MGMT 1115 Chapter 8
joking or kidding is often used as an influence tactic when:
being direct might be interpreted as being too harsh
To use personal magnetism as an influence tactic. the person strikes a bargain with the person to be influenced.
false
a recommended way of sequencing influence tactics is to begin with an abrasive tactic and then move toward a more positive tactic
false
as indicated by implicit leadership theories, two examples of leadership prototypes are tyranny and masculinity.
false
a good example of ingratiation when dealing with a person you are trying to influence would be for you to :
praise that person lavishly
good-natured kidding is especially effective when a straightforward statement might be interpreted as harsh criticism
true
in the context of implicit leadership theories, personal assumptions about an ideal organizational leader develop through socialization and past experience with leaders.
true
according to implicit leadership theories, an example of a leadership antiprototype would be __
tyranny
the more powerful leaders are the more they need to create a coalition.
false
derek is a hands-on leader so he is likely to
get involved directly in solving customer problems
a recommended technique for exchanging favors is to
give the other person as much time as is feasible to comply
an individual who has strong personal magnetism
influences others by being captivating and charming
an inspirational appeal is more likely to be effective when the influence agent
involves the workers in the change process
team play can be an influence tactic when a person
is more concerned about collaboration than tough-mindedness
which of the following influence tactics requires that the leader serve as a model the desired behavior
leading by example
in terms of exerting influence, the more position power a person has over another
less the need for being cautious in the use of influence tactics
at which of the following levels in an organization is hands-on leadership usually expected?
level below the executive category
a guideline offered for the sequencing of influence tactics is to begin with a
low-cost, low-risk tactic
a means to bring about change and ensuring that a healthy corprate culture is maintained in the organization is to establish a reward system that reinforces the culture
true
strong influence tactics include assertivness, coalition building, and transactions.
true
to use debasement as an influence tactic, the influence agent might say "I realize I'm not the brightest new manager in the company, so I really need your help."
true
implicit leadership theories deal mostly with the personal assumptions:
about the attributes of an ideal organizational leader
in an attempt to convince her team about the merits of a proposed business plan, Margaret adapts the influence tactic of explaining the percentage increase in salary that each of her team member will enjoy, if the plan is successful. In this case, Margaret's attempt is an example of __
apprising
when a top-level executive wants to influence a large number of employees, the executive will most likely:
attempt to change organization culture
__ is the most successful influence outcome.
commitment
a major moderating variable in the use of rational persuasion is the
credibility of the influence agent
tina offers an expensive gift to her subordinate, provided the subordinate help her with the content of a power point presentation; the work being officially assigned to tina. in this context, which of the following influence tactics is practised by tina?
exchanging favors
nancy a middle manager, wants to use the influence tactic of legitimating to improve quality within her unit. Nancy therefore:
explains that top management wants quality improvements
when ingratiation takes the form of well deserved flattery or compliments, it is a __ influence tactic.
positive
Leaders must behave in ways consistent with the values and practices they wish to see imitated throughout the organization
true
a hands-on leader is typically task oriented
true
an example of Machiavellianism would be for a manager to tell a group member that he must:
work every Saturday to be evaluated as a good team player.
three outcomes of influence tactic are
commitment, compliance, and resistance
an important part of making an inspirational appeal is to
display emotion as needed
the outcome of influence tactics are not affected by the leader's personality traits
false
top-level leaders exert of their influence attempts in the direction of bringing about changes throughout the entire organizations
false
when using ingratiation as an influence tactic, the influence agent acts abrasively and aggressively toward the influence target.
false
according to the generic model of power influence, the effectiveness of influence tactics is affected by __
leader traits, leader behaviors, and the situation
oscar engages in debasement when he tells the person he is trying to inflence:
"I may not be well informed, but here is my opinion."
to bring about organization change effectively, an executive is best advised to
serve as a role model for the desired attitudes and behaviors.
a sensible approach of sequencing influence tactics is to begin with low-cost, low-risk tactics
true
an example of undue pressure is leaders using threats or warnings, when trying to get a job done by his subordinates
true
a leader must acquire __ in order to influence others.
power
a study indicated that when group members perceived their relationship with the leader to be poor, consultation by the leader
resulted in less helping behavior by group members.
when group members are trusted, the leader is more likely to use
weaker influence tactics
a rule of thumb offered for the sequencing of influence tactics is to
begin with the most positive, or least abrasive tactic.
the purpose of forming a coalition is to
combine your power with that of others
