Chapter 4

24. (p. 124) A leader who has developed close interpersonal relationships with followers generally uses _____ power to influence them. A. legitimate B. referent C. coercive D. reward

B. referent

Influence is best defined as the: A. potential to manipulate others. B. capacity to produce effects on others. C. degree of actual change in a target agent's values. D. status differential between members of a group.

C. degree of actual change in a target agent's values.

Which of the following is occurring when agents ask targets to participate in planning an activity? A. Rational persuasion B. Ingratiation C. Consultation D. Personal appeal

Consultation

(p. 120) Many aspects of office arrangements can affect a leader's or follower's power. Which of the following statements is true in relation to this statement? A. Specific seating arrangements at circular tables do not affect participants' interactions. B. Rectangular tables facilitate communication. C. Individuals sitting at the ends of rectangular tables often wield more power. D. Rectangular tables minimize status differentials.

Individuals sitting at the ends of rectangular tables often wield more power.

_____ is exercised in the service of higher goals to others or organizations and often involves self-sacrifice toward those ends. A. Democracy B. Personalized power C. Socialized power D. Management motivation

Socialized power

30. (p. 128) A police officer giving a speeding ticket to a driver is most likely using: A. referent power. B. reward power. C. coercive power. D. expert power.

coercive power.

A judge who gives a convicted prisoner a suspended sentence but tells him to consider the suspension a "sword hanging over your head" if he breaks the law again is using: A. legitimizing tactics. B. coalition tactics. C. pressure tactics. D. rational persuasion.

pressure tactics.

Rational tactics are most likely used by a person when: A. he or she is at a disadvantage. B. an influencer has the upper hand. C. another person's behavior violates important norms. D. the benefits are organizational as well as personal.

the benefits are organizational as well as personal.

Which of the following statements concerning power and influence is most likely FALSE? A. Effective leaders typically take advantage of all their sources of power. B. Leaders in well-functioning firms are rarely influenced by their subordinates. C. Leaders vary in the extent to which they share power with subordinates. D. Effective leaders generally work to increase their various power bases.

B. Leaders in well-functioning firms are rarely influenced by their subordinates.

Which of the following refers to one person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors? A. Power B. Influence C. Authority D. Influence tactics

D. Influence tactics

25. (p. 124) _____ power is a function of the amount of knowledge one possesses relative to the rest of the members of a group. A. Reward B. Referent C. Coercive D. Expert

Expert

Which of the following statements is most likely true of legitimate power? A. The head of an organization is always a true leader. B. Legitimate authority and leadership are similar. C. Holding a position and being a leader are synonymous. D. Legitimate power depends on a person's organizational role.

Legitimate power depends on a person's organizational role.

Which of the following is an intrinsic reward? A. Compensation B. Praise C. Personal growth D. Time off

Personal growth

A politician's advisor explains how demographic changes in the politician's district make it important for the politician to spend more time in the district seeing constituents than she has in the past. This is an example of: A. ingratiation. B. an inspirational appeal. C. a consultation. D. a rational persuasion.

a rational persuasion.

People typically use hard tactics when: People typically use hard tactics when: A. they are at a significant disadvantage. B. an influencer has the upper hand. C. they do not expect resistance. D. the parties share power.

an influencer has the upper hand.

Followers are more likely to use _____ power to change their leader's behavior if they have a relatively high amount of referent power with their fellow co-workers. A. reward B. coercive C. legitimate D. expert

coercive

29. (p. 128) The ability to control others through the fear of punishment or the loss of valued outcomes is known as: A. expert power. B. reward power. C. legitimate power. D. coercive power.

coercive power.

When students respond positively to requests from teachers who are well-liked and respected, it can be inferred that the teachers have: A. expert power. B. referent power. C. legitimate power. D. coercive power.

referent power.

Research findings by French and Raven indicate that leaders who rely primarily on _____ and _____ power have subordinates who are more motivated and satisfied, are absent less, and perform better. A. referent; expert B. coercive; referent C. expert; reward D. reward; legitimate

referent; expert

Coalition tactics are most likely exhibited when agents: A. seek the aid of others to influence the target. B. ask targets to participate in activity planning. C. arouse enthusiasm or emotions in targets. D. ask others to provide favors out of friendship.

seek the aid of others to influence the target.