Question 1

Politically savvy people understand that _____.

Accepted Answer

A)  timing matters 
B)  it is important to adjust their behavior to the styles of others 
C)  they should read a situation before jumping into it 
D)  all of the above are important

Question 2

According to the research cited in this chapter,most people tend to make decisions based on a careful analysis of all available information.

Accepted Answer

A) True 
 B)False

Question 3

People who work in routine jobs that require limited judgment are more easily replaced than people who have autonomy over how their work is done.

Accepted Answer

A) True 
 B)False

Question 4

You are more likely to be influenced by your best friend than you are to be influenced by a stranger. This is an example of the power of _____.

Accepted Answer

A)  scarcity 
B)  authority 
C)  liking 
D)  commitment

Question 5

The _____ rule works because humans engage in "now or never" thinking.

Accepted Answer

A)  reciprocation 
B)  consistency 
C)  authority 
D)  scarcity

Question 6

Power can be gained and used either ethically or unethically. What is the p rimary difference between ethical and unethical power,and what steps should you take to gain and use power ethically?

Accepted Answer

The answer of Power can be gained and used either...

Question 7

The person with this Social Style emphasizes competitiveness,the bottom line,and speed.

Accepted Answer

A)  analytic 
B)  driver 
C)  amiable 
D)  expressive

Question 8

People often base their perceptions of authority on _____.

Accepted Answer

A)  titles 
B)  style of dress 
C)  use of language 
D)  all of the above

Question 9

Using cognitive shortcuts _____.

Accepted Answer

A)  sometimes helps us make good decisions and sometimes doesn't 
B)  always helps us make good decisions 
C)  never helps us make good decisions 
D)  helps us make better decisions when we're under stress

Question 10

One key to using the scarcity rule in influence attempts is to highlight exclusive information.

Accepted Answer

A) True 
 B)False

Question 11

Robert Cialdini says that "people live up to what they have written down." This illustrates the power of _____.

Accepted Answer

A)  authority 
B)  commitment 
C)  scarcity 
D)  reciprocity

Question 12

You are having a conversation with your best friend. Your friend says "If you'll help me with my homework this week,I'll take you to the movies on Saturday." In this situation,your friend is trying to use _____ to influence your behavior.

Accepted Answer

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

Question 13

Some forms of political behavior can increase innovation in organizations.

Accepted Answer

A) True 
 B)False

Question 14

Politically savvy people draw on all of the following resources except _____.

Accepted Answer

A)  personal resources 
B)  relational resources 
C)  structural resources 
D)  integral resources

Question 15

According to Cialdini,someone who follows a manager's directions because that person is a manager is being influenced by authority.

Accepted Answer

A) True 
 B)False

Question 16

All of the following are ways of minimizing dysfunctional organizational politics except _____.

Accepted Answer

A)  providing clear goals and performance measures 
B)  using a systematic and transparent process for making organizational decisions 
C)  de-emphasizing the communication of bad news because organizational members should stay positive 
D)  encouraging critical thinking

Question 17

Certain words can act as triggers,which can influence behavior and cause people to mindlessly comply with requests.

Accepted Answer

A) True 
 B)False

Question 18

You are trying to convince someone to invest in a new venture because "everyone is doing it." What should you do to maximize your influence attempt?

Accepted Answer

A)  Show potential investors a list of the other people investing in your business. 
B)  Obtain testimonials from people who have previously invested in your businesses. 
C)  Show potential investors how much money others have earned by investing in your businesses. 
D)  All of the above.

Question 19

A new student walks into a classroom and sees a professor standing at the front of the room behind a podium. In this situation,the fact that the professor is standing at the front of the room behind the podium serves as _____ to induce compliance on the part of the student.

Accepted Answer

A)  moderator 
B)  eliminator 
C)  trigger 
D)  server

Question 20

People who have a driver Social Style tend to emphasize speed.

Accepted Answer

A) True 
 B)False

Exam 5: Gaining and Using Sustainable, Ethical Power and Influence

Politically savvy people understand that _____.

According to the research cited in this chapter,most people tend to make decisions based on a careful analysis of all available information.

People who work in routine jobs that require limited judgment are more easily replaced than people who have autonomy over how their work is done.

You are more likely to be influenced by your best friend than you are to be influenced by a stranger. This is an example of the power of _____.

The _____ rule works because humans engage in "now or never" thinking.

Power can be gained and used either ethically or unethically. What is the p rimary difference between ethical and unethical power,and what steps should you take to gain and use power ethically?

The person with this Social Style emphasizes competitiveness,the bottom line,and speed.

People often base their perceptions of authority on _____.

Using cognitive shortcuts _____.

One key to using the scarcity rule in influence attempts is to highlight exclusive information.

Robert Cialdini says that "people live up to what they have written down." This illustrates the power of _____.

You are having a conversation with your best friend. Your friend says "If you'll help me with my homework this week,I'll take you to the movies on Saturday." In this situation,your friend is trying to use _____ to influence your behavior.

Some forms of political behavior can increase innovation in organizations.

Politically savvy people draw on all of the following resources except _____.

According to Cialdini,someone who follows a manager's directions because that person is a manager is being influenced by authority.

All of the following are ways of minimizing dysfunctional organizational politics except _____.

Certain words can act as triggers,which can influence behavior and cause people to mindlessly comply with requests.

You are trying to convince someone to invest in a new venture because "everyone is doing it." What should you do to maximize your influence attempt?

A new student walks into a classroom and sees a professor standing at the front of the room behind a podium. In this situation,the fact that the professor is standing at the front of the room behind the podium serves as _____ to induce compliance on the part of the student.

People who have a driver Social Style tend to emphasize speed.