Chapter 4: Power and Influence

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

Who has the greater capacity to influence followers?

Leaders who have the ability to use rewards and punishments.

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

expert

___ power is a function of the amount of knowledge one possesses relative to the rest of the members of a group.

expert

___ power is the power of knowledge

expert

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

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

Which of the following is an intrinsic reward?

personal growth

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

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

rational persuasion

A leader who has developed close interpersonal relationships with followers generally uses his or her ___ power to influence them.

referent

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

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

referent

When students respond positively to requests from teachers who are well-liked and respected, it most likely illustrates that the teachers have

referent power

___ is most likely to be associated with the role friendships play in making things happen.

referent power

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

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

to exchange

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

to influence

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

coercive

A police officer giving a speeding ticket to a driver is most likely using his or her

coercive power

Which of the following is not true?

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

Which of the following statements regarding referent power is not true?

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

Match the categories of influence tactics used by agents with the tactics included in them.

Hard tactics: legitimizing or pressure tactic Soft tactics: ingratiation Rational tactics: Exchange

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

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%

Long-term success as a leader requires

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

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

A policeman dressed in regular clothes

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

One person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors refers to ___ tactics.

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

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

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

Which of the following statements is true of coercive power?

It has the possibility to be used by followers to influence their leader's behavior.

Identify a true statement about socialized power.

It often involves an empowering, rather than an autocratic, style of management and leadership.

An individual's formal or official authority is called ___ power

Legitimate

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

Legitimate

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

Maintaining good relationships with subordinates

An individual trying to assert power might

Point his finger to reinforce a statement

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

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 he or she has in the recent past. In the context of influence tactics, this scenario is most likely an example of ___.

Rational persuasion

The potential to influence others due to one's control over desired sources is ___ power.

Reward

Which of the following are nonverbal gestures of power?

Staring, pointing and touching

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

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.

People in societies exhibiting a large degree of power distance

accept a hierarchical order in which everybody has a place and that needs no further justification.

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

coercive

Cult leader Jim Jones is an example of a leader using which type of power?

coercive

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

increase their power

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

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

it depends on the situation

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

legitimate

___ power is primarily a function of the situation

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

Legitimizing tactics most likely occur when agents

make requests based on their position or authority.