Deck 6: Power and Influence Tactics

Question 1

Use of legitimate power by leaders is MOST likely to result in which outcome?

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

Answer 1

B

Question 2

Which influence tactic is MOST likely to result in target commitment?

A) consultation
B) exchange
C) personal appeal
D) ingratiation

Answer 2

A

Question 3

The most general way to classify power sources is the distinction between ________.

A) position power and personal power
B) legitimate power and illegitimate power
C) reward power and coercive power
D) referent power and expert power

Answer 3

A

Question 4

Which of the following is NOT an example of resistance to an influence attempt?

A) Carry out the request with only the minimum necessary effort.
B) Delay taking action to see if the agent is serious about the request.
C) Tell the agent why you are too busy now to carry out the request.
D) Appeal to a higher authority to rescind or change the request.

Question 5

Control over access to information is a source of power over ________.

A) subordinates
B) subordinates and peers
C) peers and superiors
D) peers, superiors, and subordinates

Question 6

________ power is the perception by the target person that an agent can provide important resources and remunerations desired by the target person.

A) Reward
B) Referent
C) Expert
D) Legitimate

Question 7

________ power is based on formal authority, and it involves the rights, prerogatives, obligations, and duties associated with a particular position in an organization.

A) Reward
B) Referent
C) Expert
D) Legitimate

Question 8

Explaining why a proposed activity would be good for the target person is an example of which tactic?

A) rational persuasion
B) apprising
C) exchange
D) collaboration

Question 9

Personal power includes ________.

A) potential influence derived from legitimate authority to make important decisions
B) potential influence derived from agent expertise and friendship with the target person
C) control over the use of resources and access to information
D) control over the use of rewards and punishments

Question 10

What kind of power is dependent upon friendship and trust?

A) affiliation power
B) dyadic power
C) expert power
D) referent power

Question 11

Which influence tactic is used MOST frequently in organizations?

A) consultation
B) rational persuasion
C) exchange
D) pressure

Question 12

Which influence tactic is MOST dependent on the agent's reward power?

A) rational persuasion
B) legitimating
C) exchange
D) apprising

Question 13

Referent power is MOST likely to result in which type of influence process?

A) internalization
B) personal identification
C) instrumental compliance
D) collective identification

Question 14

Which tactic is more likely to be used in a follow-up influence attempt than in an initial influence attempt?

A) ingratiation
B) consultation
C) personal appeal
D) pressure

Question 15

Which statement about institutionalization in organizations is MOST accurate?

A) It describes how subunits with unique expertise gain power in organizations.
B) It facilitates an organization's adaptation to a changing environment.
C) It describes how power is used to enhance or protect that power.
D) It demonstrates why political tactics are unnecessary to maintain power.

Question 16

Which two kinds of power have been found to be related most strongly to leader effectiveness in motivating subordinates?

A) expert and legitimate power
B) reward and referent power
C) expert and referent power
D) reward and expert power

Question 17

Strong expert power is MOST likely to enhance the effectiveness of which tactic?

A) inspirational appeals
B) consultation
C) rational persuasion
D) legitimating

Question 18

The status and influence accorded an emergent leader depends primarily on the leader's ________.

A) social popularity among the members
B) control over rewards desired by group members
C) seniority among group members
D) demonstrated competence and loyalty

Question 19

Which influence tactic is LEAST likely to result in target commitment?

A) exchange
B) rational persuasion
C) collaboration
D) inspirational appeals

Question 20

Which influence tactic is used more often in attempts to influence superiors than in attempts to influence subordinates?

A) pressure
B) coalition
C) exchange
D) legitimating

Question 21

Reward power depends ________.

A) only on a manager's actual control over resources and rewards
B) only on the target person's perception that the agent has the capacity and willingness to provide promised rewards
C) on both a manager's actual control and the target's perception of that control, with the actual control being more important
D) on both a manager's actual control and the target's perception of that control, with the target's perception being more important

Question 22

Which of the following is NOT one of the three factors upon which the power of a subunit depends, according to strategic contingencies theory?

A) the extent to which the subunit's expertise is unique rather than substitutable
B) expertise in coping with important problems
C) demonstrated competency and contribution to the attainment of shared objectives
D) centrality of the subunit within the workflow

Question 23

________ theory explains how some organizational subunits gain or lose power to influence important decisions such as determination of the organization's competitive strategy and the allocation of resources to subunits and activities.

A) Social exchange
B) Strategic contingencies
C) Institutionalization of power
D) Information power

Question 24

________ power is derived from a target person's strong feelings of affection, admiration, and loyalty toward the agent.

A) Reward
B) Coercive
C) Referent
D) Expert

Question 25

Subordinates usually have ________ their leader's reputation and prospects for a pay increase.

A) some indirect influence over
B) some formal mechanism to affect
C) unlimited reward power for
D) no ability to impact

Question 26

Which statement about a powerful subunit is NOT true?

A) It can get its members appointed to key leadership positions.
B) It cannot influence key decisions indirectly.
C) It is often able to use its power to maintain a dominant position even after its expertise is no longer critical to the organization.
D) It can promote its objectives directly.

Question 27

Which is the MOST important evidence of expertise?

A) displaying diplomas
B) attending workshops
C) winning awards
D) making good decisions

Question 28

All of the following are negative consequences of a subordinate having control over operating information EXCEPT ________.

A) magnifying one's accomplishments
B) covering up mistakes
C) interpreting complex analyses of operating information
D) exaggerating the amount of expertise and resources needed to do one's work

Question 29

Which of the following is NOT a way that leaders can facilitate reciprocal influence?

A) encouraging subordinates to participate in making important decisions
B) fostering and rewarding innovation
C) dictating how things will be done
D) empowering subordinates to discover better ways of doing things

Question 30

A leader's ________ power over subordinates is based on authority over punishments, which varies greatly across different types of organizations.

A) reward
B) coercive
C) referent
D) expert

Question 31

Power ________.

A) is a static condition
B) changes over time
C) does not vary with conditions
D) cannot be altered by the actions of individuals

Question 32

All of the following are ways that an agent tries to protect expert power EXCEPT ________.

A) permanently solving a problem
B) keeping procedures shrouded in mystery
C) using technical jargon to make a task seem more complex
D) destroying alternate sources of information about task procedures

Question 33

Studies on the consequences of leader power ________.

A) are conclusive
B) indicate that effective leaders have more expert and referent power than less effective leaders
C) suggest that effective leaders rely on their position power more than their personal power
D) reveal that possessing position power yields no benefits for a leader

Question 34

Success in solving important problems is a source of ________ power for subunits, just as it is for individuals.

A) referent
B) information
C) reward
D) expert

Question 35

Referent power ________.

A) is an important source of influence over subordinates, but not peers or superiors
B) has no limitations
C) may lead to a target feeling exploited, if requests are extreme
D) can cause a target to do things the agent is perceived to want, even without being asked

Question 36

Which statement is NOT true?

A) Too much position power may be as detrimental as too little.
B) Personal power is immune to misuse.
C) In general, a leader should have a significant amount of position power.
D) Personal power resists erosion, even when a leader acts contrary to the interests of followers.

Question 37

Managers usually have much more reward power over ________.

A) subordinates than over peers
B) peers than over subordinates
C) superiors than over subordinates
D) superiors than over peers

Question 38

Over the last two centuries, there has been a general decline in use of ________ power by most types of leaders.

A) reward
B) coercive
C) referent
D) expert

Question 39

Task-relevant knowledge and skill ________.

A) are not major sources of personal power in organizations
B) provide a potential influence over subordinates and peers, but not superiors
C) grant the same power to the agent regardless of how important a problem is to the target
D) must be recognized as expertise by the target in order to endow power to the agent

Question 40

Innovation ________.

A) by a leader is a win-win situation
B) that is successful will lead to credit for subordinates, not the leader
C) that fails will result in loss of status for a leader
D) is accepted but not expected of leaders

Question 41

The type of behavior used intentionally to influence the attitudes and behavior of another person is usually called ________.

A) role modeling
B) compliance
C) an influence tactic
D) scope of authority

Question 42

In work organizations, which of the following would be the LEAST appropriate use of coercion?

A) deterring subordinates from engaging in illegal activities
B) keeping subordinates from violating safety rules
C) urging subordinates to find new and innovative ways of getting things done
D) preventing subordinates from committing reckless acts that endanger others

Question 43

Giving compliments, doing unsolicited favors, acting deferential and respectful, and acting especially friendly and helpful before making a request are examples of ________.

A) pressure
B) collaboration
C) apprising
D) ingratiation

Question 44

When an agent clearly has much more relevant expertise than target persons, ________.

A) the effects of the expert power will be automatic
B) explanations will be required to support a request
C) the proposal's adoption relies on supporting evidence
D) prior successes in dealing with such problems should be described

Question 45

Which of the following is NOT an example of a political tactic?

A) influencing the agenda for meetings to include your issues
B) influencing decision makers to use criteria that will bias decisions in your favor
C) changing the procedures used for a current task
D) selecting decision makers who will promote and defend your interests

Question 46

Which of the following proactive tactics is LEAST likely to improve the agent-target relationship?

A) ingratiation
B) collaboration
C) apprising
D) exchange

Question 47

Exercising legitimate power by using a polite request ________.

A) is especially important for people sensitive about status differentials
B) implies that you should plead
C) means appearing apologetic about the request
D) is less effective than an arrogant demand

Question 48

With ________ power, authority is usually exercised with a request, order, or instruction that is communicated orally or in writing.

A) reward
B) coercive
C) legitimate
D) referent

Question 49

________ power is invoked by a threat or warning that the target person will suffer undesirable consequences for noncompliance with a request, rule, or policy.

A) Legitimate
B) Coercive
C) Expert
D) Referent

Question 50

________ tactics are intended to influence people to like the agent or to have a favorable evaluation of the agent.

A) Impression management
B) Political
C) Proactive
D) Rational persuasion

Question 51

In order to foster a more satisfying relationship in terms of mutual loyalty and friendship, rewards should be ________.

A) used as impersonal incentives
B) be mechanically distributed
C) purely economic transactions between leader and agent
D) more symbolic and recognize accomplishments

Question 52

With ________, the target person is not convinced that the decision or action is the best thing to do or even that it will be effective for accomplishing its purpose.

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

Question 53

When the agent offers to give the target person a reward for carrying out a request or performing a task, it is called a(n) ________ tactic.

A) personal appeal
B) pressure
C) exchange
D) ingratiation

Question 54

Referent power ultimately depends on the agent's ________.

A) seniority within the organization
B) expertise and skills
C) past accomplishments
D) character and integrity

Question 55

What is role modeling?

A) A well-liked person sets an example of proper behavior.
B) An agent clearly expresses how important a request is.
C) A person provides evidence supporting a proposal.
D) An agent makes an explicit threat for failing to do what the agent wants.

Question 56

Rational persuasion is ________.

A) an inflexible tactic
B) unlikely to be effective if the agent and target have incompatible objectives
C) effective even when the agent lacks expertise and credibility
D) not very useful when the target person share's the agent's objective

Question 57

________ usually involves an impersonal trade of unrelated benefits, whereas ________ usually involves a joint effort to accomplish the same task.

A) Collaboration; exchange
B) Exchange; collaboration
C) Ingratiation; exchange
D) Exchange; ingratiation

Question 58

The exchange tactic ________.

A) involves explicit but not implicit offers to reward a person for doing what is requested
B) is likely to be effective even if the target person doesn't think the agent is able to provide the promised benefit and can be trusted to actually deliver it
C) is more likely to be used in influence attempts with bosses than subordinates and peers
D) is especially appropriate for a request that offers no important benefits for the target person and would involve considerable effort and inconvenience

Question 59

Refusing to carry out a request and trying to persuade the agent to withdraw or change are associated with ________.

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

Question 60

A(n) ________ appeal is an attempt to develop enthusiasm and commitment by arousing strong emotions and linking a request or proposal to a person's needs, values, hopes, and ideals.

A) inspirational
B) apprising
C) personal
D) consultation

Question 61

In general, research findings indicate that effective leaders rely on their position power more than on their personal power.

Question 62

When using coercive power it is sometimes important to establish credibility by demonstrating the will and ability to cause unpleasant consequences for the target person.

Question 63

Saying that you are in a difficult situation and would really appreciate the person's help is an example of which tactic?

A) ingratiation
B) personal appeal
C) pressure
D) exchange

Question 64

For influence attempts that address simple, routine requests, compliance may be all that is necessary to accomplish the agent's task objectives.

Question 65

Explaining that your request is consistent with office rules and policies is an example of the ________ tactic.

A) apprising
B) pressure
C) coalition
D) legitimating

Question 66

Which of the following is NOT one of the core tactics?

A) rational persuasion
B) consultation
C) pressure
D) apprising

Question 67

________ persuasion is more likely to be used when the agent has expert power that includes the knowledge to explain why a request is important and feasible.

A) Rational
B) Pressure
C) Legitimating
D) Exchange

Question 68

The type of power MOST likely to enhance the effectiveness of exchange is referent power.

Question 69

Asking for suggestions on how to improve a tentative proposal is an example of which core tactic?

A) consultation
B) inspirational appeal
C) rational persuasion
D) apprising

Question 70

An agent with strong ________ power may be more successful in gaining compliance with a simple request, even though no pressure or exchange tactics are used.

A) legitimate
B) expert
C) referent
D) coercive

Question 71

Instrumental compliance is a type of influence process where the target person imitates the agent's behavior or adopts the same attitudes to please the agent and to be like the agent.

Question 72

The outcome is called resistance when the target person is willing to carry out a request but is apathetic rather than enthusiastic about it and will make only a minimal effort.

Question 73

Political tactics are used to influence how important decisions are made in an organization.

Question 74

Using political tactics to increase power or protect existing power sources is called institutionalization of power.

Question 75

Which type of influence attempt is LEAST likely to be effective?

A) rational persuasion
B) inspirational appeal
C) apprising
D) legitimating tactic

Question 76

Which of the following is an example of the coalition tactic?

A) mentioning the names of others who endorse a proposal when asking the person to support it
B) pointing out that your request is consistent with a prior agreement
C) keep asking the person in a persistent way to say yes to a request
D) saying that there is nobody more qualified to do a task

Question 77

Explaining how a person's career may be helped by doing a task for you is called an exchange tactic.

Question 78

Ingratiation is used more for initial requests than for follow-up attempts.

Question 79

Most of the tactics used for proactive influence attempts ________.

A) cannot be used to resist a request made by a boss
B) can be used to modify a request made by a subordinate
C) should never be used with clients
D) may be used to resist or modify a request, but only if the same form of the tactic is used

Question 80

If two or more different tactics are combined, ________.

A) an influence attempt will fail
B) an influence attempt is less likely to be successful
C) an influence attempt is more likely to succeed
D) the results of an influence attempt are not affected by the compatibility of the chosen tactics