Exam 8: Using Power and Influence

Building good relationships at work includes regularly talking a little about your personal life.

Conformity is an important influence on the actions of people,especially in the presence of formal authority or power.

The most common ways for people to build their expert power is through disciplinary actions.

To more effectively manage your boss,come prepared with a recommendation whenever you present a problem.

Research findings show that _____ are the most common target of influence attempts.

Much of your first business impression will be based on:

One of the most common complaints of frontline workers is that their managers do not fully understand what they (the workers)really do.

The influence tactic of legitimizing is most likely to produce commitment.

Lucy receives a call from a cell phone marketer.The marketer starts with,"Don't you want to switch to Smart Networks? Your friends Tracy and Cindy did.They both said you would be interested in our options." Which social influence weapon was the marketer attempting to use on Lucy?

Personal appeal and exchange are the most frequently used influence tactics.

Compliance is the most common outcome of this influence tactic.

Describe French and Raven's model of power bases.Which power base is often thought of as the most difficult to increase and why?

Jessica trains people in a consumer awareness workshop titled,"Lowballing,foot-in-the-door,and bait-and-switch." She prepares her students to guard against the social influence weapon of:

Legitimate power is often called authority.

The most effective influence outcome is:

Referent power is often sufficient to gain compliance behavior.

George stacked some old tires at the end of his driveway with a red sign,"Free tires.Some good tread left." The tires remained there for months,without anyone buying them.He replaced the red sign with a black sign,"Last set of original Model QZ tires - Available for only $100 through month end.Knock on first green door on the right for details or leave your telephone number." The next morning,the tires had been stolen.George had inadvertently used the social influence weapon of:

Managers damage relationships with their employees when they take credit for the work of others.

Compliance is the most likely outcome of the influence tactic of consultation.

When making introductions in the business world,defer to office seniority and social standing,not gender.