Ch 4 Smart Book Quiz

In his classic study, Stanley Milgram found that some ____% of individuals followed the requests of their "boss" even though doing so may have gone against their own personal beliefs.

70

Which of the following is likely to have the least amount of power?

A policeman dressed in regular clothes

Match the situations of team leaders choosing influence tactics (in the left column) with their descriptions (in the right column). Instructions

Choosing an influence tactic thinking an act would improve an employee's self-esteem or morale matches Choice Frequently associated with successful influence attempts Choosing an influence tactic because it followed company policy and choosing one because it was a way to put a subordinate in his place matches Choice Frequently mentioned as reasons for unsuccessful influence attempts

The actions of the Taliban against women in Afghanistan is an example of using which type of power?

Coercive

power is the power of knowledge.

Expert

True or false: Male managers are more likely to involve others when developing strategy.

False

True or false: McClelland found that individuals with a high need for power are guaranteed leadership success.

False

Which of the following statements regarding referent power is not true? Referent power takes time to develop. Followers with little referent power usually find it easy to deviate from group norms. Referent power can be lost quickly. Referent power can be seen as a two-way street between the leader and the follower.

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

Match the categories of influence tactics used by agents (in the left column) with the tactics included in them (in the right column). Instructions

Hard tactics- Legitimizing or pressure tactics Soft tactics- Ingratiation Rational tactics- Exchange

Match the categories of influence tactics used by agents (in the left column) with the situations in which they are typically used (in the right column). Instructions

Hard tacticsc-When an influencer has the upper hand, when the agents anticipate resistance, or when the other person's behavior violates important norms 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 Rational tactics- When parties are relatively equal in power, when resistance is not anticipated, and when the benefits are organizational as well as personal

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

Influence

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

It depends on the situation.

_____ power is primarily a function of the situation.

Legitimate

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

Legitimate power

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

Maintaining good relationships with subordinates

Individuals who are relatively selfish, impulsive, uninhibited, and lacking in self-control have a high need for which type of power?

Personalized power

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

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

Referent

Which of the following is not true of female managers?

They are more likely to act out of self-interest.

In the context of influence tactics, 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 leader's ideal job?

To create the conditions for the team to be successful

True or false: As demonstrated by Michelle Obama's gaffe at a dinner at Buckingham Palace, cultural differences can impact power.

True

True or false: Effective leaders know how the influence tactics they use affect others.

True

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

True

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

True

If you want to minimize status differentials with subordinates, what should you do at a meeting with them?

You should sit at a circular table.

Long-term success as a leader requires

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

Several significant people in an alcoholic's life, such as spouse, children, employer, or neighbor, agree to confront the alcoholic in unison about the many dimensions of his or her problem. This is an example of an influence tactic called _____.

coalition tactic

A policeman giving a ticket is an example of ____ power.

coercive

Cult leader Jim Jones is an example of a leader using _____ power.

coercive

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 an influence tactic called _____.

consultation

An agent asks a target to participate in planning an activity. In this scenario, the agent uses an influence tactic called _____.

consultation

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

exchange

Two politicians agree to vote for each other's pet legislation despite minor misgivings about each other's bills. This scenario exemplifies an influence tactic called _____.

exchange

In order to be successful in the operating room, a brain surgeon must have ______ power.

expert

Individuals in a clique who sit next to each other at a circular table

increase their power.

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

influence

A salesperson's good-natured or flattering banter with a customer before the customer makes a decision about purchasing a product is an example of an influence tactic called _____.

ingratiation

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

legitimate

An individual's formal or official authority is called ______ power.

legitimate

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. This scenario exemplifies an influence tactic called _____.

legitimizing tactic

An agent makes requests to targets based on his or her position or authority. This scenario exemplifies an influence tactic called _____.

legitimizing tactic

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

need for power

All of the following are bases of power except ____ power.

organized

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

pecking order

A sentence that opens with, "John, we have known each other a long time and I have never asked anything of you before" represents the beginning of an influence tactic called _____.

personal appeal

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

personal appeal

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

rational persuasion

An agent uses logical arguments or factual evidence to influence others. This scenario exemplifies an influence tactic called _____.

rational persuasion

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

referent

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

referent

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

reward

Employee of the month and special parking spots are examples of using ____ power to influence behavior.

reward

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

reward

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

situation

The Stanford prison experiment highlighted the role of the ____ in the leader power equation.

situation

An individual trying to assert power might

point his finger to reinforce a statement.

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

power

A judge who gives Samuel, a convicted prisoner, a suspended sentence but tells him to consider the suspension a "sword hanging over his head" if he breaks the law again is using an influence tactic called _____.

pressure tactic

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

pressure tactic

Which of the following is not true? Influence tactics include emotional appeals, rational appeals, personal appeals, and legitimate requests. Overt behaviors exhibited by one person to influence another are called influence tactics. Followers always have less influence over the rest of the group than the leader does. Individuals with a large amount of power can use a wider variety of influence tactics than those with little power.

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

In the context of influence tactics, when an agent attempts to get a target person in a good mood before making a request,

ingratiation

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 is an example of an influence tactic called _____.

inspirational appeal

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

inspirational appeal