed to participate in deciding how to carry out or implement a request. This tactic increases commitment from the target, who now has a stake in seeing that his or her opinions are valued.
Consultation: An influence tactic whereby the target is allowed to participate in deciding how to carry out or implement a request.