L & C CH4

Coalition tactics A. are used when agents seek the aid of others to influence the target. B. occur when agents ask targets to participate in planning an activity. C. occur when the agent attempts to get you in a good mood before making a request. D. are used when agents ask another to do a favor out of friendship.

A. are used when agents seek the aid of others to influence the target.

Leaders who have only coercive or legitimate power may be able to use only _____ to influence followers. A. coalition tactics B. inspirational appeals C. consultations D. ingratiation

A. coalition tactics

Often leaders will need to find ways to resolve a problem if bureaucratic rules are invoked by followers. If this is the case, then the followers will have successfully used _____ power to influence their leader. A. legitimate B. coercive C. referent D. reward

A. legitimate

Research findings by French and Raven generally indicates that leaders who relied primarily on _____ and _____ power had subordinates who were more motivated and satisfied, were absent less and performed better. A. referent; expert B. coercive; referent C. expert; reward D. reward; legitimate

A. referent; expert

Which of the following statements concerning power and influence is incorrect? A. Effective leaders typically take advantage of all their sources of power. B. Leaders in well-functioning firms are not 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 not influenced by their subordinates

_____ occur when agents make requests based on their position or authority. A. Pressure tactics B. Legitimizing tactics C. Exchanges D. Coalition tactics

B. Legitimizing tactics

People typically use legitimizing or pressure tactics when A. they are at a disadvantage. B. an influencer has the upper hand. C. they expect resistance. D. parties are relatively equal in power.

B. 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

B. coercive

When a minister makes an impassioned plea to members of his congregation about the good works which could be accomplished if a proposed addition to the church were built, he is A. making a personal appeal. B. making an inspirational appeal. C. making a rational persuasion. D. using ingratiation.

B. making an inspirational appeal.

A leader who has developed close interpersonal relationships with followers generally uses his or her _____ power to influence them. A. legitimate B. referent C. coercive D. reward

B. referent

When students respond positively to advice or 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.

B. referent power.

The need for power has been found to be positively related to all the following leadership effectiveness criteria, except A. success of nontechnical managers. B. success of technical managers. C. managers' performance ratings. D. managers' promotion rates.

B. success of technical managers.

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

C. Consultation

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? 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.

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

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

C. Personal growth

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

C. Socialized power

Policemen giving tickets for speeding is an example of A. legitimate power. B. reward power. C. coercive power. D. expert power.

C. coercive power.

Power A. is the capacity to cause change. B. always needs to be exercised to have its effect. C. is the degree of actual change. D. is always directly observed.

C. is the degree of actual change.

There is a strong tendency for people to resort to _____ whenever they have an advantage in clout if other tactics fail to get results. A. exchanges B. ingratiation C. legitimizing tactics D. rational appeals

C. legitimizing tactics

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.

C. pressure tactics.

Influence is A. the potential to influence others. B. the capacity to produce effects on others. C. the degree of actual change in a target person's values. D. attributed to others on the basis of influence tactics they use.

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

People typically use ingratiation when A. the other person's behavior violates important norms. B. when an influencer anticipates resistance. C. they will personally benefit if the attempt is successful. D. when resistance is not anticipated.

C. they will personally benefit if the attempt is successful.

Which of the following statements is true? 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. Effective leaders intuitively realize they need more than legitimate power to be successful.

D. Effective leaders intuitively realize they need more than legitimate power to be successful.

_____ 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

D. Expert

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

A politician's advisor 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 she has needed to in the recent past. This is an example of A. ingratiation. B. an inspirational appeal. C. a consultation. D. a rational persuasion.

D. a rational persuasion.

The ability to control others through the fear of punishment or the loss of valued outcomes is A. expert power. B. reward power. C. legitimate power. D. coercive power.

D. coercive power.

A salesperson's good-natured or flattering banter with you before you make a decision about purchasing a product exemplifies A. rational persuasion. B. consultation. C. personal appeal. D. ingratiation.

D. ingratiation.

The Thematic Apperception Test is a(n) A. neuropsychological test. B. personality inventory. C. intelligence test. D. projective personality test.

D. projective personality test.

Rational tactics are used by people typically when A. they are at a disadvantage. B. an influencer has the upper hand. C. when the other person's behavior violates important norms. D. the benefits are organizational as well as personal.

D. the benefits are organizational as well as personal.