Question 1

Balance theory explains that when you express a positive attitude toward another person, you expect

Accepted Answer

A)   that your motives could arouse suspicion.
B)   a neutral attitude in return.
C)   an negative attitude in return.
D)   a positive attitude in return. D

Question 2

A straightforward example of ingratiating behavior is to praise the target.

Accepted Answer

A) True 
 B)False  True

Question 3

A study showed that subordinates who reported using more ingratiation were perceived by their managers as using less ingratiation when the subordinates

Accepted Answer

A)   had good political skill.
B)   had poor political skills.
C)   were the same sex as the manager.
D)   were the opposite sex of the manager. A

Question 4

A finding from a minimum of two studies is that women tend to engage in more ingratiating tactics than do men.

Accepted Answer

A) True 
 B)False

Question 5

One reason that ingratiation works so well as a tactic of impression management is that most people have a strong need to be liked, much like the need for recognition.

Accepted Answer

A) True 
 B)False

Question 6

An example of an ingratiating statement made to a boss would be, "You are beginning to show your age a little, but not to worry. I know a Botox specialist who will get you back looking better than ever."

Accepted Answer

A) True 
 B)False

Question 7

So long as you make strong ingratiating statements toward another person, having good political skill is not so important.

Accepted Answer

A) True 
 B)False

Question 8

Julie engages in impression management by enhancement of others when she says to her boss

Accepted Answer

A)   "I am in top form today."
B)   "You look to be in top form today."
C)   "I just received a great thank-you note from a major customer."
D)   "The world is getting much better today."

Question 9

Insincere flattery tends to be more effective than sincere flattery as a technique of enhancing others because the sincere flatterer is too limited in terms of what can be said.

Accepted Answer

A) True 
 B)False

Question 10

A study with members of the board of directors showed that ingratiation is too transparent a tactic to influence CEOs who are also board members themselves.

Accepted Answer

A) True 
 B)False

Question 11

A study indicated that workers who perceive themselves to have a high technical orientation prefer to be praised and flattered lavishly, often in terms such as "fabulous," and "incredible job."

Accepted Answer

A) True 
 B)False

Question 12

Which one of the following statements is not recommended as a way of delivering flattery?

Accepted Answer

A)   Focus on a legitimate accomplishment of the target.
B)   Give the same compliment to everyone to avoid favoritism.
C)   Compliment something of relatively minor importance to the target, just to be safe.
D)   Provide positive feedback by giving the person a straightforward declaration of what he or she did right.

Question 13

Five licensed practical nurses (LPNs) are assigned to a hospital ward; four are women and one is a man. The nursing supervisor commits a micro-inequity when she says to a visiting financial contributor to the hospital,

Accepted Answer

A)   "You will find that LPNs are among the most caring in the nursing field."
B)   "Our LPNs are as good as doctors when it comes to devotion to duty."
C)   "Our LPNs are as good as RNs (registered nurses)  when it comes to devotion to duty."
D)   "Any patient on our ward will receive the loving care a woman devoted to nursing is capable of giving."

Question 14

According to the law of attraction, the greater the proportion of attitudes shared by two people, the

Accepted Answer

A)   less reason they will have to please each other.
B)   less the will be attracted to each other.
C)   more they will conflict with each other.
D)   more they will like each other.

Question 15

A study found that ingratiation toward a fellow director increases the chances that the first director will

Accepted Answer

A)   be perceived as too political to be recommended for a board appointment.
B)   be reprimanded for attempting to exert too much influence for being nominated to a board.
C)   not receive a board appointment to a board on which the fellow director serves.
D)   receive a board appointment to a board on which the fellow director serves.

Question 16

An organizational actor who is politically correct enhances the target because the target is

Accepted Answer

A)   not diminished because of a demographic characteristic.
B)   likely to feel pride because a demographic characteristic is brought to his or her attention.
C)   poked fun at in a good-natured way.
D)   less insulted than he or she has been in the past.

Question 17

A study with members of the board of directors found that directors could lower the advantage of having an elite background for receiving board appointments by engaging in more ingratiation.

Accepted Answer

A) True 
 B)False

Question 18

Melody engages in opinion conformity when she says to her boss,

Accepted Answer

A)   "Your budget analysis makes a lot of sense to me."
B)   "Your budget analysis would make more sense if it had more depth."
C)   "I may be a conformist, but I think that a company must earn a profit."
D)   "If you were part of my generation, you would conform more to my thinking."

Question 19

Mixing occasional light criticism with your flattery tends to be effective because

Accepted Answer

A)   most targets have an element of self-hatred.
B)   most people have low self-confidence.
C)   very few people are self-centered.
D)   offering a little criticism adds to your credibility.

Question 20

One problem with humor as a tactic for enhancing others is that it may be perceived as more manipulative that tactics such as doing favors for the audience or complimenting their behavior.

Accepted Answer

A) True 
 B)False

Exam 6: Being Impressive by Making Others Feel Good

Balance theory explains that when you express a positive attitude toward another person, you expect

A straightforward example of ingratiating behavior is to praise the target.

A study showed that subordinates who reported using more ingratiation were perceived by their managers as using less ingratiation when the subordinates

A finding from a minimum of two studies is that women tend to engage in more ingratiating tactics than do men.

One reason that ingratiation works so well as a tactic of impression management is that most people have a strong need to be liked, much like the need for recognition.

An example of an ingratiating statement made to a boss would be, "You are beginning to show your age a little, but not to worry. I know a Botox specialist who will get you back looking better than ever."

So long as you make strong ingratiating statements toward another person, having good political skill is not so important.

Julie engages in impression management by enhancement of others when she says to her boss

Insincere flattery tends to be more effective than sincere flattery as a technique of enhancing others because the sincere flatterer is too limited in terms of what can be said.

A study with members of the board of directors showed that ingratiation is too transparent a tactic to influence CEOs who are also board members themselves.

A study indicated that workers who perceive themselves to have a high technical orientation prefer to be praised and flattered lavishly, often in terms such as "fabulous," and "incredible job."

Which one of the following statements is not recommended as a way of delivering flattery?

Five licensed practical nurses (LPNs) are assigned to a hospital ward; four are women and one is a man. The nursing supervisor commits a micro-inequity when she says to a visiting financial contributor to the hospital,

According to the law of attraction, the greater the proportion of attitudes shared by two people, the

A study found that ingratiation toward a fellow director increases the chances that the first director will

An organizational actor who is politically correct enhances the target because the target is

A study with members of the board of directors found that directors could lower the advantage of having an elite background for receiving board appointments by engaging in more ingratiation.

Melody engages in opinion conformity when she says to her boss,

Mixing occasional light criticism with your flattery tends to be effective because

One problem with humor as a tactic for enhancing others is that it may be perceived as more manipulative that tactics such as doing favors for the audience or complimenting their behavior.