Week 2 Chapter 4 Practice

An agent influences a target by giving and taking favors. This scenario exemplifies an influence tactic called

exchange

A salesperson's good natured or flattering banter with a customer before the customer makes a decision about purchasing a product is an example of an influence tactic called

ingratiation

A minister's impassioned plea to members of a congregation about the good works that could be accomplished if a personal addition to the church were built is an example of an influence tactic called______.

inspirational appeal

An individual's formal or official authority is called____power

legitimate

_______ power is primarily a function of the situation.

legitimate

A sentence that opens with, "John, we have known each other a long time and I have never asked anything of you before" represents the beginning of an influence tactic called

personal appeal

In his classic study, Stanley Milgram found that some _____% of individuals followed requests of their "boss" even though doing so may have gone against their own personal beliefs.

70

Long term success as a leader requires

a high need for socialized power and a high need for activity inhibition

Match the situation of team leaders choosing influence tactics(in the left (column) with their descriptions (in the right columns).

Choosing an influence tactic thinking an act would improve an employee's self-esteem or morale---Frequently associated with successful influence attempts. Choosing an influence tactic because it followed company policy and choosing one because it was a way to put a subordinate in his place----Frequently mentioned as reasons for unsuccessful influence attempts

Several significant people in an alcoholic's life, such as spouse, children, employer, or neighbor, agree to confront the alcoholic in unison about the many dimensions of his or her problem. This is an example of an influence tactic called

Coalition tactic

A policeman giving a ticket is an example of ____power

Coercive

Cult leader Jim Jones is an example of a leader using which type of power?

Coercive

An agent asks a target to participate in planning an activity. In this scenario, the agent uses an influence tactic called______.

Consultation

_________ power is the power of knowledge

Expert

Which of the following is NOT true?

Followers always have less influence over the rest of the group than the leader does.

Match the categories of influence tactics used by agents with the situations in which they are typically used.

Hard tactics--- When an influencer has the upper hand, when the agents anticipate resistance, or when the other person's behavior violates important norms Soft tactics---when agents are at a disadvantage, when the agents expect resistance, or when the agents will personally benefit if the attempt is successful Rational tactics--when parties are relatively equal in power, when resistance is not anticipated, and when the benefits are organizational as well as personal.

Match the categories of influence tactics used by agents with the situations in which they are typically used

Hard tactics--legitimizing or pressure tactics Soft tactics-- ingratiation Rational tactics--- exchange

__________ is the actual change in a target person's attitudes, value's, beliefs, or behaviors

Influence

Which type of power are the best for a leader to use?

It depends on the situation

A coach deciding who will play in a game is an example of _____power being exercised.

Legitimate

A principal asks teachers to be on the school's curriculum committee, and the teacher accedes to the request despite reservations because it is the principal's prerogative to appoint any teacher to the role. This scenario exemplifies an influence tactic called

Legitimizing tactic

According to the text, how people vary in their motivation to influence and control others refers to_______

Need for power

Individuals who are relatively selfish, impulsive, uninhibited, and lacking in self-control have a high need for which type of power?

Personalized power

The capacity to produce effects on others or the potential to influence others refers to _____________

Power

A judge who gives Samuel, a convicted prisoner, a suspended sentence but tells him to consider the suspension a "sword hanging over his head" if he breaks the law again is using an influence tactic called____

Pressure tactic

Studies by McClelland and also by Miner use which method of assessing the need for power?

Projective personality test

An agent uses arguments or factual evidence to influence others. This scenario exemplifies an influence tactic called_____?

Rational persuasion

As a result of his decisions in his personal life, Tiger Woods lost which type of power?

Referent

which type of power does an individual who is admired and seen as a role model have?

Referent

The potential to influence others due to one's control over desired resources is _______power

Reward

Which of the following are nonverbal gestures of power?

Staring, Pointing, Touching

True or false: An individual is likely perceived to be taller when he is introduced as a professor rather than a student

True

If you want to minimize status differentials with subordinates, what should you do at a meeting with them?

You should sit at a circular table

Which of the following is NOT true of female managers?

they are more likely to act out of self-interest.

Which of the following is an effective team leader's ideal job?

to create the conditions for the team to be successful