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WorksheetsPower and Influence Tactics Quiz
Total questions: 90
Worksheet time: 45mins
What kind of power is dependent upon friendship and trust?
affiliation power
dyadic power
expert power
referent power
Which two kinds of power have been found to be related most strongly to leader effectiveness in motivating subordinates?
expert and legitimate power
reward and referent power
expert and referent power
reward and expert power
Control over access to information is a source of power over ________.
subordinates
subordinates and peers
peers and superiors
peers, superiors, and subordinates
Referent power is MOST likely to result in which type of influence process?
internalization
personal identification
instrumental compliance
collective identification
Which of the following is NOT an example of resistance to an influence attempt?
Carry out the request with only the minimum necessary effort.
Delay taking action to see if the agent is serious about the request.
Tell the agent why you are too busy now to carry out the request.
Appeal to a higher authority to rescind or change the request.
Use of legitimate power by leaders is MOST likely to result in which outcome?
resistance
compliance
commitment
confusion
The status and influence accorded an emergent leader depends primarily on the leader's ________.
social popularity among the members
control over rewards desired by group members
seniority among group members
demonstrated competence and loyalty
Which statement about institutionalization in organizations is MOST accurate?
It describes how subunits with unique expertise gain power in organizations.
It facilitates an organization's adaptation to a changing environment.
It describes how power is used to enhance or protect that power.
It demonstrates why political tactics are unnecessary to maintain power.
Explaining why a proposed activity would be good for the target person is an example of which tactic?
rational persuasion
apprising
exchange
collaboration
Which influence tactic is used MOST frequently in organizations?
consultation
rational persuasion
exchange
pressure
Which tactic is more likely to be used in a follow-up influence attempt than in an initial influence attempt?
ingratiation
consultation
personal appeal
pressure
Which influence tactic is used more often in attempts to influence superiors than in attempts to influence subordinates?
pressure
coalition
exchange
legitimating
Which influence tactic is MOST likely to result in target commitment?
consultation
exchange
personal appeal
ingratiation
Which influence tactic is LEAST likely to result in target commitment?
exchange
rational persuasion
collaboration
inspirational appeals
Which influence tactic is MOST dependent on the agent's reward power?
rational persuasion
legitimating
exchange
apprising
Strong expert power is MOST likely to enhance the effectiveness of which tactic?
inspirational appeals
consultation
rational persuasion
legitimating
Personal power includes ________.
potential influence derived from legitimate authority to make important decisions
potential influence derived from agent expertise and friendship with the target person
control over the use of resources and access to information
control over the use of rewards and punishments
The most general way to classify power sources is the distinction between ________.
position power and personal power
legitimate power and illegitimate power
reward power and coercive power
referent power and expert power
________ power is based on formal authority, and it involves the rights, prerogatives, obligations, and duties associated with a particular position in an organization.
Reward
Referent
Expert
Legitimate
________ power is the perception by the target person that an agent can provide important resources and remunerations desired by the target person.
Reward
Referent
Expert
Legitimate
Reward power depends ________.
only on a manager's actual control over resources and rewards
only on the target person's perception that the agent has the capacity and willingness to provide promised rewards
on both a manager's actual control and the target's perception of that control, with the actual control being more important
on both a manager's actual control and the target's perception of that control, with the target's perception being more important
Managers usually have much more reward power over ________.
subordinates than over peers
peers than over subordinates
superiors than over subordinates
superiors than over peers
Subordinates usually have ________ their leader's reputation and prospects for a pay increase.
some indirect influence over
some formal mechanism to affect
unlimited reward power for
no ability to impact
A leader's ________ power over subordinates is based on authority over punishments, which varies greatly across different types of organizations.
reward
coercive
referent
expert
Over the last two centuries, there has been a general decline in use of ________ power by most types of leaders.
reward
coercive
referent
expert
________ power is derived from a target person's strong feelings of affection, admiration, and loyalty toward the agent.
Reward
Coercive
Referent
Expert
Referent power ________.
is an important source of influence over subordinates, but not peers or superiors
has no limitations
may lead to a target feeling exploited, if requests are extreme
can cause a target to do things the agent is perceived to want, even without being asked
Task-relevant knowledge and skill ________.
are not major sources of personal power in organizations
provide a potential influence over subordinates and peers, but not superiors
grant the same power to the agent regardless of how important a problem is to the target
must be recognized as expertise by the target in order to endow power to the agent
Which is the MOST important evidence of expertise?
displaying diplomas
attending workshops
winning awards
making good decisions
All of the following are ways that an agent tries to protect expert power EXCEPT ________.
permanently solving a problem
keeping procedures shrouded in mystery
using technical jargon to make a task seem more complex
destroying alternate sources of information about task procedures
All of the following are negative consequences of a subordinate having control over operating information EXCEPT ________.
magnifying one's accomplishments
covering up mistakes
interpreting complex analyses of operating information
exaggerating the amount of expertise and resources needed to do one's work
Power ________.
is a static condition
changes over time
does not vary with conditions
cannot be altered by the actions of individuals
33) Innovation ________.
A) by a leader is a win-win situation
B) that is successful will lead to credit for subordinates, not the leader
C) that fails will result in loss of status for a leader
D) is accepted but not expected of leaders
34) ________ 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.
A) Social exchange
B) Strategic contingencies
C) Institutionalization of power
D) Information power
Which of the following is NOT one of the three factors upon which the power of a subunit depends, according to strategic contingencies theory?
the extent to which the subunit's expertise is unique rather than substitutable
expertise in coping with important problems
demonstrated competency and contribution to the attainment of shared objectives
centrality of the subunit within the workflow
Success in solving important problems is a source of ________ power for subunits, just as it is for individuals.
referent
information
reward
expert
Which statement about a powerful subunit is NOT true?
It can get its members appointed to key leadership positions.
It cannot influence key decisions indirectly.
It is often able to use its power to maintain a dominant position even after its expertise is no longer critical to the organization.
It can promote its objectives directly.
Studies on the consequences of leader power ________.
are conclusive
indicate that effective leaders have more expert and referent power than less effective leaders
suggest that effective leaders rely on their position power more than their personal power
reveal that possessing position power yields no benefits for a leader
Which statement is NOT true?
Too much position power may be as detrimental as too little.
Personal power is immune to misuse.
In general, a leader should have a significant amount of position power.
Personal power resists erosion, even when a leader acts contrary to the interests of followers.
Which of the following is NOT a way that leaders can facilitate reciprocal influence?
encouraging subordinates to participate in making important decisions
fostering and rewarding innovation
dictating how things will be done
empowering subordinates to discover better ways of doing things
With ________ power, authority is usually exercised with a request, order, or instruction that is communicated orally or in writing.
reward
coercive
legitimate
referent
Exercising legitimate power by using a polite request ________.
is especially important for people sensitive about status differentials
implies that you should plead
means appearing apologetic about the request
is less effective than an arrogant demand
When the agent offers to give the target person a reward for carrying out a request or performing a task, it is called a(n) ________ tactic.
personal appeal
pressure
exchange
ingratiation
In order to foster a more satisfying relationship in terms of mutual loyalty and friendship, rewards should be ________.
used as impersonal incentives
be mechanically distributed
purely economic transactions between leader and agent
more symbolic and recognize accomplishments
________ power is invoked by a threat or warning that the target person will suffer undesirable consequences for noncompliance with a request, rule, or policy.
Legitimate
Coercive
Expert
Referent
In work organizations, which of the following would be the LEAST appropriate use of coercion?
deterring subordinates from engaging in illegal activities
keeping subordinates from violating safety rules
urging subordinates to find new and innovative ways of getting things done
preventing subordinates from co
47) When an agent clearly has much more relevant expertise than target persons, ________.
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
48) Referent power ultimately depends on the agent's ________.
A) seniority within the organization
B) expertise and skills
C) past accomplishments
D) character and integrity
What is role modeling?
A well-liked person sets an example of proper behavior.
An agent clearly expresses how important a request is.
A person provides evidence supporting a proposal.
An agent makes an explicit threat for failing to do what the agent wants.
The type of behavior used intentionally to influence the attitudes and behavior of another person is usually called ________.
role modeling
compliance
an influence tactic
scope of authority
________ tactics are intended to influence people to like the agent or to have a favorable evaluation of the agent.
Impression management
Political
Proactive
Rational persuasion
Which of the following is NOT an example of a political tactic?
influencing the agenda for meetings to include your issues
influencing decision makers to use criteria that will bias decisions in your favor
changing the procedures used for a current task
selecting decision makers who will promote and defend your interests
With ________, the target person is not convinced that the decision or action is the best thing to do or even that it will be effective for accomplishing its purpose.
commitment
compliance
resistance
defiance
Refusing to carry out a request and trying to persuade the agent to withdraw or change are associated with ________.
commitment
compliance
resistance
enthusiasm
Which of the following proactive tactics is LEAST likely to improve the agent-target relationship?
ingratiation
collaboration
apprising
exchange
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.
inspirational
apprising
personal
consultation
Rational persuasion is ________.
an inflexible tactic
unlikely to be effective if the agent and target have incompatible objectives
effective even when the agent lacks expertise and credibility
not very useful when the target person share's the agent's objective
The exchange tactic ________.
involves explicit but not implicit offers to reward a person for doing what is requested
is likely to be effective even if the target person doesn't think the agent is able to provide the promised benefit and can be trusted to actually deliver it
is more likely to be used in influence attempts with bosses than subordinates and peers
is especially appropriate for a request that offers no important benefits for the target person and would involve considerable effort and inconvenience
________ usually involves an impersonal trade of unrelated benefits, whereas ________ usually involves a joint effort to accomplish the same task.
Collaboration; exchange
Exchange; collaboration
Ingratiation; exchange
Exchange; ingratiation
Giving compliments, doing unsolicited favors, acting deferential and respectful, and acting especially friendly and helpful before making a request are examples of ________.
pressure
collaboration
apprising
ingratiation
________ 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.
Rational
Pressure
Legitimating
Exchange
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.
legitimate
expert
referent
coercive
Which of the following is NOT one of the core tactics?
rational persuasion
consultation
pressure
apprising
If two or more different tactics are combined, ________.
an influence attempt will fail
an influence attempt is less likely to be successful
an influence attempt is more likely to succeed
the results of an influence attempt are not affected by the compatibility of the chosen tactics
Which type of influence attempt is LEAST likely to be effective?
rational persuasion
inspirational appeal
apprising
legitimating tactic
Most of the tactics used for proactive influence attempts ________.
cannot be used to resist a request made by a boss
can be used to modify a request made by a subordinate
should never be used with clients
may be used to resist or modify a request, but only if the same form of the tactic is used
Saying that you are in a difficult situation and would really appreciate the person's help is an example of which tactic?
ingratiation
personal appeal
pressure
exchange
Explaining that your request is consistent with office rules and policies is an example of the ________ tactic.
apprising
pressure
coalition
legitimating
Which of the following is an example of the coalition tactic?
mentioning the names of others who endorse a proposal when asking the person to support it
pointing out that your request is consistent with a prior agreement
keep asking the person in a persistent way to say yes to a request
saying that there is nobody more qualified to do a task
Asking for suggestions on how to improve a tentative proposal is an example of which core tactic?
consultation
inspirational appeal
rational persuasion
apprising
Instrumental compliance is a type of influence process where the target person imitates the agent's behavior or adopts the same attitudes to please the agent and to be like the agent.
TRUE
FALSE
Using political tactics to increase power or protect existing power sources is called institutionalization of power.
TRUE
FALSE
In general, research findings indicate that effective leaders rely on their position power more than on their personal power.
TRUE
FALSE
When using coercive power it is sometimes important to establish credibility by demonstrating the will and ability to cause unpleasant consequences for the target person.
TRUE
FALSE
The outcome is called resistance when the target person is willing to carry out a request but is apathetic rather than enthusiastic about it and will make only a minimal effort.
TRUE
FALSE
For influence attempts that address simple, routine requests, compliance may be all that is necessary to accomplish the agent's task objectives.
TRUE
FALSE
Political tactics are used to influence how important decisions are made in an organization.
TRUE
FALSE
78) Ingratiation is used more for initial requests than for follow-up attempts.
TRUE
FALSE
79) The type of power MOST likely to enhance the effectiveness of exchange is referent power.
TRUE
FALSE
80) Explaining how a person's career may be helped by doing a task for you is called an exchange tactic.
TRUE
FALSE
81) In large organizations, the effectiveness of managers depends on influence over superiors and peers, but not influence over subordinates.
TRUE
FALSE
82) Power is a dynamic variable that changes as conditions change.
TRUE
FALSE
83) The most general way to classify power sources is the distinction between position power and personal power.
TRUE
FALSE
84) 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.
TRUE
FALSE
85) 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.
TRUE
FALSE
86) Using coercion is more likely to result in commitment than compliance.
TRUE
FALSE
87) 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.
TRUE
FALSE
88) Rational persuasion is a flexible tactic that can be used for most influence attempts and target persons.
TRUE
FALSE
89) Proactive influence tactics are always needed in an influence attempt.
TRUE
FALSE
90) It is not feasible for a manager to use more than one direct influence tactic at the same time or in a sequence.
TRUE
FALSE
