Influence and Power Quiz

"Eleanor and Rose are sales managers at HB s Wholesalers. Both use the same financial and goals setting incentives for their staff. But Eleanor s staff really likes and respects her, while Rose s staff don t feel they know her very well and that she s somewhat aloof. Eleanor is better able to get her staff to do what she asks of them. Which of French and Raven s types of power does Eleanor appear to have that Rose does not?" a. Referent b. Expert c. Legitimate d. Coercive e. Reward

a

"The _____ influence tactic involves trying to convince someone with reason, logic, or facts." a. Rational persuasion b. Coalition c. Inspirational appeal d. Ingratiating e. Consultation

a

The best outcome of influence is _____ because the target person's intrinsic motivation will energize good performance. a. Commitment b. Coalition c. Compliance d. Resistance e. Consultation

a

"He'll do it because I'm the CEO and I say so!" This statement reflects a reliance on _____ power. a. Reward b. Positive legitimate c. Negative legitimate d. Referent e. Expert

c

Charities often send Prof Gettman half a dozen greeting cards or a calendar with cute animals along with a request for a donation. These charities are using Cialdini s influence technique of a. Commitment b. Liking c. Reciprocity d. Authority e. Scarcity

c

You have responsibility for motivating your company s sales force to increase its annual performance. You were told by your supervisor to set goals for the sales people and hold them accountable. Based on Cialdini s consistency principle, which of the following strategies would be the most effective? a. Set a goal for each employee based on his or her prior year s performance and inform each of the goal. b. Have each employee set a reasonable private goal for themselves. c. Have each employee publicly state a reasonable goal for the year. d. Have each employee set an unrealistically high personal goal, and keep it private.

c

"At the end of a concert a person or two stand up while the audience is applauding, then several, then pretty much every one stands to give a standing ovation. This trickle-into-flood effect is the result of which of Cialdini s principles? " a. Fixed-action patterns b. Judgmental heuristics c. Reciprocity d. Social proof e. Liking

d

Based on research of influence tactics, which of the following is true? a. Pressure is an effective influence tactic for women but not for men b. Pressure is an effective influence tactic for men but not for women c. Influence tactics that are viewed as unfair were associated with greater compliance among employees d. Commitment is more likely when people rely on consultation, strong rational persuasion, and inspirational appeals e. Commitment is more likely when people rely on pressure and coalition tactics

d

Valued knowledge or information gives an individual _____ power over those who need such knowledge or information. a. Legitimate b. Coercive c. Reward d. Expert e. Referent

d

"According to French and Raven, _____ power exists when an individual obtains compliance through threatened or actual punishment. " a. Reward b. Referent c. Expert d. Legitimate e. Coercive

e