Deck 8: Power and Influence

Question 1

The status and influence accorded an emergent leader depends primarily on:

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

Answer 1

D

Question 2

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

Answer 2

D

Question 3

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

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

Answer 3

A

Question 4

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 5

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

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

Question 6

What kind of power is dependent upon friendship and trust?

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

Question 7

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 8

Which influence tactic is used most frequently in organizations?

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

Question 9

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 10

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 11

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 12

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 13

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

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

Question 14

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

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

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 to 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 influence tactic is least likely to result in target commitment?

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