Leadership Chapter Eight
Oscar engages in debasement when he tells the person he is trying to influence :
"I may not be well informed, but here is my opinion."
_____ is the most successful influence outcome.
Commitment
Implicit leadership theories deal mostly with the personal assumptions:
about the attributes of an ideal organizational leader.
A rule of thumb offered for the sequencing of influence tactics is to:
begin with the most positive, or least abrasive, tactic.
Joking or kidding is often used as an influence tactic when:
being direct might be interpreted as being too harsh.
In the context of outcomes of influence tactics, _____ is particularly important for complex, difficult tasks because these require full concentration and effort.
commitment
The three outcomes of influence tactics are _____.
commitment, compliance, and resistance
Ryan is apathetic about carrying out the request made by his team manager to draft an agenda for the upcoming target meeting. He is not particularly overjoyed about the task, but makes a modest effort in doing it. In the context of influence outcomes, the influence attempt of Ryan's manager is an example of _____.
compliance
Nancy a middle manager, wants to use the influence tactic of legitimating to improve quality within her unit. Nancy, therefore:
explains that top management wants quality improvements.
A recommended technique for exchanging favors is to:
give the other person as much time as is feasible to comply.
An inspirational appeal is more likely to be effective when the influence agent:
involves the workers in the change process.
In terms of exerting influence, the more position power a person has over another,:
less the need for being cautious in the use of influence tactics.
A guideline offered for the sequencing of influence tactics is to begin with a:
low-cost, low-risk tactic.
A good example of ingratiation when dealing with a person you are trying to influence would be for you to:
praise that person lavishly.
According to implicit leadership theories, an example of a leadership antiprototype would be _____.
tyranny
An example of Machiavellianism would be for a manager to tell a group member that he must:
work every Saturday to be evaluated as a good team player.
Which of the following is an example of debasement?
A manager pretending to be incapable of doing a task so that he gets help from his subordinates
Adrian is a compassionate and sensitive leader. He is charismatic and dynamic. On the other hand, Joseph is dominant leader and is considered manipulative by his subordinates. In the context of implicit leadership theories, which of the following options is most likely to be true?
Adrian's traits are considered prototypes, while Joseph's traits are considered antiprototypes.
In an attempt to convince her team members about the merits of a proposed business plan, Margaret adapts the influence tactic of explaining the percentage increase in salary that each of her team member will enjoy, if the plan is successful. In this case, Margaret's attempt is an example of _____.
apprising
" I won't pressurize you to meet the sales target, but think of your familial settings, and to what degree they would be affected provided you fail to meet the target." This dialogue is made by Gregory, a line manager , to one of his subordinates. In the context of influence tactics, Gregory attempts _____.
gentle manipulation of his subordinate
