LEADERSHIP Smartbook Chapters 4-5

Even in purely economic terms, in 2010 the Association of Certified Fraud Examiners estimated that businesses around the world lose ______ every year to fraudulent activity.

$2.9 billion

Soft tactics:

ingratiation

Long-term success as a leader requires:

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

What is Inspirational appeal?

An agent makes this appeal when they make a request or proposal designed to arouse enthusiasm or emotions in targets.

Which of the following is NOT true?

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

When an agent attempts to get a target person in a good mood before making a request, ________ occurs:

Ingratiation

An agent makes a request or proposal designed to arouse enthusiasm or emotions in a target person. In this scenario, the agent uses this influence tactic:

Inspirational

A minister's impassioned plea to members of a congregation about the good works that could be accomplished if a proposed addition to the church were built as an example of:

Inspirational appeal

A politician's advisor explains how demographic changes in the politicians district make it important for the politician to spend relatively more time in district seeing constituents than he/she has in the recent past. In the context of influence tactics, this scenario is most likely an example of:

Rational persuasion

Power is a function of the leader, the follower and:

The situation

Several significant people in an alcoholics life, such as a spouse, children, employer, or neighbor, agree to confront the alcoholic in unison about the many dimensions of his or her problem. Which influence tactic is this?

Coalition tactic

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

Coercive power

A minister establishes a committee of church members to help plan the layout and use of a new church addition. In this scenario, the minister uses:

Consulation

An agent asks a target to participate in planning an activity. What type of influence tactics is this?

Consultation

Leaders who show they understand the world as we see and experience it show .............

Empathy

Rational tactics:

Exchange

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

Exchange tactic

_______ power is the power of knowledge.

Expert power

T/F: Male managers are more likely to involve others when developing strategies.

FALSE

Which of the following statements regarding referent power is NOT true?

Followers with little referent power usually find it easy to deviate from group norms.

Choosing an influence tactic thinking an act would improve an employees self-esteem or morlae:

Frequently associated with successful influence attempts

Choosing an influence tactic because it follows 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.

What is personalized power?

Individuals who are relatively selfish, impulsive, uninhabited, and lacking in self-control.

The change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics refers to:

Influence

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

Influence

Who has the greater capacity to influence followers?

Leaders who have the ability to use rewards and punishments

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

Legitimate

An individuals formal or official authority is called_____ power:

Legitimate

Which type of power is MOST likely to be used in a crisis situation?

Legitimate power

______ power is primarily a function of the situation.

Legitimate power

Hard tactics:

Legitimizing or pressure tactics

A principal asks a teacher 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 that role. Which influence tactic is this?

Legitimizing tactic

An agent makes a request to targets based on his/her position or authority. This is an example of:

Legitimizing tactic

Which of the following is NOT one of the 6 composites that comprise Miner's motivation to manage?

Maintaining good relationships with subordinates

The status differential members of a group is called the:

Pecking order

An agent asks another to do a favor out of friendship. Which tactic is this?

Personal appeal

An individual trying to assert power might:

Point his finger to reinforce a statement.

An agent uses threats or persistent reminders to influence targets. This scenario exemplifies an influence tactic called _____.

Pressure tactic

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

Projective personality tests

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

Referent power

Many people admire Michael Dell and see him as a role model. Which type of power does Dell have?

Referent power

The potential influence one has due to the strength of the relationship between the leader is referred to as:

Referent power

Coercive power can be thought of as being the opposite of _____ power.

Reward power

The stanford prison experiment highlighted the role of the ______ in the leader power equation.

Situation

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

TRUE

True or false- Good leaders are open to being influenced by subordinates.

TRUE

True or false: Stanley Morgan found that many people will obey an authority figure even when doing so is in conflict with their conscience.

TRUE

Which of the following is NOT true of female managers?

They are more likely to act out of self-interest

Identify a feature of coalition tactics that is different from that of consultation.

They are used when agents seek the aid or support of others to influence a target.

Which of the following is an effective team leaders ideal job?

To create the conditions for the team to be successful.

What is Rational persuasion?

When an agent uses logical arguments or factual evidence to influence others

Hard tactics

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

Rational tactics:

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

Soft tactics:

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

Which types of power are best for a leader to use?

it depends on the situation

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

Need for power

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

Power

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

Reward power