Exam 8: Using Power and Influence

What is the key principle behind the social influence weapon of commitment and consistency? Explain with one example how this weapon can be used in an unethical way.

Describe any four of the nine most common influence tactics.

Discuss how people are able to influence without any real legitimate or formal authority.

Julie is very active on Facebook and has many "Facebook friends." She is a recent college grad and is about to actively start job hunting.Of late,she has become alarmed with the rising number of candidates not being hired because of their Facebook profiles.Julie fears she might have to quit Facebook altogether.Advise her.

When introducing others,try to state each name several times to give each person the best chance of picking up on the name.

Sandra trains consumers at a consumer awareness workshop titled,"Door-in-the-face." She prepares her students to guard against the social influence weapon of:

Which of the following theories proposes that whenever free choice is limited,the need to retain our freedom makes us want it more than before?

Just out of college,Jack has already landed his dream job at a mobile app development company.Before joining,the HR manager briefed him that no written or official dress code exists in that company and he could wear what he likes.His hiring interviews did not take place in the company location and he has never been inside the workplace.Eager to make a good impression,Jack turns up in strict formal attire on his first day at work.He is met with "stares" and "sneers" from his new co-workers,who are all dressed in T-shirts and jeans.Which form of influence does this scenario illustrate? Why is it important to learn about this form of influence?

Being threatened with firing is considered the most extreme form of referent power.

What is the best way to build reward power?

Which of the following statements is true of building a good social network?

Michael,a college registrar,has scheduled a meeting with Patricia,his supervisor,to talk about low-course enrollments for the next semester.Which of the following is the best opener for that meeting?

Great managers know that respect comes from idealistic and noble intentions regardless of whether they were able to deliver on those or not.

Social networks are built through involvement in clubs and professional organizations.

Which of the following statements is a myth of power and influence?

Solomon Asch's work demonstrates the important role of _____ as a powerful source of influence.

You are a systems administrator responsible for maintaining the computer systems at your company.You suddenly realize there is a glitch in the system.If this problem is not rectified soon,it might lead to a disastrous computer system crash.You have a slightly "out-of-the-box" solution in mind.Since your boss is not as tech savvy as you are,you might have a hard time convincing him.Outline how you will communicate this issue to your boss.

Don owns and operates Don's House,a suburban restaurant in a large metropolitan area.He took Coogie,his assistant manager,to the monthly dinner meeting of the local restaurant owner's association.The restaurant owners take turns hosting the event,providing dinner for each other.Each restaurant shares a taste of some agreed upon menu item.Last month,Don's chicken salad was voted "the best chicken salad in town." So,tonight Don is supposed to share the recipe with the group at Harry's Harmony Palace.Next week,all member restaurants will feature "Don's chicken salad" as a menu special,with a footnote about Don's House.The free publicity practically guaranteed Don new visitors from all over town.Don and Coogie arrived early,going around the room.Other owners greeted Don warmly and congratulated him for the chicken salad and admired the picture of his new grandson,Don Jr.Don introduced Coogie to each one in turn,saying,"Coogie,this is [owner's name] from [owner's restaurant].They have the best [something] in town.Coogie here perfected my chicken salad recipe!" Coogie did not remember any of the names,and had forgotten all his chicken salad stories by the time they finally sat down.Ray from "The Place in the Shade" won the onion soup competition.On the way home,Coogie commented,"That was terrific! You know everyone in town! How did this start? Whoever heard of sharing favorite recipes? They really liked my chicken salad,didn't they? Thanks,Don.I feel like I made some new friends tonight." Don commented,"Thank yourself,kid.It was your recipe.It was my pleasure to help you show it off.They are a great bunch of guys.Me and Ray started this,I guess,about 15 years ago,him on the east side and me out on the west.We'd run into each other at that little market downtown on Thursday mornings.Pedro,the market owner,introduced us one day.We started talking about business and stuff.Our kids were the same age,liked the same sports,that kind of stuff.People here don't try new places on their own.So,we hit on the idea of mentioning each other's restaurant to our steady customers,telling them to try something different once in a while.Pretty soon,the other guys started hanging out with us and we decided to do the dinner routine.We formed the association to put that little decal doodad in our front windows.Customers like that kind of stuff,you know.Want to come again next month? Maybe we can work on the names a little bit beforehand.I almost died laughing when you called Tubby Jones 'Sir.' That was terrific." Please refer to this scenario for the following question. Assume you have the requisite culinary skills.Would you work for Don? Talk about the influence tactics he uses and his professionalism.

Strong ties grow exponentially when your immediate network grows.

Commitment is the most likely consequence of the use of an inspirational appeal.