Chapter 8 Quiz

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. The risk associated with influence tactics does not affect the order in which the influence agent chooses a set of strategies. b. Adrian is most likely to begin with rational persuasion. c. The cost associated with influence tactics does not affect the order in which the influence agent chooses a set of strategies. d. Adrian is most likely to choose upward appeal as it is easier and carries no risk.

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

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.

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 to do a specific task in return if a subordinate performs well at the assigned task c. Making an inspiring speech about work ethics to arouse enthusiasm in a subordinate d. Offering a gift to a subordinate if the subordinate successfully completes the assigned task

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

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

c. commitment, compliance, resistance

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? Check all that apply. 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 inform them that employees who do not put in unpaid overtime will not be considered for promotion. d. He should tell the employees that they will be considered failures if they do not deliver increased sales.

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

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

a. Machiavellianism.

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. ingratiation. b. debasement. c. co-opting. d. joking.

a. ingratiation.

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

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

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. good-natured joking or kidding b. leading by example c. gentle manipulation of subordinates d. exerting undue pressure

d. exerting undue pressure

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. exchanging favors b. co-opting antagonists c. upward appeal d. leading by example

d. leading by example