Question 1

Giving compliments, doing unsolicited favors, acting deferential and respectful, and acting especially friendly and helpful before making a request are examples of ________.

Accepted Answer

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

Question 2

When an agent clearly has much more relevant expertise than target persons, ________.

Accepted Answer

A)   the effects of the expert power will be automatic
B)   explanations will be required to support a request
C)   the proposal's adoption relies on supporting evidence
D)   prior successes in dealing with such problems should be described

Question 3

Refusing to carry out a request and trying to persuade the agent to withdraw or change are associated with ________.

Accepted Answer

A)   commitment
B)   compliance
C)   resistance
D)   enthusiasm

Question 4

What is role modeling?

Accepted Answer

A)   A well-liked person sets an example of proper behavior.
B)   An agent clearly expresses how important a request is.
C)   A person provides evidence supporting a proposal.
D)   An agent makes an explicit threat for failing to do what the agent wants.

Question 5

Reward power depends ________.

Accepted Answer

A)   only on a manager's actual control over resources and rewards
B)   only on the target person's perception that the agent has the capacity and willingness to provide promised rewards
C)   on both a manager's actual control and the target's perception of that control, with the actual control being more important
D)   on both a manager's actual control and the target's perception of that control, with the target's perception being more important

Question 6

A(n)  ________ appeal is an attempt to develop enthusiasm and commitment by arousing strong emotions and linking a request or proposal to a person's needs, values, hopes, and ideals.

Accepted Answer

A)   inspirational
B)   apprising
C)   personal
D)   consultation

Question 7

Power is a dynamic variable that changes as conditions change.

Accepted Answer

A) True 
 B)False

Question 8

A polite request is less effective than an arrogant demand, because it does not emphasize a status gap or imply target dependence on the agent.

Accepted Answer

A) True 
 B)False

Question 9

Even when the conditions are favorable for using rewards, they seldom motivate someone to put forth extra effort beyond what is required to complete the task and get the reward.

Accepted Answer

A) True 
 B)False

Question 10

If two or more different tactics are combined, ________.

Accepted Answer

A)   an influence attempt will fail
B)   an influence attempt is less likely to be successful
C)   an influence attempt is more likely to succeed
D)   the results of an influence attempt are not affected by the compatibility of the chosen tactics

Question 11

Most of the tactics used for proactive influence attempts ________.

Accepted Answer

A)   cannot be used to resist a request made by a boss
B)   can be used to modify a request made by a subordinate
C)   should never be used with clients
D)   may be used to resist or modify a request, but only if the same form of the tactic is used

Question 12

When relying on referent power as a source of influence, it is important to ensure that the target person understands how important a request is for you.

Accepted Answer

A) True 
 B)False

Question 13

________ persuasion is more likely to be used when the agent has expert power that includes the knowledge to explain why a request is important and feasible.

Accepted Answer

A)   Rational
B)   Pressure
C)   Legitimating
D)   Exchange

Question 14

Exercising legitimate power by using a polite request ________.

Accepted Answer

A)   is especially important for people sensitive about status differentials
B)   implies that you should plead
C)   means appearing apologetic about the request
D)   is less effective than an arrogant demand

Question 15

It is not feasible for a manager to use more than one direct influence tactic at the same time or in a sequence.

Accepted Answer

A) True 
 B)False

Question 16

An agent with strong ________ power may be more successful in gaining compliance with a simple request, even though no pressure or exchange tactics are used.

Accepted Answer

A)   legitimate
B)   expert
C)   referent
D)   coercive

Question 17

In general, research findings indicate that effective leaders rely on their position power more than on their personal power.

Accepted Answer

A) True 
 B)False

Question 18

In order to foster a more satisfying relationship in terms of mutual loyalty and friendship, rewards should be ________.

Accepted Answer

A)   used as impersonal incentives
B)   be mechanically distributed
C)   purely economic transactions between leader and agent
D)   more symbolic and recognize accomplishments

Question 19

Why do you believe that the use of coercive power is declining?

Accepted Answer

Student answers may vary. A leader's coe...

Question 20

Explaining how a person's career may be helped by doing a task for you is called an exchange tactic.

Accepted Answer

A) True 
 B)False

Exam 6: Power and Influence Tactics

When relying on referent power as a source of influence, it is important to ensure that the target person understands how important a request is for you.

Correct AnswerverifiedShow Answer

A polite request is less effective than an arrogant demand, because it does not emphasize a status gap or imply target dependence on the agent.

Correct AnswerverifiedShow Answer

It is not feasible for a manager to use more than one direct influence tactic at the same time or in a sequence.

Correct AnswerverifiedShow Answer

Explaining how a person's career may be helped by doing a task for you is called an exchange tactic.

Correct AnswerverifiedShow Answer

Power is a dynamic variable that changes as conditions change.

Correct AnswerverifiedShow Answer

When an agent clearly has much more relevant expertise than target persons, ________.

Correct AnswerverifiedShow Answer

Refusing to carry out a request and trying to persuade the agent to withdraw or change are associated with ________.

Correct AnswerverifiedShow Answer

In order to foster a more satisfying relationship in terms of mutual loyalty and friendship, rewards should be ________.

Correct AnswerverifiedShow Answer

What is role modeling?

Correct AnswerverifiedShow Answer

________ persuasion is more likely to be used when the agent has expert power that includes the knowledge to explain why a request is important and feasible.

Correct AnswerverifiedShow Answer

Reward power depends ________.

Correct AnswerverifiedShow Answer

A(n) ________ appeal is an attempt to develop enthusiasm and commitment by arousing strong emotions and linking a request or proposal to a person's needs, values, hopes, and ideals.

Correct AnswerverifiedShow Answer

Most of the tactics used for proactive influence attempts ________.

Correct AnswerverifiedShow Answer

Why do you believe that the use of coercive power is declining?

Correct AnswerverifiedStudent answers may vary. A leader's coe...View AnswerShow Answer

Giving compliments, doing unsolicited favors, acting deferential and respectful, and acting especially friendly and helpful before making a request are examples of ________.

Correct AnswerverifiedShow Answer

An agent with strong ________ power may be more successful in gaining compliance with a simple request, even though no pressure or exchange tactics are used.

Correct AnswerverifiedShow Answer

In general, research findings indicate that effective leaders rely on their position power more than on their personal power.

Correct AnswerverifiedShow Answer

If two or more different tactics are combined, ________.

Correct AnswerverifiedShow Answer

Even when the conditions are favorable for using rewards, they seldom motivate someone to put forth extra effort beyond what is required to complete the task and get the reward.

Correct AnswerverifiedShow Answer

Exercising legitimate power by using a polite request ________.

Correct AnswerverifiedShow Answer

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Student answers may vary. A leader's coe...
View Answer

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