MGMT 2100 - Chapter 12

Select all that apply: What are some of the tactics interviewers use to impress job candidates?

appearance of promotional items nonverbal cues administrative follow-up

When meeting people for the first time, how can you project that you are interested?

ask them questions about themselves

Select all that apply: Which characteristics will impress interviewers?

be honest and ethical show your true self

Select all that apply: Which of the following are ways to make a good first impression?

be in a good mood watch your body language have goals

Select all that apply Impression management encompasses which of the following?

behavior speech appearance

Select all that apply: The ways to increase your own influence include:

being credible being trustworthy

How do virtual teams overcome the ambiguity created by a lack of face-to-face interaction?

by sharing information

Select all that apply: Step 3 in the creation of an influence plan involves deciding what you want or need from the person you hope to influence. What are the two possible choices?

commitment compliance

Select all that apply: Employees who are not honest and humble are more likely to

have lower job performance create a bad first impression have counterproductive work behaviors

Any attempt to control or manipulate the images related to a person, organization, or idea is:

impression management

According to Cialdini's research on influencing people, how should the six principles he found be used?

in combination

Conscious efforts to affect and change a specific behavior in others are:

influence tactics

Click and drag on elements in order: List the steps in a plan to influence others, starting with the first step at the top.

1. Set a goal and know what you want to achieve 2. Identify the person or persons who can help you achieve that goal 3. Determine whether you need compliance or commitment from the person 4. Decide on a base of power and influence tactic that will realistically be available to you 5. Describe how you will apply the bases of power and tactics you chose

Select all that apply: Commonly used influence tactics include which of the following?

Consultation Ingratiation Inspirational appeals Rational persuasion

Select all that apply: When working in a virtual environment, how can people reduce ambiguity?

Create accountability. Provide examples. Share information.

Select all that apply Robert Cialdini's research identified six principles for influencing people. What ideas were these principles based on?

If your efforts align with the fundamental responses, your influence increases. People have fundamental responses to influence attempts.

Match the Principle of Persuasion in the left column with the explanation from the right.

Scarcity <----> People want information and opportunities that are hard to get Liking <----> Use informal conversations to learn about others; offer sincere and timely praise and recognition Reciprocity <----> Both good and bad deeds will be repaid in kind Consistency <----> Get a personal commitment Authority <----> People respect credible experts Social proof <----> Role models and peer pressure build influence

Match the interviewing technique in the left column with the correct explanation from the right column.

Verbal <----> What interviewers say and how they say it Nonverbal <----> Smiling, laughing, leaning in Artifactual <----> Appearance, manner of dress, visual items presented Administrative <----> Timing of communication, feedback, and follow-up

Select all that apply: Apologies are needed when:

another has been harmed by your actions it is important to restore trust you will need to influence the offended party in the future

Select all that apply: Apologizing can reduce which of the following?

poor performance bad impressions negative uses of power

Select all that apply: Which of the core influence tactics are most effective at building commitment?

rational persuasion consultation inspirational appeals

Apologies are important and are effective to the extent that they restore what in a relationship?

trust