Question 1

Define the need for power.

Accepted Answer

People vary in their motivation to influ...

Question 2

There is a strong tendency for people to resort to _____ whenever they have an advantage in clout if other tactics fail to get results.

Accepted Answer

A)  exchanges
B)  ingratiation
C)  legitimizing tactics
D)  rational appealsE) A) and B)
F) A) and C)

Question 3

Rational tactics are used by people typically when

Accepted Answer

A)  they are at a disadvantage.
B)  an influencer has the upper hand.
C)  when the other person's behavior violates important norms.
D)  the benefits are organizational as well as personal.E) A) and B)
F) A) and C)

Question 4

Influence is

Accepted Answer

A)  the potential to influence others.
B)  the capacity to produce effects on others.
C)  the degree of actual change in a target person's values.
D)  attributed to others on the basis of influence tactics they use.E) C) and D)
F) B) and D)

Question 5

Influence tactics refer to one person's actual behaviors designed to change another person's attitudes, beliefs, values or behaviors.

Accepted Answer

A) True 
 B)False

Question 6

A politician's advisor explains how demographic changes in the politician's district make it important for the politician to spend relatively more time in the district seeing constituents than she has needed to in the recent past. This is an example of

Accepted Answer

A)  ingratiation.
B)  an inspirational appeal.
C)  a consultation.
D)  a rational persuasion.E) A) and C)
F) A) and B)

Question 7

Many aspects of office arrangements can affect a leader's or follower's power. Which of the following statements is true in relation to this?

Accepted Answer

A)  Specific seating arrangements at circular tables do not affect participants' interactions.
B)  Rectangular tables facilitate communication.
C)  Individuals sitting at the ends of rectangular tables often wield more power.
D)  Rectangular tables minimize status differentials.E) B) and D)
F) A) and D)

Question 8

Write a short discussion on the different influence tactics as assessed by the IBQ.

Accepted Answer

The IBQ is designed to assess nine types...

Question 9

People typically use ingratiation when

Accepted Answer

A)  the other person's behavior violates important norms.
B)  when an influencer anticipates resistance.
C)  they will personally benefit if the attempt is successful.
D)  when resistance is not anticipated.E) None of the above
F) A) and B)

Question 10

Expert power involves the authority granted by the organization to the leader in order to influence others.

Accepted Answer

A) True 
 B)False

Question 11

Reward power is the ability to control benefits and desired resources.

Accepted Answer

A) True 
 B)False

Question 12

Coalition tactics

Accepted Answer

A)  are used when agents seek the aid of others to influence the target.
B)  occur when agents ask targets to participate in planning an activity.
C)  occur when the agent attempts to get you in a good mood before making a request.
D)  are used when agents ask another to do a favor out of friendship.E) None of the above
F) A) and B)

Question 13

Describe motivation to manage in terms of six composites.

Accepted Answer

Motivation to manage has six composites:...

Question 14

When a minister makes an impassioned plea to members of his congregation about the good works which could be accomplished if a proposed addition to the church were built, he is

Accepted Answer

A)  making a personal appeal.
B)  making an inspirational appeal.
C)  making a rational persuasion.
D)  using ingratiation.E) All of the above
F) A) and B)

Question 15

A judge who gives a convicted prisoner a suspended sentence but tells him to consider the suspension a "sword hanging over your head" if he breaks the law again is using

Accepted Answer

A)  legitimizing tactics.
B)  coalition tactics.
C)  pressure tactics.
D)  rational persuasion.E) B) and C)
F) A) and C)

Exam 4: Power and Influence

There is a strong tendency for people to resort to _____ whenever they have an advantage in clout if other tactics fail to get results.

Correct Answer
verified

Write a short discussion on the different influence tactics as assessed by the IBQ.

Correct Answer
verified
The IBQ is designed to assess nine types...
View Answer

Reward power is the ability to control benefits and desired resources.

Correct Answer
verified

Influence is

Correct Answer
verified

A politician's advisor explains how demographic changes in the politician's district make it important for the politician to spend relatively more time in the district seeing constituents than she has needed to in the recent past. This is an example of

Correct Answer
verified

Influence tactics refer to one person's actual behaviors designed to change another person's attitudes, beliefs, values or behaviors.

Correct Answer
verified

Define the need for power.

Correct Answer
verified
People vary in their motivation to influ...
View Answer

Expert power involves the authority granted by the organization to the leader in order to influence others.

Correct Answer
verified

People typically use ingratiation when

Correct Answer
verified

A judge who gives a convicted prisoner a suspended sentence but tells him to consider the suspension a "sword hanging over your head" if he breaks the law again is using

Correct Answer
verified

Rational tactics are used by people typically when

Correct Answer
verified

When a minister makes an impassioned plea to members of his congregation about the good works which could be accomplished if a proposed addition to the church were built, he is

Correct Answer
verified

Describe motivation to manage in terms of six composites.

Correct Answer
verified
Motivation to manage has six composites:...
View Answer

Many aspects of office arrangements can affect a leader's or follower's power. Which of the following statements is true in relation to this?

Correct Answer
verified

Coalition tactics

Correct Answer
verified

Exam 4: Power and Influence

There is a strong tendency for people to resort to _____ whenever they have an advantage in clout if other tactics fail to get results.

Correct AnswerverifiedShow Answer

Write a short discussion on the different influence tactics as assessed by the IBQ.

Correct AnswerverifiedThe IBQ is designed to assess nine types...View AnswerShow Answer

Reward power is the ability to control benefits and desired resources.

Correct AnswerverifiedShow Answer

Influence is

Correct AnswerverifiedShow Answer

A politician's advisor explains how demographic changes in the politician's district make it important for the politician to spend relatively more time in the district seeing constituents than she has needed to in the recent past. This is an example of

Correct AnswerverifiedShow Answer

Influence tactics refer to one person's actual behaviors designed to change another person's attitudes, beliefs, values or behaviors.

Correct AnswerverifiedShow Answer

Define the need for power.

Correct AnswerverifiedPeople vary in their motivation to influ...View AnswerShow Answer

Expert power involves the authority granted by the organization to the leader in order to influence others.

Correct AnswerverifiedShow Answer

People typically use ingratiation when

Correct AnswerverifiedShow Answer

A judge who gives a convicted prisoner a suspended sentence but tells him to consider the suspension a "sword hanging over your head" if he breaks the law again is using

Correct AnswerverifiedShow Answer

Rational tactics are used by people typically when

Correct AnswerverifiedShow Answer

When a minister makes an impassioned plea to members of his congregation about the good works which could be accomplished if a proposed addition to the church were built, he is

Correct AnswerverifiedShow Answer

Describe motivation to manage in terms of six composites.

Correct AnswerverifiedMotivation to manage has six composites:...View AnswerShow Answer

Many aspects of office arrangements can affect a leader's or follower's power. Which of the following statements is true in relation to this?

Correct AnswerverifiedShow Answer

Coalition tactics

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
The IBQ is designed to assess nine types...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
People vary in their motivation to influ...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
Motivation to manage has six composites:...
View Answer

Correct Answer
verified

Correct Answer
verified