Organizational Behavior 1st Edition Neubert Test Bank
Organizational Behavior 1st Edition Neubert Test Bank
Organizational Behavior 1st Edition Neubert Test Bank
Multiple Choice
Answer: B
Level of Difficulty: Easy
Learning Objective: Politics
AACSB: Analytic skills
2. A(n) _____ is an unwritten expectation about the exchanges that will take place between an
employee and the organization.
a) aspiration point
b) distributive bargain
c) psychological contract
d) reservation point
Answer: C
Level of Difficulty: Easy
Learning Objective: Trust
AACSB: Analytic skills
3. Employees of Blossom Corporation expect transparency in decision making from the top
management. This expectation is an example of a _____.
a) formal consensus
b) psychological contract
c) distributive bargain
d) reservation point
Answer: B
Level of Difficulty: Hard
Learning Objective: Trust
AACSB: Reflective thinking skills
Answer: A
Level of Difficulty: Hard
Learning Objective: Trust
AACSB: Reflective thinking skills
5. Emma trusts her colleague Natalie, as she is very forthright and truthful. Emma can trust her to
keep something in confidence. The factor responsible for Emma’s trust in Natalie, in the given
example, is _____.
a) fairness
b) goodwill
c) competence
d) character
Answer: D
Level of Difficulty: Hard
Learning Objective: Trust
AACSB: Reflective thinking skills
6. Michelle trusts her friend Jacqueline because of her character. Which of the following
characteristics of Jacqueline contributes to Michelle’s trust?
a) Being self-protective and immobilized
b) Persistence in the face of difficulty
c) Ability to influence the flow of resources
d) Ability to assist in completing a task
Answer: B
Level of Difficulty: Hard
Learning Objective: Trust
AACSB: Reflective thinking skills
7. Stanley is always trusted by his colleagues as he has encouraging words for everyone and
patiently listens to their problems. Therefore, Stanley’s colleagues trust him because of his
_____.
a) fairness
b) character
c) goodwill
d) competence
Answer: C
Level of Difficulty: Hard
Learning Objective: Trust
AACSB: Reflective thinking skills
Answer: D
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
Answer: B
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
Answer: C
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
Answer: A
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
12. Which of the following statements is true of the conventional perspective of trust?
a) Trusting relationships are established with stakeholders outside an organization.
b) Employees become self-protective in an environment of trust.
c) Trust is necessary to distribute work efficiently to accomplish more.
d) It limits formalization and centralization of decision making.
Answer: C
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
13. Arnold is the manager of the human resources team in a company. He assigns the task of
preparing the team’s annual performance report to Russell, the deputy manager. He trusts Russell
and feels he is capable of performing the assigned task. Which of the following terms describes
Arnold’s actions?
a) Diffusion
b) Delegation
c) Negotiation
d) Mediation
Answer: B
Level of Difficulty: Hard
Learning Objective: Trust
AACSB: Reflective thinking skills
14. Which of the following steps in the conventional delegation process involves follow-up in
order to assess and recognize progress?
a) Select a qualified person.
b) Provide the necessary resources.
c) Hold person accountable for results.
d) Affirm person’s acceptance of responsibility.
Answer: C
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
15. Which of the following statements is true of the sustainable approach to delegation?
a) Delegation need not follow lines of authority.
b) Delegation is mostly top-down.
c) Clear goals should be set for the person to whom a task is delegated.
d) Delegation ends with the transfer of responsibility.
Answer: A
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
16. Which of the following steps is a part of the sustainable approach to delegation?
a) Mutually agree on the tasks or goal.
b) Hold person accountable for results.
c) Select a qualified person.
d) Affirm person’s acceptance of responsibility.
Answer: A
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
Answer: B
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Analytic skills
18. Chang is the manager of the customer service department of a telemarketing firm. He wants
to delegate tasks to his team members. From a sustainable perspective, Chang should concentrate
on:
a) holding the concerned person accountable for results.
b) mutually affirming each person’s responsibility.
c) selecting a qualified person for delegation.
d) providing the necessary resources for the task to be executed.
Answer: B
Level of Difficulty: Hard
Learning Objective: Trust
AACSB: Reflective thinking skills
19. _____ compares an individual’s inputs and outcomes to other members’ inputs and
outcomes.
a) Distributive justice
b) Integrative negotiation
c) Distributive bargaining
d) Procedural justice
Answer: A
Level of Difficulty: Easy
Learning Objective: Fairness
AACSB: Analytic skills
20. Ronald is upset about receiving negative feedback for his recent project as he feels he put in
more effort than his peer Lawrence, who received a positive feedback. Ronald’s perceptions can
be attributed to _____.
a) procedural justice
b) distributive justice
c) interactional justice
d) restorative justice
Answer: B
Level of Difficulty: Hard
Learning Objective: Fairness
AACSB: Reflective thinking skills
21. Kevin feels his manager is very rude and insensitive when talking to him. Which of the
following justice perceptions influences Kevin’s feelings?
a) Interactional justice
b) Procedural justice
c) Restorative justice
d) Distributive justice
Answer: A
Level of Difficulty: Hard
Learning Objective: Fairness
AACSB: Reflective thinking skills
Answer: B
Level of Difficulty: Hard
Learning Objective: Fairness
AACSB: Reflective thinking skills
23. Which of the following statements is true of the sustainable approach to fairness?
a) A sustainable approach favors nepotism.
b) The inputs considered for weighing outputs should ignore less-tangible factors.
c) Distributive justice is consistent with sustainable principles.
d) A sustainable approach favors procedural justice.
Answer: D
Level of Difficulty: Medium
Learning Objective: Fairness
AACSB: Analytic skills
24. _____ are specific behaviors exercised to achieve an outcome, particularly getting personal
interests satisfied.
a) Aspiration points
b) Conflict styles
c) Influence tactics
d) Distributive bargains
Answer: C
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
Answer: B
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
26. Rita is the head of the marketing team at Sunrise Foods Inc. During the annual meeting, she
uses data related to last year’s market trends to convince the top management to implement some
new strategies. In this scenario, which of the following influence tactics is used by Rita?
a) Rational persuasion
b) Inspirational appeal
c) Coalition tactics
d) Legitimizing tactics
Answer: A
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
27. Jacob needs help from his colleague Patrick in an important assignment. In order to convince
Patrick to help him, Jacob behaves in a friendly manner, praises Patrick for his excellent skills,
and reminds him of his achievements. In this scenario, which of the following influence tactics
does Jacob use to persuade Patrick?
a) Consultation
b) Inspirational appeal
c) Coalition tactics
d) Ingratiation
Answer: D
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
28. Dennis is the head of the research team at Quest Pharmaceuticals Inc. He presents a proposal
to the board of directors for extensive research on eco-friendly drugs to cure cancer. He tries to
convince the concerned people by reminding them of the company’s vision of sustainable
growth. In this scenario, Dennis uses _____ to influence the decisions of the board of directors.
a) legitimizing tactics
b) coalition tactics
c) personal appeal
d) rational persuasion
Answer: A
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
29. Which of the following influence tactics uses flattery and friendly behavior before making a
request?
a) Ingratiation
b) Pressure
c) Consultation
d) Exchange
Answer: A
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
30. Which of the following examples shows the use of coalition tactics as an influence tactic?
a) Rashid compliments his friend for his excellent dancing skills before asking him for a loan.
b) Bianca claims to have the support of her teammates when convincing her boss for a team
party.
c) Ivan tries to explain about new business ventures to his company’s management by presenting
statistics about current and future trends.
d) Sylvia convinces her friend to invest money in her business and promises to give her a share
of the profits.
Answer: B
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
31. Which of the following examples shows the use of consultation as an influence tactic?
a) Rashid compliments his friend for his excellent dancing skills before asking him for a loan.
b) Bianca claims to have the support of her teammates when convincing her boss for a team
party.
c) Adnan involves his teammates in developing a project proposal to be presented to the top
management.
d) Sylvia convinces her friend to invest money in her business and promises to give her a share
of the profits.
Answer: C
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
32. Which of the following scenarios shows the use of personal appeal as an influence tactic?
a) Rashid compliments his friend for his excellent dancing skills before asking him for a loan.
b) Bianca claims to have the support of her teammates when convincing her boss for a team
party.
c) Adnan involves his teammates in developing a project proposal to be presented to the top
management for approval.
d) Isabella reminds her friend Carla of her loyalty and their intimate friendship when Carla
refuses to help her.
Answer: D
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
33. Nathan tries to convince his friend, Gordon, to invest in the farm he wishes buy. Nathan tells
Gordon that he could take a portion of the produce free every year. In this scenario, which of the
following influence tactics does Nathan use to convince Gordon?
a) Ingratiation
b) Inspirational appeal
c) Coalition tactics
d) Exchange
Answer: D
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Analytic skills
34. Crimson Industries Inc. fixes the amount for its annual budget. There is conflict amongst the
different departments about the allocation of money. The company is not in a position to add to
the existing budget. Hence, it decides that each department would get a percentage of the
allocated amount. Which of the following types of negotiation behavior is observed in the given
example?
a) Integrative negotiation
b) Distributive bargaining
c) Influential tactics
d) Interactional justice
Answer: B
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
Answer: D
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
Answer: C
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
37. During his yearly appraisal, Ryan communicates to his manager that he would accept nothing
less than a 30 percent increase in his pay package. The figure quoted by Ryan represents his
_____.
a) zone of possible outcomes
b) influence tactic
c) aspiration point
d) reservation point
Answer: D
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
38. Blackley, Inc. is a company that produces gardening kits. It quotes a price of $200 per kit. A
retailer offers to pay $175 and assures Blackley’s that bulk orders would be given in the future.
Blackley’s decides to close the deal for $185 per kit along with a set of spare parts. Which of the
following best defines the possible offer that Blackley’s is willing to accept?
a) The best alternative to a negotiated agreement
b) A zone of possible agreements
c) An influence tactic
d) A psychological contract
Answer: B
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
39. Ready Fashions Inc. is a garment manufacturing company. It recently entered into a highly
profitable agreement to supply garments to a large clothing retailer. The company is also
negotiating an agreement with a department store, but a favorable outcome seems difficult.
However, Ready Fashions is not entirely dependent on the agreement with the department store
because of the profitable deal with the clothing retailer. Therefore, the agreement with the
clothing retailer is the company’s _____.
a) best alternative to a negotiated agreement
b) zone of possible agreements
c) reservation point
d) aspiration point
Answer: A
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
40. Mac’s Bakery is popular for its high quality bread. The owner is negotiating a deal for
supplying bread to Mincey’s, a fast food restaurant. The two parties reach a mutually beneficial
agreement. Mac’s supplies quality bread at a fair price while being assured of a daily order from
Mincey’s. Mincey’s is also able to consistently offer customers quality in its products. Which of
the following forms of discussing an agreement have the concerned parties used to arrive at a
mutually beneficial agreement?
a) Distributive bargaining
b) Integrative negotiation
c) Pattern bargaining
d) Transformative mediation
Answer: B
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
Answer: C
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
42. Which of the following is the first step in an integrative negotiation process?
a) Sharing accountability for the outcome mutually
b) Choosing the alternative that best satisfies the interests of all parties in the negotiation
c) Collaborating to generate creative solutions
d) Building a relationship of understanding and respect
Answer: D
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
Answer: A
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
Answer: C
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
46. MarsX Technologies Inc. and Rex Corporation plan for collaborative research on advanced
satellite technology. When starting the negotiation process, both the companies decide that the
agreement should address the best interests of both. Hence, the companies should focus on
_____.
a) satisfying personal interests through specific behaviors
b) obtaining the best alternative to the agreement
c) generating creative solutions and exploring options
d) dividing the available resources or outcomes
Answer: C
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
47. Which of the following conflict styles is characterized by withdrawal from conflict or
suppression of the reasons for conflict?
a) Integrating style
b) Competing style
c) Avoiding style
d) Accommodating style
Answer: C
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
Answer: B
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
49. The _____ is a conflict style that focuses on satisfying others’ interests with a high level of
cooperativeness and a low level of assertiveness.
a) accommodating style
b) compromising style
c) competing style
d) integrating style
Answer: A
Level of Difficulty: Easy
Learning Negotiation
AACSB: Analytic skills
50. How does the accommodating style differ from the compromising style?
a) The accommodating style is both unassertive and uncooperative, while the compromising style
implies a high level of cooperation and a high level of assertiveness.
b) The accommodating style has a high level of cooperativeness, while a compromising style is
uncooperative.
c) The accommodating style has a low level of assertiveness, while a compromising style has a
moderate level of assertiveness.
d) The accommodating style has a low level of cooperation, while a compromising style has a
high level of assertiveness.
Answer: C
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
51. Angela and George, team members in the same retail store, often argue about who should
perform the daily inventory process. In order to prevent any future arguments, Angela offers to
perform the inventory work every day. In this scenario, Angela uses the _____ conflict style to
resolve the issue.
a) integrating
b) compromising
c) competing
d) accommodating
Answer: D
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
52. The _____ style of conflict reflects a high level of assertiveness and a low level of
cooperation designed to satisfy your own needs.
a) integrating
b) compromising
c) competing
d) accommodating
Answer: C
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
53. Farm Greens is a supplier of organically grown fruits to a large number of supermarkets and
department stores. The owner is concerned only about profits and refuses to cooperate during
price negotiations with vendors. In this context, which of the following conflict styles is
exhibited by the owner of Farm Greens?
a) Competing style
b) Accommodating style
c) Integrating style
d) Compromising style
Answer: A
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
54. The _____ style of conflict has moderate levels of both cooperativeness and assertiveness
and requires each side to give up and receive something of importance.
a) integrating
b) compromising
c) competing
d) accommodating
Answer: B
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
55. Maria bakes special cakes with exotic flavors. She caters to large corporate firms and many
individual customers. The prices of her cakes are relatively high. However, her customers are
prepared to pay a high price in exchange for excellent quality and timely delivery. Which of the
following conflict styles can be observed in this example?
a) Integrating style
b) Competing style
c) Compromising style
d) Accommodating style
Answer: C
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
56. The _____ style of conflict is characterized high levels of cooperation and assertiveness.
a) avoiding
b) compromising
c) competing
d) integrating
Answer: D
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
57. Which of the following conflict styles seeks to find maximum benefits for all parties?
a) Competing style
b) Accommodating style
c) Compromising style
d) Integrating style
Answer: D
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
58. Taurus Software Inc. develops online security systems. It is negotiating a highly profitable
contract with a large government agency. The high stakes call for an agreement, which considers
the best interests of both the parties. Which of the following conflict style would be best suited
for reaching an agreement in the given situation?
a) Integrating style
b) Avoiding style
c) Competing style
d) Accommodating style
Answer: A
Level of Difficulty: Hard
Learning Objective: Negotiation
AACSB: Reflective thinking skills
59. How does the integrating style differ from the competing style?
a) The integrative style is both unassertive and uncooperative, while the competing style implies
a high level of cooperation and a high level of assertiveness.
b) The integrative style has high levels of cooperation and assertiveness, while a competing style
reflects a high level of assertiveness and a low level of cooperation.
c) The integrative style has a low level of assertiveness and high level of cooperation, while a
competing style has a moderate level of assertiveness and cooperation.
d) The integrative style has high levels of cooperation and assertiveness, while a competing style
has moderate levels of cooperation and assertiveness.
Answer: B
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
60. Which of the following conflict styles is suitable when a consensus is needed and all interests
in the conflict are too important to compromise?
a) Integrating style
b) Avoiding style
c) Competing style
d) Accommodating style
Answer: A
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
Answer: A
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Analytic skills
62. _____ refers to the activities that individuals in organizations pursue to reach their own
desired outcomes.
63. _____ consists of the expectations, assumption, or belief about the likelihood that another’s
future actions will be beneficial, favorable, or at least not detrimental to one’s interests.
Answer: Delegating
Level of Difficulty: Easy
Learning Objective: Trust
AACSB: Analytic skills
65. _____ is a judgment about whether treatment has been just, equitable, and impartial.
Answer: Fairness
Level of Difficulty: Easy
Learning Objective: Fairness
AACSB: Analytic skills
66. _____ looks at the extent to which policies and rules are participatively developed,
transparent, and fairly administered without bias or favoritism.
67. _____ is the interpersonal form of justice concerned with the behavior of leaders in their
relationship to followers or direct reports.
Answer: Negotiation
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
69. _____ is the influential tactic which involves arousing enthusiasm by appealing to values,
ideals, and aspirations.
71. People’s _____ is based on how much they value their own interests relative to the interests
of others.
Answer: conflict style
Level of Difficulty: Easy
Learning Objective: Negotiation
AACSB: Analytic skills
Answer: When organizational politics increase, organizational members’ strain and anxiety
increase, job satisfaction and organizational commitment decrease, and employees leave the
organization more often. Broken promises combined with a political workplace communicate to
employees that they are not cared for or valued by the organization. Sometimes members
become so obsessed with managing the day-to-day political battles that they fail to devote the
necessary time to tasks that serve the interests of the organization.
Level of Difficulty: Medium
Learning Objective: Politics
AACSB: Communication abilities
Answer: Character is critical to trust, because trustworthiness depends on the consistency and
quality we observe in a person’s actions. Does this person persist in the face of difficulties, can
she keep something in confidence, does she does work hard and give her best effort, is she
forthright and truthful, does she demonstrate respect for others, and will she do what is right
despite possible negative consequences to herself? Trust is also related to being authentic or real,
having a clear sense of self and values, acting consistently with those values, and being
transparent about who you are and what you value.
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Communication abilities
Answer: From a sustainable perspective, trust not only results in tangible benefits to the person
and the organization, but also is an expression of virtuous character. The presence of trust
promotes the dignity of others by limiting the necessity of controls and policies, excessive
formalization, and centralization of authority and decision making. Building sustainable trust
means treating other people with dignity, whether or not it improves the bottom line.
Level of Difficulty: Medium
Learning Objective: Trust
AACSB: Communication abilities
Answer: Interactional justice relates to personal interactions that can buffer or reduce the
negative impact of unjust actions by the organization. In other words, a person can feel that the
organization or its top leaders are acting unfairly but still feel that he or she is treated fairly by a
supervisor who takes the time to listen to concerns and provide reasonable explanations.
Level of Difficulty: Medium
Learning Objective: Fairness
AACSB: Communication abilities
Answer: The steps in integrative negotiation are: (1) building a relationship of understanding and
respect; (2) collaborating to generate creative solutions, explore options, and evaluate them
against objective or agreed-upon standards; and (3) choosing the alternative that best satisfies the
interests of all parties in the negotiation.
Level of Difficulty: Medium
Learning Objective: Negotiation
AACSB: Communication abilities