Chapter 12 Questions

________ power tends to produce ________. A. Expert; commitment B. Legitimate negative; commitment C. Referent; compliance D. Reward; commitment E. Positive legitimate; resistance

A. Expert; commitment

George has persuaded most of his department to support a cancer run this spring. He really wants to get Nathan on board since Nathan frequently runs in marathons. George asks Terry, Sandy, and Marvin to "work on Nathan." This is using ________ to get others to support your efforts to persuade someone. A. coalition tactics B. exchange C. legitimating tactics D. ingratiation E. consultation

A. coalition tactics

Fiona used an influence tactic on Gerald and got him to enthusiastically agree to her proposal. Gerald demonstrated initiative and persistence while completing the assignment. This is an example of A. commitment. B. resistance. C. defiance. D. hindrance. E. compliance.

A. commitment.

It's Monday morning and you know by the end of the week that the performance reviews are going to be given out. You tell your manager that she looks really nice today and want to know where she got her shoes. You also offer to pick her up a cup of coffee during the next break. This is a soft influence tactic, known as A. ingratiation. B. pressure. C. legitimating tactics. D. coalition tactics. E. exchange.

A. ingratiation.

Of the following, the most frequently used influence tactic is A. rational persuasion. B. personal appeals. C. pressure. D. exchange. E. coalition tactics.

A. rational persuasion.

Hugh tries his best to convince Irene about a new business proposal, but Irene presents some good counterarguments and stalls the proposal. This is an example of A. resistance. B. allegiance. C. commitment. D. compliance. E. adherence.

A. resistance.

________ is(are) conscious efforts to affect and change a specific behavior in others. A. Influence sharing B. Influence tactics C. Impression management D. Power sharing E. Political tactics

B. Influence tactics

Which of the following is not a principle of persuasion? Multiple Choice A. People tend to do what they are personally committed to do. B. People tend to resent and disrespect credible experts. C. People tend to like those who like them. D. People tend to follow the lead of those most like themselves. E. The belief in reciprocity is almost universal.

B. People tend to resent and disrespect credible experts.

Alexis, a customer service supervisor at ABC Airlines, typically seeks the full participation of her team members when planning, making important decisions, and implementing changes. Which one of the nine generic influence tactics is she using? A. rational persuasion B. consultation C. coalition tactics D. personal appeals E. ingratiation

B. consultation

Jeff has been a project assistant for XYZ Corporation for five years. Recently he was asked to train Harriet, a new employee. He suggests that she use an Excel worksheet to lay out the projects she is currently working on, and she complies. He is using ________ power. A. legitimate B. expert C. coercion D. referent E. reward

B. expert

Which of the following is a "hard" influence tactic? A. ingratiation B. legitimating tactics C. personal appeals D. rational persuasion E. consultation

B. legitimating tactics

Therese is a charismatic person who is often able to get other employees to work late on special projects by being very friendly and fun to be around. She is exercising her ________ power. A. expert B. referent C. reward D. coercion E. legitimate

B. referent

________ is expressed by demanding compliance or using intimidation or threats. A. Consultation B. Ingratiation C. Pressure D. Legitimizing E. Coalition building

C. Pressure

Carl needs a day off from his work. But he is apprehensive that David, his manager, will not grant the leave. Carl knows that David wants to shed a few pounds and has been hitting the gym for the past month. Before asking for the leave, Carl compliments David on his build and physique. It comes as no surprise to Carl that David grants him the leave! What kind of an influence tactic did Carl use? A. rational persuasion B. coalition tactic C. ingratiation D. inspirational appeal E. consultation

C. ingratiation

Ethan tried to convince his subordinates to accept a new policy by showing them that the policy is consistent with the organizational rules and policies. He also showed them that the people above him had already supported and sanctioned the policy. What influence tactic was Ethan using? A. consultation B. personal appeal C. legitimating tactics D. ingratiation E. exchange

C. legitimating tactics

Using ________ basing a request on explicit or implied support from superiors. A. consultation B. ingratiation C. legitimating tactics D. exchange E. coalition tactics

C. legitimating tactics

What type of power tends to produce commitment? A. negative legitimate, expert, and referent B. positive legitimate, expert, and reward C. positive legitimate, expert, and referent D. negative legitimate, reward, and expert E. negative legitimate, coercive, and reward

C. positive legitimate, expert, and referent

Individuals or organizations have ________ power if they can obtain compliance by promising or delivering positive reinforcement. A. coercion B. referent C. reward D. expert E. legitimate

C. reward

Professor Smith promises Professor Davis that he will buy him dinner if Professor Davis covers class for him one day while Professor Smith is presenting a paper at a conference. Professor Davis agrees, although he is merely going to hand out an assignment to students and be available for questions if they have any. Professor Smith is using his ________ power and Professor Davis is ________. A. referent; committed B. referent; complying C. reward; complying D. expert; complying E. reward; committed

C. reward; complying

You are a management consultant. During a training session, a manager from XYZ Energy Corporation asks you to summarize the best research evidence on the impact of the five bases of power on job performance, job satisfaction, and turnover. Which of these would be a correct response? A. Coercive power has a positive impact on performance and a negative impact on satisfaction. B. Reward power has a stronger positive impact than referent power. C. Legitimate power has a stronger positive impact than expert power. D. Expert and referent powers have a generally positive impact. E. Referent power has a weaker positive impact than legitimate power.

D. Expert and referent powers have a generally positive impact.

________ power comes into play when one's personal characteristics and social relationships become the reason for compliance. A. Reward B. Expert C. Legitimate D. Referent E. Coercion

D. Referent

To have more effective meetings, managers should A. allow meetings to go longer than scheduled; schedules are only guidelines. B. create a general agenda showing just the time, date, and place of the meeting. C. set general goals for each meeting. D. experiment with the numbers and frequencies of meetings held. E. insist that only problems be fully discussed, and possible solutions aired at later meetings.

D. experiment with the numbers and frequencies of meetings held.

Dewey, a manager at the Busy Bee Restaurant, gives Alice her schedule for the next week. Alice knows she must follow that schedule. What kind of power is Dewey exercising? A. coercion B. referent C. reward D. legitimate E. expert

D. legitimate

Which of the following statements about the effect of power is true? A. Expert power has a generally negative effect. B. Referent power has a slightly positive effect. C. Reward power has a generally negative effect. D. Legitimate power has a slightly negative effect. E. Coercive power has a slightly negative effect.

E. Coercive power has a slightly negative effect.

________ people tend to be the most persuasive. A. Happy B. Demanding C. Patient D. Smart E. Credible

E. Credible

________ power tends to produce ________. A. Expert; compliance B. Positive legitimate; compliance C. Reward; commitment D. Negative legitimate; commitment E. Reward; compliance

E. Reward; compliance

Alexa, a manager, explains to Harvey that if he is late to work one more time in the next six weeks he will be suspended without pay for a day. Alexa is exercising ________ power. A. reward B. legitimate C. referent D. expert E. coercion

E. coercion

Marcy grudgingly agrees to Herb's proposal and needs a lot of prodding to satisfy the minimum requirements. Marcy is exhibiting A. defiance. B. hindrance. C. commitment. D. resistance. E. compliance.

E. compliance.

Using ________ is a way of getting others to participate in planning, making decisions, and changes. A. legitimating tactics B. coalition tactics C. exchange D. ingratiation E. consultation

E. consultation

You are late in the preparation of the computer graphics for your final report and presentation. You run into a friend who is great at computer graphics just as he is heading out of the office at the end of the day and say, "I need your help for my project. If you could come back for two or three hours tonight and help me with these graphics, I will complete those spreadsheets you have been complaining about." Which influence tactic are you using with your friend? A. personal appeal B. rational persuasion C. legitimating tactic D. consultation E. exchange

E. exchange

Compliance can be a result of ________ power. A. negative legitimate, reward, and expert B. negative legitimate, expert, and referent C. positive legitimate, expert, and referent D. positive legitimate, expert, and reward E. negative legitimate, coercive, and reward

E. negative legitimate, coercive, and reward

Meghan resents Tom's promotion to sale manager. She knows she has performed as well as Tom and feels that his promotion was not deserved. She doesn't verbally express this, but when Tom runs a meeting, she doesn't participate or contribute. Rather, she looks at her phone or out the window. This passive-aggressive reaction to Tom's influence attempt reflects Meghan's A. commitment. B. coercion. C. compliance. D. rebellion. E. resistance.

E. resistance.

In his annual performance review meeting with Eileen, who has been working at the company for two years, Ruben suggests that if she keeps up her good work she is likely to be offered a promotion within the next year. Ruben is exercising his ________ power. A. expert B. referent C. legitimate D. coercion E. reward

E. reward