Question

1.Kent is on the rise in the corporate hierarchy, and he is building a personal following along the way. Those who are loyal to him, he says, will benefit significantly in the future, when he is in a position to decide salaries and benefits. Kent is using the influence tactic known as

coalition.
exchange.
apprising.
ingratiation.
personal appeals.

2.Dana is the CEO of a large technology company. She has some very talented employees, but the company keeps falling behind its competitors. When Dana observes what is going on, she finds some cases where managers are micromanaging good employees, while other managers cannot address all the needs of their employees. Dana needs to address how her talent is

recruited.
identified.
organized.
disciplined.
compensated.

3.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.

4.At Pleasant Pools Inc., there is a total focus on providing care and satisfaction to each customer. In the Prominent Clients division, each manager is assigned 3 employees to supervise, whereas in the Component Assembly division, each manager supervises about 15 employees. The Prominent Clients division managers can be described as having _____ as opposed to _____ for the Component Assembly division managers.

a narrow span of control; a wide span of control
a wide span of control; a narrow span of control
narrow centralization; tall centralization
tall formalization; flat formalization

Answer 1

Answer 1: Option B - Exchange

Explanation: Since Kent asks for loyalty today in exchange for a favorable behavior tomorrow, it is an example of Exchange tactic of influence.

Answer 2: Option C - Organized

Explanation: When some managers are able to micromanage the employee while others struggle to manager theirs, it is a problem of talent organization by the firm.

Answer 3: Option D – Personal appeal

Explanation: In the given situation, Tanya is meeting people to make better ties and asking them to back her up later as a gesture of good connection with them. This is an example of influencing through personal appeal.

Answer 4: Option A – A narrow span of control; a wide span of control

Explanation: Managing a lower number of employees is considered having a narrow span of control. While, on the other hand, managing a higher number of employees is considered having a wider span of control.