Deck 8: Influence Tactics of Leaders

Question 1

A sensible approach of sequencing influence tactics is to begin with low-cost, low-risk tactics.

Answer 1

True

Question 2

An example of undue pressure is leaders using threats or warnings , when trying to get a job done by his subordinates.

Answer 2

True

Question 3

The more powerful leaders are, the more they need to create a coalition.

Answer 3

False

Question 4

A means to bring about change and ensure that a healthy corporate culture is maintained in the organization is to establish a punishment system that reinforces the culture.

Question 5

When using ingratiation as an influence tactic, the influence agent acts abrasively and aggressively toward the influence target.

Question 6

Leaders must behave in ways consistent with the values and practices they wish to see imitated throughout the organization.

Question 7

Top-level leaders exert of their influence attempts in the direction of bringing about changes throughout the entire organization.

Question 8

In the context of implicit leadership theories, personal assumptions about an ideal organizational leader develop through socialization and past experience with leaders.

Question 9

_____ is the most successful influence outcome.

A) Commitment
B) Compliance
C) Resistance
D) Debasement

Question 10

A leader must acquire _____ in order to influence others.

A) a minimum percentage of the organization's shares
B) power
C) credibility
D) the vast majority of employees worry about job security.

Question 11

The lower position power an individual exerts over another, the less the need for being cautious in the use of influence tactics.

Question 12

The outcome of influence tactics are not affected by the leader's personality traits.

Question 13

According to the model of power influence presented in the leadership text, the effectiveness of influence tactics is affected by _____.

A) strategies, rules, and procedures
B) aspirations, motivations, and skills
C) leader traits, leader behaviors, and the situation
D) consideration and initiating structure

Question 14

As indicated by implicit leadership theories, two examples of leadership prototypes are tyranny and masculinity.

Question 15

The three outcomes of influence tactics are _____.

A) commitment, compliance, and resistance
B) power, skills, and outcomes
C) manipulation, ingratiation, and submission
D) empowerment, obedience, and concession

Question 16

Good-natured kidding is especially effective when a straightforward statement might be interpreted as harsh criticism.

Question 17

To use debasement as an influence tactic, the influence agent might say, "I realize I'm not the brightest new manager in the company, so I really need your help."

Question 18

To use personal magnetism as an influence tactic, the person strikes a bargain with the person to be influenced.

Question 19

A hands-on leader is typically task oriented.

Question 20

A recommended way of sequencing influence tactics is to begin with an abrasive tactic and then move toward a more positive tactic.

Question 21

A good example of ingratiation when dealing with a person you are trying to influence would be for you to:

A) praise that person lavishly.
B) ignore his or her first three demands.
C) mention your power contacts.
D) stretch the truth to look good.

Question 22

If all of the following influence tactics were available to you in a given situation, which should you begin with?

A) Rational persuasion
B) Exchanging favors
C) Machiavellian techniques
D) Appeals to higher authority

Question 23

At which of the following levels in an organization is hands-on leadership usually expected?

A) Managerial level
B) Shareholder level
C) Contract employee level
D) Levels below the executive category

Question 24

When a top-level executive wants to influence a large number of employees, her or she will most likely:

A) attempt to change the organization culture.
B) use ingratiation with as many workers as feasible.
C) exchange favors with as many workers as feasible.
D) create the position of organizational change agent.

Question 25

When ingratiation takes the form of well-deserved flattery or compliments, it is a _____ influence tactic.

A) negative
B) positive
C) mixed
D) exaggerated

Question 26

A major moderating variable in the use of rational persuasion is the:

A) age of the organization.
B) number of organizational levels.
C) age of the influence agent.
D) credibility of the influence agent.

Question 27

An example of Machiavellianism would be for a manager to tell a group member that he must:

A) work every Saturday to be evaluated as a good team player.
B) accomplish goals that fit the company's strategic goals.
C) conform to company rules and regulations.
D) have lunch together to discuss a new software system.

Question 28

Co-opting antagonists is defined as:

A) assigning an ally to work as a spy for an opponent.
B) winning over opponents by making them part of your team.
C) encouraging your opponents to shop at an organic grocery store.
D) demoting an opponent.

Question 29

An individual who has strong personal magnetism:

A) relies on formal authority to influence others.
B) influences others by breaking down their defenses.
C) is likely to draw a lot of enemies to him or her.
D) influences others by being captivating and charming.

Question 30

Team play can be an influence tactic when a person:

A) develops a large network.
B) gets others to work as a team but is a solo player himself or herself.
C) is more concerned about collaboration than tough-mindedness.
D) behaves as an authoritarian leader.

Question 31

A recommended technique for exchanging favors is to:

A) build an initial relationship with him.
B) give the other person as much time as is feasible to comply.
C) explain why you are worthy of receiving special treatment.
D) limit your request to one, clear-cut option.

Question 32

The purpose of forming a coalition is to:

A) ingratiate yourself with other people.
B) combine your power with that of others.
C) impress others by the number of people in your network.
D) legitimize your requests.

Question 33

Which of the following influence tactics requires that the leader serve as a model for the desired behavior?

A) Exchanging favors and bargaining
B) Rational persuasion
C) Leading by example
D) Getting network members to support your position

Question 34

Derek is a hands-on leader, so he is likely to:

A) put his arms around the shoulders of a group member.
B) answer his own email.
C) telephone his boss frequently.
D) get involved directly in solving customer problems.

Question 35

An important part of making an inspirational appeal is to:

A) display emotion genuinely as needed.
B) do favors for other people without asking for reciprocity.
C) form coalitions.
D) consult regularly with group members.

Question 36

Oscar engages in debasement when he tells the person he is trying to influence:

A) "You are well dressed today."
B) "Scientific evidence suggests that my position is correct."
C) "How important is your paycheck to you?"
D) "I may not be well informed, but here is my opinion."

Question 37

Joking or kidding is often used as an influence tactic when:

A) dealing with undermotivated people.
B) being direct might be interpreted as being too harsh.
C) dealing with people of higher rank.
D) a person wants to be unusually ethical and straightforward.

Question 38

Nancy, a middle manager, wants to use the influence tactic of legitimating to improve quality within her unit. Nancy, therefore:

A) develops a large number of people within her network.
B) does favors for people so she can call on them later.
C) explains that top management wants quality improvements.
D) consults regularly with group members.

Question 39

To bring about organization change effectively, an executive is best advised to:

A) disregard the process of executive edit.
B) disregard cultural aspects while establishing the new reward system.
C) serve as a role model for the desired attitudes and behaviors.
D) focus more existing candidates than selecting new candidates.

Question 40

An inspirational appeal is more likely to be effective when the influence agent:

A) pushes hard for his or her own agenda.
B) involves the workers in the change process.
C) disguises what he or she is attempting to accomplish.
D) mixes the inspirational appeal with a touch of Machiavellianism.

Question 41

Implicit leadership theories deal mostly with personal assumptions:

A) about the type of leader most people would like to become.
B) leaders make about the capabilities of group members.
C) companies make about their leaders.
D) about the attributes of an ideal organizational leader.

Question 42

In terms of exerting influence, the more position power a person has over another,:

A) less the need for being cautious in the use of influence tactics.
B) the more the need for being cautious in the use of influence tactics.
C) the more the need to consider an open door communication policy.
D) the less the need to consider an open door communication policy.

Question 43

Tina offers an expensive gift to her subordinate, provided the subordinate helps her with the content of a power point presentation, work that was originally assigned to Tina. In this context, which of the following influence tactics is practiced by Tina?

A) Exchanging favors
B) Leading by example
C) Using rational persuasion
D) Explaining benefits to the target

Question 44

In the context of outcomes of influence tactics, _____ is particularly important for complex, difficult tasks because these require full concentration and effort.

A) ​compliance
B) ​commitment
C) ​resistance
D) ​debasement

Question 45

A rule of thumb offered for the sequencing of influence tactics is to:

A) first mirror the influence tactic of the other person, then try your own.
B) begin with the ethical, then shift to the unethical.
C) begin with the most positive, or least abrasive, tactic.
D) first be more serious, then move toward joking and kidding.

Question 46

The employees of an organization are told that if they don't work for a minimum of three extra hours every week, they will not be considered for promotions. This is most likely an example of _____.

A) debasement
B) deliberate Machiavellianism
C) compliance
D) upward appeal

Question 47

Adrian is a compassionate and sensitive leader. He is charismatic and dynamic. On the other hand, Joseph is dominant leader and is considered manipulative by his subordinates. In the context of implicit leadership theories, which of the following options is most likely to be true?

A) Adrian's traits are considered prototypes, while Joseph's traits are considered antiprototypes.
B) Joseph's traits are considered antiprototypes, while Adrian's traits are considered prototypes.
C) Both Adrian's and Joseph's traits are considered prototypes.
D) Both Adrian's and Joseph's traits are considered antiprototypes.

Question 48

Jonathan, the human resource manager of an organization, requests the help of the managing director to communicate on incentive cuts, which will be allocated to employees who perform below the organizational standard. In the context of influence tactics, this is most likely an example of _____.

A) upward appeal
B) open door policy
C) closed door policy
D) deliberate Machiavellianism

Question 49

"I won't pressure you to meet the sales target, but think of your family, and how they might be affected if you fail to meet the target." This speech is made by Gregory, a line manager, to one of his subordinates. In the context of influence tactics, Gregory is attempting _____.

A) manipulation of his subordinate
B) debasement before his subordinates
C) the process of upward appeal
D) co-opting antagonists

Question 50

Ryan is apathetic about carrying out a request made by his team manager to draft an agenda for the upcoming target meeting. He is not particularly overjoyed about the task, but makes a modest effort in doing it. In the context of influence outcomes, the influence attempt of Ryan's manager is an example of _____.

A) compliance
B) commitment
C) resistance
D) debasement

Question 51

According to implicit leadership theories, one example of a leadership antiprototype would be _____.

A) intelligence
B) charisma
C) tyranny
D) violence

Question 52

In an attempt to convince her team members about the merits of a proposed business plan, Margaret adapts the influence tactic of explaining the percentage increase in salary that each of her team member will enjoy if the plan is successful. In this case, Margaret's attempt is an example of _____.

A) debasement
B) apprising
C) bargaining
D) joking

Question 53

Anne, the creative head of a publisher of teen fiction, decides to form an alliance with the creative heads of other publishing houses in the city. In the context of influence tactics, an alliance of this kind, if formed, becomes an example of a(n) _____.

A) conglomerate
B) editorial cabal
C) consultancy
D) consultancy

Question 54

Describe the three major outcomes of influence tactics, with specific examples or cases that portray these outcomes.

Question 55

In the context of outcomes of influence tactics, _____ means that the influence agent has changed the person's behavior but not his attitude.

A) compliance
B) resistance
C) commitment
D) debasement

Question 56

A guideline offered for the sequencing of influence tactics is to begin with a:

A) high-cost, high-risk tactic.
B) low-cost, low-risk tactic.
C) low-cost, high-risk tactic.
D) moderate-cost, moderate-risk tactic.

Question 57

Christy, a sales manager, believes in an optimal combination of "essentially ethical and honest" and "neutral" influence tactics to influence his team members. Create a pool of four influence tactics, out of which two are ethical and honest, and two are neutral, from which Christy can choose his influence strategy.

Question 58

Which of the following is an example of debasement?

A) A manager pretending to be incapable of doing a task so that he gets help from his subordinates
B) A manger gifting an expensive watch to one of his subordinates in return of the work they have done
C) A subordinate exchanging pleasantries with his manager
D) A subordinate acting polite before his superior

Question 59

Ayan, the newly appointed CEO, considers a series of steps to be implemented in the organization to bring about change and ensure the maintenance of a healthy corporate culture. Considering the various types of influence tactics, describe at least four steps that Ayan would most likely implement as a transformational leader.

Question 60

Alan, the marketing manager of an organization, finds out that his team has performed below the standards set. He considers two influence tactics to deal with the issue:
1) Joking and kidding
2) Forming a coalition
In the context of sequencing of influence tactics, which of the following options should Alan choose to best deal with the issue?

A) 2,1
B) 1,2
C) 1 alone, as 2 is not an influence tactic
D) 2 alone, as 1 is not an influence tactic