Deck 7: Exercising Ethical Influence

Question 1

______ describes the social and emotional atmosphere leaders create for followers.

A) Feedback
B) Climate
C) Input
D) Output

Answer 1

B

Question 2

Leaders give more frequent positive ______ when they have high expectations of followers.

A) expectations
B) feedback
C) reinforcement
D) outcomes

Answer 2

B

Question 3

______ are the verbal tactics that leaders and others use to get their way.

A) Compliance-gaining strategies
B) Solution presentations
C) Feedback loops
D) Legitimizing tactics

Answer 3

A

Question 4

The ______ refers to negative expectations lowering performance.

A) Pygmalion effect
B) self-fulfilling prophecy
C) disadvantaged syndrome
D) Golem effect

Question 5

The ______ principle is based on the notion that when opportunities are less available, they appear more valuable.

A) liking
B) social proof
C) scarcity
D) reciprocity

Question 6

Leaders generally rely on ______ when they want to influence others who take a different side on controversial issues like immigration reform or tax increases.

A) persuasion
B) arguments
C) communication
D) direct tactics

Question 7

______ is hostile communication that attacks the self-concepts of others instead of (or in addition to) their stands on the issues.

A) Verbal aggressiveness
B) Communication sabotage
C) Self-confidence tactics
D) Arguments

Question 8

The ______ refers to the fact that high self-expectation leads to high performance.

A) Galatea effect
B) Pygmalion effect
C) Goleta effect
D) Golem effect

Question 9

Which of the following is not a suggestion from Infante on how to respond to those who verbally attack you?

A) do not reciprocate the attack
B) hold firm in your position
C) threaten to leave if the attacks don't cease
D) refute the verbally aggressive claim underlying a personal attack

Question 10

______ claim the right or authority to make a request, aligning the request with the organization's rules, policies, and traditions.

A) Compliance-gaining strategies
B) Solution presentations
C) Feedback loops
D) Legitimating tactics

Question 11

According to Hunter and Boster, ______ highlights the way in which leaders must balance the cost of using a tactic against the goal they seek.

A) emotional-ethical threshold
B) rational persuasion
C) consultation
D) radical-ethical threshold

Question 12

Using small commitments to leverage bigger ones is called the ______ strategy.

A) "one for the road"
B) "catching bigger fish"
C) "foot in the door"
D) "killing two birds with one stone"

Question 13

______ is a proactive managerial influence tactic that is meant to generate enthusiasm by appealing to values and ideas, arousing emotions.

A) Appraising
B) Rational persuasion
C) Inspirational appeals
D) Consultation

Question 14

According to Toulmin's model for developing arguments, ______ is additional evidence that supports the warrant.

A) vaping
B) grounds
C) backing
D) qualifiers

Question 15

According to Toulmin's model for developing arguments, ______ makes the link from the grounds to the claim.

A) vaping
B) warrant
C) backing
D) qualifiers

Question 16

Leadership is based on the exercise of ______.

A) power
B) control
C) influence
D) liking

Question 17

______, the obligation to repay others, is a universal norm of human society that encourages cooperation.

A) Obedience
B) Compliance
C) Reciprocation
D) Influence

Question 18

Which of the following is not a strategy for improving organization-wide performance through self-efficacy?

A) verbal persuasion
B) modeling skills as well as positive thinking and how to deal with failure
C) delivering constructive suggestions
D) improving emotional intelligence

Question 19

______ is a proactive managerial influence tactic that offers factual evidence, explanations, and logical arguments to illustrate that a proposal or request will attain task and organization objectives.

A) Appraising
B) Rational persuasion
C) Inspirational appeals
D) Consultation

Question 20

______ refers to the attention and focus given to followers.

A) Feedback
B) Climate
C) Input
D) Output

Question 21

______ is a phrase that means assuming without evidence that one event will inevitably lead to a bad result.

A) Squeaky wheel
B) Cat's meow
C) Slippery slope
D) Against a wall

Question 22

______ stand for moral concepts that may be material objects or pictures.

A) Moral symbols
B) Moral compasses
C) Moral reasonings
D) Moral foundings

Question 23

With the proactive managerial influence tactic of apprising, there is an appeal to feelings of loyalty and friendship.

Question 24

Supervisors and instructors signal positive expectations by giving adequate time to employees and students, holding appointments in pleasant surroundings, sitting or standing close to workers or class members, nodding and smiling, making frequent eye contact, and using a warm tone of voice.

Question 25

Argument is constructive, while ______ aggression is destructive.

A) verbal
B) open
C) hidden
D) nonverbal

Question 26

Those tagged as low performers are given more opportunities to speak, to offer their opinions, and to disagree.

Question 27

______ typically adopt either a distributive or integrative approach to negotiation.

A) Bargainers
B) Leaders
C) Consumers
D) Partners

Question 28

Communicating high ______ to everyone in the group or organization is an ethical alternative to deception and ability grouping.

A) expectations
B) feedback
C) reinforcement
D) outcomes

Question 29

The ______ is the tendency to live up to the expectations others place on us.

A) Hawthorne effect
B) Golem effect
C) bystander effect
D) Pygmalion effect

Question 30

Ethical argument is based on the recognition of the difference between ______ and verbal aggression.

A) expression
B) negotiation
C) conflict
D) argumentation

Question 31

______ is when onlookers fail to intervene to help shooting victims or those suffering from strokes or other health emergencies.

A) Hawthorne effect
B) Golem effect
C) Bystander effect
D) Pygmalion effect

Question 32

The ______ principle is the perception of when opportunities are less available, they become more valuable.

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

Question 33

______ means attacking the person instead of the argument.

A) Ad hoc
B) Ad hominem
C) Verbal aggression
D) Conflict

Question 34

Profanity is an example of aggressive tactics.

Question 35

Meeting and exceeding standards encourages leaders to raise their expectations of us.

Question 36

Bystander effect is an example of ______.

A) cognitive reasoning
B) social proof
C) social isolation
D) social reasoning

Question 37

______ is a compliance-gaining strategy where a leader can offer factual evidence to illustrate the objective.

A) Apprising
B) Consultation
C) Rational persuasion
D) Personal appeals

Question 38

According to Toulmin's model for developing arguments, ______ is the proof that supports it.

A) a claim
B) grounds
C) jargon
D) bargaining

Question 39

The Watergate scandal is an example of ______.

A) cognitive reasoning
B) social proof
C) social isolation
D) reciprocity norm

Question 40

According to Toulmin's model for developing arguments, a ______ is a conclusion based on facts.

A) claim
B) backing
C) jargon
D) bargaining strategy

Question 41

Plagiarism is a form of faulty evidence in a position.

Question 42

We are more likely to obey when persuaders have fancy titles or prestige.

Question 43

"The United States imprisons too many of its citizens," is a form of grounds, according to Toulmin's model.

Question 44

Inaccurate or incomplete citation of sources and quotations is an example of faculty reasoning in your position.

Question 45

According to the four steps of principled negotiation, combining the people from the problem is the first step.

Question 46

A straw argument is failing to offer evidence that supports the position.

Question 47

Leaders of all kinds engage in negotiation.

Question 48

There are no nonverbal indicators that would classify as an aggressive tactic.

Question 49

Often we comply with the appearance of authority, not real authority.

Question 50

Verbal aggressiveness has been linked to spousal abuse and family violence and has been found to reduce student learning and instructor credibility.

Question 51

The principle of reciprocity is based on the idea that most of us recognize that we are more likely to comply with the requests of people we like.