Essentials of Leadership Chapter 8 Quiz

Prototype Anti-prototype

Prototype: Dedication Intelligence Sensitivity Anti-prototype: Manipulation Masculinity Tyranny

Rohan, a retail store manager, is under pressure from his supervisor to double the sales in his store. Rohan wishes to be honest and straightforward, but he is worried that some of the employees might not accept the extra work. Which of the following approaches should Rohan choose when addressing his store's employees? a. He should request his supervisor to directly address them. b. He should subtly hint that only those employees who boost their sales figures will receive paid vacations. c. He should tell the employees that they will be considered failures if they do not deliver increased sales. d. He should inform them that employees who do not put in unpaid overtime will not be considered for promotion.

a. He should request his supervisor to directly address them.

Craig requires his subordinates to be on time in the office, preferably before 10 AM in the morning. However, he arrives for work at 11 AM on most days. In this scenario, which of the following influence tactics does Craig specifically violate? a. leading by example b. co-opting antagonists c. exchanging favors d. upward appeal

a. leading by example

In an effort to influence his team members toward better productivity, Jacob opts for the following dialogue: "Either improve your productivity, or prepare for your exit interview." In this case, which of the following influence tactics does Jacob follow? a. leading by example b. exerting undue pressure c. gentle manipulation of subordinates d. good-natured joking or kidding Hide Feedback

b. exerting undue pressure

Which of the following statements is true of ingratiation? a. It is a completely honest and essentially ethical influence tactic. b. It is the least successful outcome of an influence tactic. c. It can be directed upward as well as downward. d. It is the most successful outcome of an influence tactic.

c. It can be directed upward as well as downward.

When a manager uses manipulative techniques like deception and bluffing, it is best associated with a. co-opting antagonists. b. upward appeal. c. Machiavellianism. d. joking.

c. Machiavellianism.

Which of the following is an example of personal magnetism? a. A leader who ingratiates his superiors. b. A leader who builds personal relationships with his subordinates. c. A leader who under-estimates his skills before subordinates. d. A leader who is captivating, charming, and charismatic.

d. A leader who is captivating, charming, and charismatic.

Which of the following is true of apprising? a. It is synonymous with debasement. b. It is a neutral strategy to bring in outcomes from influence agents. c. It involves the supervisor carrying out the subordinates' roles. d. It is an ethical and honest influence tactic.

d. It is an ethical and honest influence tactic.

Mariam is an intelligent and compassionate leader. Elizabeth, on the other hand, is a dominant and manipulative leader. However, both Mariam and Elizabeth have managed to attain equal results and productivities with their teams. In this context, who has a better chance of winning their respective subordinates' approval? a. Elizabeth has a better chance because she is stronger and stricter with the subordinates. b. Mariam has a better chance because she has the desired characteristics as per the leadership prototype. c. Both Mariam and Elizabeth have an equal chance because both of them have been successful in maintaining productivity. d. Both Mariam and Elizabeth are not considered because theories suggest that female leaders are not successful in the long run.

b. Mariam has a better chance because she has the desired characteristics as per the leadership prototype.

In the context of influence outcomes, identify the sequence of influence outcomes from the most successful to the least successful. a. compliance, resistance, commitment b. resistance, compliance, commitment c. commitment, compliance, resistance d. resistance, commitment, compliance

c. commitment, compliance, resistance

1. Co-opting antagonists 2. Debasement 3. Legitimating a request

Co-opting antagonists- Essentially neutral with respect to ethics and honesty Debasement- Essentially dishonest and unethical Legitimating a request- Essentially ethical and honest

Adrian has the option of using two influence tactics, rational persuasion and upward appeal. One of the tactics is a low-cost, low-risk tactic, while the other carries both higher cost and risk. In the context of influence tactics, which of the following statements is most likely to be true? a. Adrian is most likely to begin with rational persuasion. b. The risk associated with influence tactics does not affect the order in which the influence agent chooses a set of strategies. c. Adrian is most likely to choose upward appeal as it is easier and carries no risk. d. The cost associated with influence tactics does not affect the order in which the influence agent chooses a set of strategies.

a. Adrian is most likely to begin with rational persuasion.

Anne likes to keep her boss happy by laughing out loud at all his funny remarks. She also keeps complimenting him on his people skills, even when he doesn't do a fair job. In the context of influence tactics, Anne is attempting a. co-opting. b. debasement. c. ingratiation. d. joking.

c. ingratiation.

1. Commitment 2. Compliance 3. Resistance

Commitment-When his manager sets new operating standards, Ayan quickly and thoroughly follows them. Compliance-Though he thinks it is unnecessary, Jonathan wears gloves at his work bench because his supervisor requires it. Resistance-Terry complains that the new quality assurance process impedes productivity, and therefore, should not be followed.

Which of the following is the most likely behavior of a leader who attempts to make a personal appeal? a. Emphasizing the bond of friendship with a subordinate while asking him to do a task b. Offering a gift to a subordinate if the subordinate successfully completes the assigned task c. Making an inspiring speech about work ethics to arouse enthusiasm in a subordinate d. Offering to do a specific task in return if a subordinate performs well at the assigned task

a. Emphasizing the bond of friendship with a subordinate while asking him to do a task