Exam 10: Using Interpersonal Influence

When your good friend asks you to buy cookies from his daughter, you are likely to comply based on the

From culture to culture, passive behavior is perceived as weak and can create resentment.

Professor Martin walks into the classroom and says, "You will turn in your term papers now or you will receive a zero grade." What kind of power is Professor Martin exhibiting?

Larry knows that Margaret is very well informed on national political candidates. Which factor influences Larry's perception of Margaret?

Even though she didn't particularly like the style, Rebekah bought a trendy jacket based on the

"I'm having trouble with this algebra problem-I think I'll ask my friend Jada who is good at math and even works as a math tutor." This is an example of what type of power?

When you give a gift to someone, you may have the power to influence them in the future if you trigger the

If a friend states, "If you don't do what I say, I am out the door," his or her behavior would be

The perception that one is dependable, honest, and acting for the good of others is

Assertive behavior is characterized by

Paul works hard for Ken in hopes that Ken will recommend him for a promotion. Ken's power over Paul is

The person with more power in a relationship makes and breaks the rules for that relationship.

Which kind of power is based on the person having the respect and admiration of others?

The "liking heuristic" is based on the premise that you will likely repay a kindness to a friend.

Perception of legitimate power occurs when we believe a person can harm us physically, psychologically, or both if we try to assert ourselves.

What are some reasons we comply with requests even though we don't want to? What are the guidelines for effectively refusing requests?

In _____ cultures, it is more important to be polite than to achieve personal satisfaction.

Politely calling attention to the fact that a waitress made a mistake on the bill without creating a scene is an example of

Defending our own ideas or questioning the reasoning of others while still according them respect is known as ________.

_____ means defending our personal rights while still respecting the rights of others.