Chapter 4

________ is most likely to be associated with the role friendships play in making things happen. A) Referent power B) Reward power C) Expert power D) Legitimate power

A) Referent power

Legitimizing tactics most likely occur when agents A) make requests based on their position or authority. B) use threats or persistent reminders to influence targets. C) seek the aid or support of others to influence targets. D) make requests designed to arouse enthusiasm or emotions

A) make requests based on their position or authority.

People in societies exhibiting a large degree of power distance A) strive to equalize the distribution of power. B) accept a hierarchical order in which everybody has a place and that needs no further justification. C) tend to communicate in a direct and participative style. D) are likely to experience referent power between the less powerful and the more powerful members of a society.

B) accept a hierarchical order in which everybody has a place and that needs no further justification.

Followers are highly likely to use ________ power to change their leader's behavior if they have a relatively high amount of referent power with their fellow coworkers. A) reward B) coercive C) legitimate D) expert

B) coercive

People tend to use rational tactics when A) both parties are unlikely to be benefitted. B) parties are relatively equal in power. C) parties anticipate resistance. D) an influencer has the upper hand.

B) parties are relatively equal in power

A leader who has developed close interpersonal relationships with followers generally uses his or her ________ power to influence them. A) legitimate B) referent C) coercive D) reward

B) referent

When students respond positively to requests from teachers who are well-liked and respected, it most likely illustrates that the teachers have A) expert power. B) referent power. C) legitimate power. D) coercive power.

B) referent power.

________ occurs when agents ask targets to participate in planning an activity. A) Rational persuasion B) Ingratiation C) Consultation D) Personal appeal

C) Consultation

Which of the following statements is true of coercive power? A) It refers to the ability of an individual to influence others through his or her relative expertise in particular areas. B) It refers to the potential to influence others due to one's control over desired resources. C) It has the possibility to be used by followers to influence their leader's behavior. D) It is directly proportional to the strength of the relationship between leaders and followers.

C) It has the possibility to be used by followers to influence their leader's behavior.

Identify a true statement about socialized power. A) It is a key characteristic of individualistic cultures. B) It is characterized by impulsiveness and a lack of self-control. C) It often involves an empowering, rather than an autocratic, style of management and leadership. D) It involves individuals exercising power for their own needs rather than for the good of their group.

C) It often involves an empowering, rather than an autocratic, style of management and leadership.

A police officer giving a speeding ticket to a driver is most likely using his or her A) referent power. B) reward power. C) coercive power. D) expert power.

C) coercive power.

Influence is best described as the A) potential to manipulate others. B) capacity to produce an effect on others. C) degree of actual change in a target person's values. D) status differential between the members of a group.

C) degree of actual change in a target person's values.

Craig, a high school student, wakes up early on a Sunday morning and makes his mother's favorite chocolate cake and butterscotch cookies. He wants to seek permission for a week-long trekking trip and is sure that the cake and cookies will get his mother in a good mood. This scenario most likely exemplifies A) legitimizing tactics. B) coalition tactics. C) ingratiation. D) consultation.

C) ingratiation.

Which of the following is an intrinsic reward? A) compensation B) praise C) personal growth D) time off

C) personal growth

________ power is a function of the amount of knowledge one possesses relative to the rest of the members of a group. A) Reward B) Referent C) Coercive D) Expert

D) Expert

Which of the following statements is true of legitimate power? A) It is a function of the amount of knowledge one possesses relative to the rest of the members of the group. B) It is the potential to influence others through the administration of negative sanctions or the removal of positive events. C) It states that leaders have potential influence on their followers because of the strength of the relationship between them. D) It means that a leader has authority because she or he has been assigned a particular role in an organization.

D) It means that a leader has authority because she or he has been assigned a particular role in an organization.

The ability to control others through the fear of punishment or the loss of valued outcomes is known as A) expert power. B) reward power. C) legitimate power. D) coercive power.

D) coercive power.

Which of the following refers to one person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors? A) power B) influence C) authority D) influence tactics

D) influence tactics

Sean, a market manager at Pebble Deco Inc., asks his subordinate, Natalie, to work on a high-priority marketing campaign for the next quarter. She is hesitant to take up the assignment but is unable to refuse because of Sean's position and authority. In this scenario, Sean is most likely using A) inspirational appeals. B) personal appeals. C) coalition tactics. D) legitimizing tactics.

D) legitimizing tactics

Unlike consultation, coalition tactics are most likely used when agents A) make proposals that are designed to arouse enthusiasm or emotions in targets. B) attempt to get targets in a good mood before making requests. C) use threats or persistent reminders to influence targets. D) seek the aid or support of others to influence their targets.

D) seek the aid or support of others to influence their targets.

A high need for power or motivation to manage necessarily guarantees leadership success.

FALSE

A leader who has legitimate power has the widest array of influence tactics available to influence followers.

FALSE

Followers with relatively more referent power than their peers have little opportunity to deviate from group norms

FALSE

Ingratiation occurs when an agent uses logical arguments or factual evidence to influence others.

FALSE

Leaders require a high need for socialized power and a low level of activity inhibition to be successful in the long term.

FALSE

Leaders usually can exert more power during periods of relative calm than during a crisis.

FALSE

People typically use soft tactics (such as ingratiation) when both parties are relatively equal in power.

FALSE

The amount of power followers have in work situations is always less than the amount of power held by their group's leader.

FALSE

Threats or persistent reminders used to influence targets are known as legitimizing tactics.

FALSE

) High degrees of reciprocal influence between leaders and followers characterize the most effective organizations.

TRUE

Choice of clothing can affect one's power and influence.

TRUE

Coercive power is the potential to influence others through the administration of negative sanctions.

TRUE

Influence is the degree of actual change in a target person's attitudes, values, beliefs, or behaviors.

TRUE

Influence tactics refer to one person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors.

TRUE

Power distance is defined as the degree to which the less powerful members of a society accept and expect that power is distributed unequally.

TRUE

Referent power refers to the potential influence one has due to the strength of the relationship between the leader and the followers.

TRUE

Reward power involves the potential to influence others due to one's control over desired resources.

TRUE

Studies show that female managers are less likely than male managers to compromise or negotiate during their influence attempts.

TRUE

The overall composite Miner's Sentence Completion Scale (MSCS) score has consistently been found to predict leadership success in hierarchical organizations.

TRUE

The potential to influence others through the ability to administer rewards is a joint function of the leader, the followers, and the situation.

TRUE