MGT 475 - CHAPTER 4
_____ power refers to the ability to control others through the loss of valued outcomes.
Coercive Coercive power, the opposite of reward power, is the potential to influence others through the administration of negative sanctions or the removal of positive events. Referent power refers to the potential influence one has due to the strength of the relationship between the leader and the followers. p. 124
Which of the following is an extrinsic reward?
Compensation Extrinsic rewards like praise, compensation, promotion, privileges, and time off may not have the same effects on behavior as intrinsic rewards such as feelings of accomplishment, personal growth, and development. p. 128
T / F Leadership and legitimate authority are synonymous.
FALSE Legitimate authority and leadership are not the same thing. Holding a position and being a leader are not synonymous, despite the relatively common practice of calling position holders in bureaucracies the leaders. P. 126
T / F Reward power is the potential influence one has due to the strength of the relationship between the leader and the followers.
FALSE Reward power involves the potential to influence others due to one's control over desired resources. Referent power refers to the potential influence one has due to the strength of the relationship between the leader and the followers. P. 124
T / F Power is the degree of change in a target person's attitudes, values, beliefs, or behaviors.
FALSE Power has been defined as the capacity to produce effects on others or the potential to influence others. Influence can be defined as the change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics. P. 117
Which term refers to one person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors?
Influence tactics Influence tactics refer to one person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors. Influence can be defined as the change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics. p. 117
_____ occurs when an agent tries to get you in a good mood before making a request.
Ingratiation Ingratiation occurs when an agent attempts to get you in a good mood before making a request. Agents use personal appeals when they ask another to do a favor out of friendship. p. 135
Which term refers to the status differential between members of a group?
Pecking order The phrase pecking order refers to the status differential between members of a group. It reminds us that many aspects of human social organization have parallels in the behavior of other species. p. 119
T / F People most likely use soft tactics when they are at a disadvantage and expect resistance.
TRUE People typically use soft tactics (such as ingratiation) when they are at a disadvantage, when they expect resistance, or when they will personally benefit if the attempt is successful. p. 136
T / F Uniforms and other specialized clothing have been associated with status.
TRUE Choice of clothing can affect one's power and influence. Uniforms and other specialized clothing have long been associated with authority and status, including their use by the military, police, hospital staffs, clergy, and so on. p. 121
