Question 1

Saying that you are in a difficult situation and would really appreciate the person's help is an example of which tactic?

Accepted Answer

A)   ingratiation
B)   personal appeal
C)   pressure
D)   exchange

Question 2

Which of the following is NOT one of the core tactics?

Accepted Answer

A)   rational persuasion
B)   consultation
C)   pressure
D)   apprising

Question 3

Which influence tactic is MOST dependent on the agent's reward power?

Accepted Answer

A)   rational persuasion
B)   legitimating
C)   exchange
D)   apprising

Question 4

________ theory explains how some organizational subunits gain or lose power to influence important decisions such as determination of the organization's competitive strategy and the allocation of resources to subunits and activities.

Accepted Answer

A)   Social exchange
B)   Strategic contingencies
C)   Institutionalization of power
D)   Information power

Question 5

Political tactics are used to influence how important decisions are made in an organization.

Accepted Answer

A) True 
 B)False

Question 6

Studies on the consequences of leader power ________.

Accepted Answer

A)   are conclusive
B)   indicate that effective leaders have more expert and referent power than less effective leaders
C)   suggest that effective leaders rely on their position power more than their personal power
D)   reveal that possessing position power yields no benefits for a leader

Question 7

Which of the following proactive tactics is LEAST likely to improve the agent-target relationship?

Accepted Answer

A)   ingratiation
B)   collaboration
C)   apprising
D)   exchange

Question 8

Which statement about institutionalization in organizations is MOST accurate?

Accepted Answer

A)   It describes how subunits with unique expertise gain power in organizations.
B)   It facilitates an organization's adaptation to a changing environment.
C)   It describes how power is used to enhance or protect that power.
D)   It demonstrates why political tactics are unnecessary to maintain power.

Question 9

What kind of power is dependent upon friendship and trust?

Accepted Answer

A)   affiliation power
B)   dyadic power
C)   expert power
D)   referent power

Question 10

________ power is invoked by a threat or warning that the target person will suffer undesirable consequences for noncompliance with a request, rule, or policy.

Accepted Answer

A)   Legitimate
B)   Coercive
C)   Expert
D)   Referent

Question 11

What is the distinction between personal power and position power?

Accepted Answer

Student answers may vary. Efforts to cla...

Question 12

________ power is based on formal authority, and it involves the rights, prerogatives, obligations, and duties associated with a particular position in an organization.

Accepted Answer

A)   Reward
B)   Referent
C)   Expert
D)   Legitimate

Question 13

Which statement is NOT true?

Accepted Answer

A)   Too much position power may be as detrimental as too little.
B)   Personal power is immune to misuse.
C)   In general, a leader should have a significant amount of position power.
D)   Personal power resists erosion, even when a leader acts contrary to the interests of followers.

Question 14

Using coercion is more likely to result in commitment than compliance.

Accepted Answer

A) True 
 B)False

Question 15

Task-relevant knowledge and skill ________.

Accepted Answer

A)   are not major sources of personal power in organizations
B)   provide a potential influence over subordinates and peers, but not superiors
C)   grant the same power to the agent regardless of how important a problem is to the target
D)   must be recognized as expertise by the target in order to endow power to the agent

Question 16

Which of the following is NOT an example of resistance to an influence attempt?

Accepted Answer

A)   Carry out the request with only the minimum necessary effort.
B)   Delay taking action to see if the agent is serious about the request.
C)   Tell the agent why you are too busy now to carry out the request.
D)   Appeal to a higher authority to rescind or change the request.

Question 17

Rational persuasion is ________.

Accepted Answer

A)   an inflexible tactic
B)   unlikely to be effective if the agent and target have incompatible objectives
C)   effective even when the agent lacks expertise and credibility
D)   not very useful when the target person share's the agent's objective

Question 18

Referent power ultimately depends on the agent's ________.

Accepted Answer

A)   seniority within the organization
B)   expertise and skills
C)   past accomplishments
D)   character and integrity

Question 19

How much power is necessary for a leader?

Accepted Answer

Student answers may vary. The amount of ...

Question 20

Control over access to information is a source of power over ________.

Accepted Answer

A)   subordinates
B)   subordinates and peers
C)   peers and superiors
D)   peers, superiors, and subordinates

Exam 6: Power and Influence Tactics

Saying that you are in a difficult situation and would really appreciate the person's help is an example of which tactic?

Correct AnswerverifiedShow Answer

Which of the following is NOT an example of resistance to an influence attempt?

Correct AnswerverifiedShow Answer

________ theory explains how some organizational subunits gain or lose power to influence important decisions such as determination of the organization's competitive strategy and the allocation of resources to subunits and activities.

Correct AnswerverifiedShow Answer

Which of the following is NOT one of the core tactics?

Correct AnswerverifiedShow Answer

Which influence tactic is MOST dependent on the agent's reward power?

Correct AnswerverifiedShow Answer

How much power is necessary for a leader?

Correct AnswerverifiedStudent answers may vary. The amount of ...View AnswerShow Answer

Studies on the consequences of leader power ________.

Correct AnswerverifiedShow Answer

Rational persuasion is ________.

Correct AnswerverifiedShow Answer

Which statement is NOT true?

Correct AnswerverifiedShow Answer

Which statement about institutionalization in organizations is MOST accurate?

Correct AnswerverifiedShow Answer

What kind of power is dependent upon friendship and trust?

Correct AnswerverifiedShow Answer

Which of the following proactive tactics is LEAST likely to improve the agent-target relationship?

Correct AnswerverifiedShow Answer

________ power is based on formal authority, and it involves the rights, prerogatives, obligations, and duties associated with a particular position in an organization.

Correct AnswerverifiedShow Answer

Political tactics are used to influence how important decisions are made in an organization.

Correct AnswerverifiedShow Answer

Referent power ultimately depends on the agent's ________.

Correct AnswerverifiedShow Answer

Task-relevant knowledge and skill ________.

Correct AnswerverifiedShow Answer

Using coercion is more likely to result in commitment than compliance.

Correct AnswerverifiedShow Answer

What is the distinction between personal power and position power?

Correct AnswerverifiedStudent answers may vary. Efforts to cla...View AnswerShow Answer

Control over access to information is a source of power over ________.

Correct AnswerverifiedShow Answer

________ power is invoked by a threat or warning that the target person will suffer undesirable consequences for noncompliance with a request, rule, or policy.

Correct AnswerverifiedShow Answer

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Student answers may vary. The amount of ...
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Student answers may vary. Efforts to cla...
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