Question 1

Research shows that waitresses and waiters who smile broadly _____.

Accepted Answer

A)  get larger tips 
B)  get smaller tips 
C)  make customers uncomfortable 
D)  are regarded as more competent by their managers 
A)  get larger tips 
B)  get smaller tips 
C)  make customers uncomfortable 
D)  are regarded as more competent by their managers

Question 2

Based on the research of Robert Cialdini,describe each of the six universal forms of influence and provide an example of each . ( Note that each student may describe different examples,but the six universal forms of in fluence are those listed below.)

Accepted Answer

•	Reciprocation: People feel obligated t

Question 3

Research done by Stanley Milgram found that subjects would administer electric "shocks" to another human being,even when the victim screamed and said he was having heart problems. The subjects in this experiment were most likely influenced by the _____ of the experimenter.

Accepted Answer

A)  authority 
B)  social proof 
C)  liking 
D)  commitment 
A)  authority 
B)  social proof 
C)  liking 
D)  commitment

Question 4

The term "politics" in organizations refers to activities that _____.

Accepted Answer

A)  people engage in to influence organizational outcomes 
B)  are not part of one's official job description 
C)  are not carried out through official policies 
D)  all of the above 
A)  people engage in to influence organizational outcomes 
B)  are not part of one's official job description 
C)  are not carried out through official policies 
D)  all of the above

Question 5

The Social Styles model for understanding behavioral preferences has two dimensions:

Accepted Answer

A)  assertive/probing and high/low responsiveness 
B)  unilaterial functioning and bilateral functioning 
C)  learning by doing and learning by thinking 
D)  None of the above 
A)  assertive/probing and high/low responsiveness 
B)  unilaterial functioning and bilateral functioning 
C)  learning by doing and learning by thinking 
D)  None of the above

Question 6

The strengths of this Social Style include public speaking,inspiring enthusiasm,and building alliances.

Accepted Answer

A)  analytic 
B)  driver 
C)  amiable 
D)  expressive 
A)  analytic 
B)  driver 
C)  amiable 
D)  expressive

Question 7

Sharing positive experiences with someone can increase your influence with that person.

Accepted Answer

A) True 
 B)False

Question 8

All of the following are forms of influence identified by Robert Cialdini except _____.

Accepted Answer

A)  reciprocation 
B)  autonomy 
C)  commitment 
D)  social proof 
A)  reciprocation 
B)  autonomy 
C)  commitment 
D)  social proof

Question 9

According to the textbook author,people with sustainable power and influence _____.

Accepted Answer

A)  focus on achieving the goals they believe are important 
B)  take actions to shape their environments 
C)  are willing to use the informal organization to achieve their goals 
D)  all of the above 
A)  focus on achieving the goals they believe are important 
B)  take actions to shape their environments 
C)  are willing to use the informal organization to achieve their goals 
D)  all of the above

Question 10

A coalition is best defined as _____.

Accepted Answer

A)  people who work independently from each other to promote issues that are important to them 
B)  an informal group of people who work together to promote issues that are important to them 
C)  a group of people who are more likely to promote groupthink as a way of obtaining agreement from others 
D)  none of the above 
A)  people who work independently from each other to promote issues that are important to them 
B)  an informal group of people who work together to promote issues that are important to them 
C)  a group of people who are more likely to promote groupthink as a way of obtaining agreement from others 
D)  none of the above

Question 11

The person with this Social Style emphasizes systematic use of data to make decisions.

Accepted Answer

A)  analytic 
B)  driver 
C)  amiable 
D)  expressive 
A)  analytic 
B)  driver 
C)  amiable 
D)  expressive

Question 12

People who have an analytic Social Style tend to emphasize change rather than stability.

Accepted Answer

A) True 
 B)False

Question 13

People do not always make rational decisions because _____.

Accepted Answer

A)  people are incapable of taking in all the available relevant information 
B)  people can predict the consequences of different courses of action 
C)  most organizational decisions only affect one group or department 
D)  organizations have unlimited resources 
A)  people are incapable of taking in all the available relevant information 
B)  people can predict the consequences of different courses of action 
C)  most organizational decisions only affect one group or department 
D)  organizations have unlimited resources

Question 14

The six universal forms of influence described by Robert Cialdini include authority,commitment/consistency,scarcity,liking,social proof,and reciprocity.

Accepted Answer

A) True 
 B)False

Research shows that waitresses and waiters who smile broadly _____.

Based on the research of Robert Cialdini,describe each of the six universal forms of influence and provide an example of each . ( Note that each student may describe different examples,but the six universal forms of in fluence are those listed below.)

Research done by Stanley Milgram found that subjects would administer electric "shocks" to another human being,even when the victim screamed and said he was having heart problems. The subjects in this experiment were most likely influenced by the _____ of the experimenter.

The term "politics" in organizations refers to activities that _____.

The Social Styles model for understanding behavioral preferences has two dimensions:

The strengths of this Social Style include public speaking,inspiring enthusiasm,and building alliances.

Sharing positive experiences with someone can increase your influence with that person.

All of the following are forms of influence identified by Robert Cialdini except _____.

According to the textbook author,people with sustainable power and influence _____.

A coalition is best defined as _____.

The person with this Social Style emphasizes systematic use of data to make decisions.

People who have an analytic Social Style tend to emphasize change rather than stability.

People do not always make rational decisions because _____.

The six universal forms of influence described by Robert Cialdini include authority,commitment/consistency,scarcity,liking,social proof,and reciprocity.

What Predicts Success

Developing Self-Awareness

Building Trust

Communicating Effectively

Managing Relationships With Your Direct Reports, bosses, and Peers

Managing Cultural Diversity

Creating High-Performing Teams

Diverse Teams and Virtual Teams: Managing Differences and Distances

Crafting a Life: Your Guide to the Good Life

Filters

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

Research shows that waitresses and waiters who smile broadly _____.

Based on the research of Robert Cialdini,describe each of the six universal forms of influence and provide an example of each . ( Note that each student may describe different examples,but the six universal forms of in fluence are those listed below.)

Research done by Stanley Milgram found that subjects would administer electric "shocks" to another human being,even when the victim screamed and said he was having heart problems. The subjects in this experiment were most likely influenced by the _____ of the experimenter.

The term "politics" in organizations refers to activities that _____.

The Social Styles model for understanding behavioral preferences has two dimensions:

The strengths of this Social Style include public speaking,inspiring enthusiasm,and building alliances.

Sharing positive experiences with someone can increase your influence with that person.

All of the following are forms of influence identified by Robert Cialdini except _____.

According to the textbook author,people with sustainable power and influence _____.

A coalition is best defined as _____.

The person with this Social Style emphasizes systematic use of data to make decisions.

People who have an analytic Social Style tend to emphasize change rather than stability.

People do not always make rational decisions because _____.

The six universal forms of influence described by Robert Cialdini include authority,commitment/consistency,scarcity,liking,social proof,and reciprocity.

What Predicts Success

Developing Self-Awareness

Building Trust

Communicating Effectively

Managing Relationships With Your Direct Reports, bosses, and Peers

Managing Cultural Diversity

Creating High-Performing Teams

Diverse Teams and Virtual Teams: Managing Differences and Distances

Crafting a Life: Your Guide to the Good Life

Filters