Exam 5: Gaining and Using Sustainable, Ethical Power and Influence

Politically savvy people understand that _____.

According to the research cited in this chapter,most people tend to make decisions based on a careful analysis of all available information.

People who work in routine jobs that require limited judgment are more easily replaced than people who have autonomy over how their work is done.

You are more likely to be influenced by your best friend than you are to be influenced by a stranger. This is an example of the power of _____.

The _____ rule works because humans engage in "now or never" thinking.

Power can be gained and used either ethically or unethically. What is the p rimary difference between ethical and unethical power,and what steps should you take to gain and use power ethically?

The person with this Social Style emphasizes competitiveness,the bottom line,and speed.

People often base their perceptions of authority on _____.

Using cognitive shortcuts _____.

One key to using the scarcity rule in influence attempts is to highlight exclusive information.

Robert Cialdini says that "people live up to what they have written down." This illustrates the power of _____.

You are having a conversation with your best friend. Your friend says "If you'll help me with my homework this week,I'll take you to the movies on Saturday." In this situation,your friend is trying to use _____ to influence your behavior.

Some forms of political behavior can increase innovation in organizations.

Politically savvy people draw on all of the following resources except _____.

According to Cialdini,someone who follows a manager's directions because that person is a manager is being influenced by authority.

All of the following are ways of minimizing dysfunctional organizational politics except _____.

Certain words can act as triggers,which can influence behavior and cause people to mindlessly comply with requests.

You are trying to convince someone to invest in a new venture because "everyone is doing it." What should you do to maximize your influence attempt?

A new student walks into a classroom and sees a professor standing at the front of the room behind a podium. In this situation,the fact that the professor is standing at the front of the room behind the podium serves as _____ to induce compliance on the part of the student.

People who have a driver Social Style tend to emphasize speed.