Exam 6: Power and Influence Tactics

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

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

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

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

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

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

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.

What are some limitations of expert power?

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

Managers usually have much more reward power over ________.

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

Proactive influence tactics are always needed in an influence attempt.

Personal power includes ________.

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

The exchange tactic ________.

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

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

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

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

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