Deck 7: Influence, Power and Motivation

Question 1

Leadership ______ is how a leader goes about addressing the four elements of defining the goal, clarifying the path, removing obstacles, and providing support.

A) style
B) brand
C) capacity
D) relationship design

Answer 1

A

Question 2

A parent telling their child that Santa will not come unless they go to bed early is an example of what?

A) manipulation
B) formal power
C) ingratiation
D) referent power

Answer 2

A

Question 3

______ influence occurs when the influence is focused on a single person, while ______ influence occurs when the influence is focused on a group and utilizes group dynamics.

A) Direct; indirect
B) Active; passive
C) Individual; group
D) Overt; covert

Answer 3

C

Question 4

______ influence occurs when the leader's efforts to influence are clearly seen, while ______ influence occurs when the leader's efforts to influence are hidden.

A) Direct; indirect
B) Overt; covert
C) Active; passive
D) Individual; Group

Question 5

An ______ is an individual whose role provides them with formal power to determine the fate of individuals or groups.

A) influencer
B) authority figure
C) inspirational speaker
D) organizational leader

Question 6

______ influence occurs when the leader focuses influence efforts on the specific subject of influence, while ______ influence occurs when the leader seeks to influence the subject by way of other individuals.

A) Active; passive
B) Conscious; unconscious
C) Direct; indirect
D) Overt; covert

Question 7

______ power is legitimate power bestowed upon an individual who holds a position or role.

A) Formal
B) Authoritative
C) Autonomous
D) Informal

Question 8

Which of the following best describes the leadership behavior/style in which the leader provides challenge?

A) achievement oriented
B) supportive
C) participative
D) directive

Question 9

______ is similar to influence, but often with more of a hidden or inauthentic intent.

A) Informal power
B) Manipulation
C) Ideation
D) Satisficing

Question 10

______ influence occurs when the leader is currently purposefully trying to influence others, while ______ influence occurs when the leader is influencing others even without purposefully trying.

A) Overt; covert
B) Conscious; unconscious
C) Individual; group
D) Active; passive

Question 11

Which of the following is not an example of an individual with formal power?

A) A policeman gives you a ticket for speeding.
B) A professor issues a passing grade on an exam.
C) A judge puts a criminal in jail for a felony.
D) A promotional caller talks you into buying life insurance.

Question 12

Which of the following best describes the leadership behavior/style in which the leader provides involvement?

A) achievement oriented
B) participative
C) supportive
D) directive

Question 13

Which of the following best describes the leadership behavior/style in which the leader provides nurturance?

A) participative
B) directive
C) achievement oriented
D) supportive

Question 14

______ influence occurs when the leader wants the subject to be aware of efforts to influence, while ______ influence occurs when the leader wants the subject to be unaware that they are being influenced.

A) Conscious; unconscious
B) Individual; group
C) Direct; indirect
D) Overt; covert

Question 15

Which of the following best describes the leadership behavior/style in which the leader provides guidance and psychological structure?

A) supportive
B) directive
C) achievement oriented
D) participative

Question 16

In the real world, influence feels like figuring out how to get followers to do something. Which of the following is not an example of this?

A) how to get constituents to vote
B) how to get students to study
C) how to get through reading a jargon filled text
D) how to get employees to work hard

Question 17

According to authors Ricky Griffin and Jean Phillips, "all influential people have power, but not all powerful people have ______."

A) authority
B) control
C) impact
D) influence

Question 18

______ is the process of moving individuals or groups to the desired mindset, position, behavior, or place.

A) Manipulation
B) Authority
C) Pressure
D) Influence

Question 19

Which of the following is not an example of a contextual influence?

A) soothing music being played
B) chairs being taken away, so people have to stand and talk
C) the temperature in a room being lowered
D) bonus pay being given for extra work done

Question 20

______ power is derived from an individual characteristic such as charisma, expertise, experience, wisdom, and so on.

A) Formal
B) Inspirational
C) Informal
D) Personal

Question 21

The influence tactic of ______ means increasing the level of positive feelings among the key decision makers.

A) creating positive energy
B) inspirational appeal
C) ingratiation
D) personal appeal

Question 22

People who are known as "the life of the party" often have what source of power?

A) expertise
B) personal charisma/referent power
C) network
D) wealth/resource

Question 23

______ is the source of power in which you align with the written and unwritten norms, values, and goals of the group.

A) Legitimacy
B) Expertise
C) Relevance
D) Visibility

Question 24

______ is the source of power in which you have responsibility for mission-critical work in your organization.

A) Network
B) Legitimacy
C) Relevance
D) Wealth/resource

Question 25

The influence tactic of ______ means convening a group of like-minded people to convince decision makers.

A) relationships
B) facts/logic/rational persuasion
C) personal appeal
D) leading a coalition

Question 26

Forming a union within an organization is an example of what influence tactic?

A) ingratiation
B) lead a coalition
C) create positive energy
D) pressure/coercion

Question 27

People need to think critically about suggestions from others who have a great deal of expertise or experience. When this is not done, it is known as blind trust and can be a recipe for disaster. Which of the following is not an example of blind trust?

A) voting for a political candidate only based on the political party they are a member of
B) deciding to follow a cult leader
C) placing a sports bet on a team you do not follow because your friend did
D) choosing to go to a college based on their student success rate

Question 28

______ are actions designed to move others to a desired mindset.

A) Manipulative motives
B) Pressure points
C) Influence tactics
D) Influential motives

Question 29

Martin Luther King Jr.'s I Have a Dream speech is an example of what influence tactic?

A) emphasize win-win
B) create positive energy
C) pressure/coercion
D) inspirational appeal

Question 30

______ is the source of power in which key decision makers or influential figures see you in action.

A) Network
B) Personal charisma/referent power
C) Legitimate power
D) Visibility

Question 31

A student being told that they need to study for an exam if they want to pass a class is an example of what influence tactic?

A) lead a coalition
B) ingratiation
C) negotiation/bargaining/exchange
D) pressure/coercion

Question 32

______ is the source of power in which you have a superior command of domain-specific knowledge.

A) Legitimacy
B) Relevance
C) Network
D) Expertise

Question 33

______ is the source of power in which you have actual authority over an individual or group.

A) Legitimate power
B) Legitimacy
C) Personal charisma/referent power
D) Relevance

Question 34

Sources of ______ comprise the specific origin of your capacity to influence others.

A) power
B) inspiration
C) coercion
D) manipulation

Question 35

The influence tactic of ______ means aligning your proposed direction with the values, mission, and vision of the group or organization.

A) inspirational appeal
B) pressure/coercion
C) leading a coalition
D) involving others/consulting

Question 36

If the manager of a team grants their team members time off for doing well on their project, then the manager is using what source of power?

A) legitimacy
B) visibility
C) reward power
D) outmatched effort

Question 37

People with real or perceived power can wield a great deal of ______.

A) manipulation
B) influence
C) authority
D) control

Question 38

The influence tactic of ______ means using formal power or authority to dictate behavior.

A) facts/logic/rational persuasion
B) pressure/coercion
C) ingratiation
D) negotiation/bargaining/exchange

Question 39

______ is the source of power in which you consistently display superior effort.

A) Visibility
B) Outmatched effort
C) Expertise
D) Legitimate power

Question 40

______ is the source of power in which you attract others through your enthusiasm, energy, humor, and optimism.

A) Reward power
B) Legitimacy
C) Personal charisma/referent power
D) Outmatched effort

Question 41

______ motivation is about engaging in an activity for the inherent joy of the task.

A) Intrinsic
B) Internal
C) Extrinsic
D) External

Question 42

On campus you have become a well-known presence both within your organization and with others that you are not a member of. In the community, your high amount of involvement has caught the eye of prominent people who are impressed with your achievements. Which source of power is this an example of?

A) wealth/resource
B) reward power
C) legitimate power
D) visibility

Question 43

______ motivation is about engaging in an activity because of external rewards for doing so.

A) External
B) Intrinsic
C) Internal
D) Extrinsic

Question 44

A professor has what source of power over a student because they have control over the student's grade?

A) personal charisma/referent power
B) visibility
C) relevance
D) legitimate power

Question 45

The source of motivation, ______, means that individuals feel a sense of ownership/control and competence in their work or projects.

A) reward and recognition
B) flexibility/freedom
C) belonging
D) empowerment

Question 46

Senior members of an organization naturally have more ______ than junior members, however one senior member likely knows policy guidelines much better than others.

A) legitimacy
B) relevance
C) expertise
D) personal charisma/referent power

Question 47

______ comprise the conditions that you design to alter someone's internal desire to act.

A) Adaptive cycles
B) Ethical perspectives
C) Sources of motivation
D) Dimensions of the brain

Question 48

It is important for a leader to focus on creating a sense of team so that all members understand their role and contribution to the team. Leaders thusly have the opportunity to ensure that they have worked to create a sense of what motivational source?

A) reward and recognition
B) belonging
C) alignment with values
D) achievement/success/competence

Question 49

The source of power, ______, is contextual. For example, it is not uncommon for medical residents to work 12- to 14-hr days, but it would be uncommon in a typical workplace so that individual would be putting in an extraordinary amount of time and energy into their job.

A) visibility
B) legitimacy
C) network
D) outmatched effort

Question 50

A student of the month in a classroom setting is an example of what source of motivation?

A) career pathing
B) reward and recognition
C) fairness
D) psychological safety

Question 51

The source of motivation, ______, means that you have trust in the organization, your supervisor, and your peers.

A) empowerment
B) flexibility/freedom
C) psychological safety
D) meaning

Question 52

The source of motivation, ______, means that you feel ownership in how tasks are accomplished.

A) autonomy
B) psychological safety
C) alignment with values
D) career pathing

Question 53

An unwritten rule at work is that a boss promotes the people who work the longest hours. It is never said, but the boss' value for long hours is something that one needs to pick up on to be successful at that organization. Which source of power is this an example of?

A) legitimacy
B) network
C) personal charisma/referent power
D) legitimate power

Question 54

The president of an organization has more span of control or ______ as a source of power than a new member in the organization.

A) visibility
B) network
C) wealth/resource
D) reward power

Question 55

An individual who values service to their community will resonate with an organization that prioritizes "giving back" to the community as a core value. Which source of motivation is this an example of?

A) reward and recognition
B) autonomy
C) feedback/coaching
D) alignment with values

Question 56

The source of motivation, ______, means that you have a clear sense for how you can progress and move forward in an organization.

A) alignment with values
B) career pathing
C) empowerment
D) autonomy

Question 57

______ is the internal desire for a person to act.

A) Benchmarking
B) Motivation
C) Influence
D) Perseverance

Question 58

The saying "it's not what you know, but who you know" is an example of what source of power?

A) outmatched effort
B) relevance
C) network
D) wealth/resource

Question 59

At a college or university, the president is responsible for advancing the mission and vision of the institution. Which source of power is this an example of?

A) relevance
B) personal charisma/referent power
C) outmatched effort
D) reward power

Question 60

______ is a significant source of motivation for individuals who appreciate and enjoy the freedom to decide how their work is completed.

A) Autonomy
B) Financial compensation
C) Fairness
D) Feedback/coaching

Question 61

The statement "we do not care when or where you work, we just care that you produce results" is an example of what source of motivation?

A) achievement/success/compensation
B) meaning
C) alignment with values
D) flexibility/freedom

Question 62

Which three words need to be at the top of one's mind as they influence others?