HMD 307 MIDTERM

What do do before interview?

- Read as much about the company as possible - Use facebook, linked in and other social networking sites to set up informational interviews with people inside the organization.

Idea of voluntary but determined efforts to improve leadership skills. (extending your behavior a bit beyond comfort zones)

10 percent stretch

Long term success as a leader requires _______.

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

_______ is used when agents seek the aid or support of others to influence the target.

Coalition tactics

A polikceman giving a ticket is an example of _________ power.

Coercive

______ power, the opposite of reward power is the potential to influence through the administration of negative sanctions or the removal of positive events.

Coercive power

______ occurs when agents ask targets to participate in planning an activity.

Consultation.

1. Identifying development needs. 2. Analyzing these data to identify and prioritize development needs. 3. Use those needs to create a focused and achievable development plan 4. Periodically reviewing the plan, reflecting on learning and modifying or updating the plan as appropriate.

Development planning process

___________ power is the power of knowledge.

Expert power

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

False

T/F co-workers should always avoid getting involved in each others personal lives?

False

______ Analysis includes goals, actions, perceptions and standards.

GAPS

GAPS stands for?

Goals, Abilities, Perceptions and Standards

When an influencer has the upper hand, when the agents anticipate resistance, or when the other persons behavior violates important norms

Hard tactics

legitimizing or pressure tactics are which type of tactic?

Hard tactics

_______ is the actual change in a target person's attitueds, values, beliefs, or behaviors.

Influence.

_____ occurs when an agent attempts to get you in a good mood before making a request.

Ingratiation

When agents make a request or proposal designed to arouse enthusiasm or emotions in targets.

Inspirational appeals

Who has the greater capacity to influence followers?

Leaders who have the ability to use rewards and punishments.

________ power is primarily a function of the situation.

Legitimate

A coach deciding who will play in a game is an example of _______ power.

Legitimate power

______ power depends on a person's organizational role. It can be thought of as ones formal or official authority.

Legitimate.

- Maintaining good relationships with authority figures. - Wanting to compete for recognition and advancement - Being active and assertive - Wanting to exercise influence over subordinates - Being visibly different from followers - Being willing to do routine administrative tasks.

Motivation to manage.

How people vary in their motivation to influence and control others refers to _________.

Need for power.

The status differential between members of a group is called the ______.

Pecking order.

______ is when agents ask another to do a favor out of friendship.

Personal appeals

______ power is people who are relatively selfish, impulsive, uninhibited, and lacking in self-control.

Personalized power

________ is when threats or persistent reminders are used to influence targets.

Pressure tactics

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?

Reward power

______ is exercised in the service of higher goals to others or organizations and often involves self-sacrifice toward those ends.

Socialized power

The expectations of superiors for your career objectives are relevant during which stage of the GAPS analysis?

Standards

When a person assumes that others are competent, trustworthy , willing to cooperate if they can, and proud of their work.

Theory Y

Influencing a target through the exchange of favors is labeled

exchange

Agents ask another to do a favor out of friendship. In this scenario, the agents use an influence tactic called ______.

personal appeal.

Exchange is which type of tactic?

rational tactic

When parties are relatively equal in power, when resistance is not anticipated, and when the benefits are organizational as well as personal.

rational tactics

The potential influence one has due to the strength of the relationship between the leader and the follower is referred to as ____ power.

referent

Power is a function of the leader, the follower, and the ________.

situation

Ingratiation is which type of tactic?

soft tactic

When the agents are at a disadvantage, when the agents expect resistance, or when the agents will personally benefit if the attempt is successful.

soft tactics