Question 1

All of the following are negative consequences of a subordinate having control over operating information EXCEPT ________.

Accepted Answer

A)  magnifying one's accomplishments 
B)  covering up mistakes 
C)  interpreting complex analyses of operating information 
D)  exaggerating the amount of expertise and resources needed to do one's work 
A)  magnifying one's accomplishments 
B)  covering up mistakes 
C)  interpreting complex analyses of operating information 
D)  exaggerating the amount of expertise and resources needed to do one's work

Question 2

In large organizations, the effectiveness of managers depends on influence over superiors and peers, but not influence over subordinates.

Accepted Answer

A) True 
 B)False

Question 3

Which is the MOST important evidence of expertise?

Accepted Answer

A)  displaying diplomas 
B)  attending workshops 
C)  winning awards 
D)  making good decisions 
A)  displaying diplomas 
B)  attending workshops 
C)  winning awards 
D)  making good decisions

Question 4

Innovation ________.

Accepted Answer

A)  by a leader is a win-win situation 
B)  that is successful will lead to credit for subordinates, not the leader 
C)  that fails will result in loss of status for a leader 
D)  is accepted but not expected of leaders 
A)  by a leader is a win-win situation 
B)  that is successful will lead to credit for subordinates, not the leader 
C)  that fails will result in loss of status for a leader 
D)  is accepted but not expected of leaders

Question 5

Can influence tactics be used to resist influence attempts? Explain why or why not.

Accepted Answer

Student answers may vary. Most of the ta

Question 6

The status and influence accorded an emergent leader depends primarily on the leader's ________.

Accepted Answer

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

Question 7

Over the last two centuries, there has been a general decline in use of ________ power by most types of leaders.

Accepted Answer

A)  reward 
B)  coercive 
C)  referent 
D)  expert 
A)  reward 
B)  coercive 
C)  referent 
D)  expert

Question 8

Which of the following is NOT an example of a political tactic?

Accepted Answer

A)  influencing the agenda for meetings to include your issues 
B)  influencing decision makers to use criteria that will bias decisions in your favor 
C)  changing the procedures used for a current task 
D)  selecting decision makers who will promote and defend your interests 
A)  influencing the agenda for meetings to include your issues 
B)  influencing decision makers to use criteria that will bias decisions in your favor 
C)  changing the procedures used for a current task 
D)  selecting decision makers who will promote and defend your interests

Question 9

Instrumental compliance is a type of influence process where the target person imitates the agent's behavior or adopts the same attitudes to please the agent and to be like the agent.

Accepted Answer

A) True 
 B)False

Question 10

Which influence tactic is used more often in attempts to influence superiors than in attempts to influence subordinates?

Accepted Answer

A)  pressure 
B)  coalition 
C)  exchange 
D)  legitimating 
A)  pressure 
B)  coalition 
C)  exchange 
D)  legitimating

Question 11

All of the following are ways that an agent tries to protect expert power EXCEPT ________.

Accepted Answer

A)  permanently solving a problem 
B)  keeping procedures shrouded in mystery 
C)  using technical jargon to make a task seem more complex 
D)  destroying alternate sources of information about task procedures 
A)  permanently solving a problem 
B)  keeping procedures shrouded in mystery 
C)  using technical jargon to make a task seem more complex 
D)  destroying alternate sources of information about task procedures

Question 12

________ usually involves an impersonal trade of unrelated benefits, whereas ________ usually involves a joint effort to accomplish the same task.

Accepted Answer

A)  Collaboration; exchange 
B)  Exchange; collaboration 
C)  Ingratiation; exchange 
D)  Exchange; ingratiation 
A)  Collaboration; exchange 
B)  Exchange; collaboration 
C)  Ingratiation; exchange 
D)  Exchange; ingratiation

Question 13

How can one gain and use referent power?

Accepted Answer

Student answers may vary. Referent power

Question 14

________ power is the perception by the target person that an agent can provide important resources and remunerations desired by the target person.

Accepted Answer

A)  Reward 
B)  Referent 
C)  Expert 
D)  Legitimate 
A)  Reward 
B)  Referent 
C)  Expert 
D)  Legitimate

Question 15

Which influence tactic is used MOST frequently in organizations?

Accepted Answer

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

Question 16

Rational persuasion is a flexible tactic that can be used for most influence attempts and target persons.

Accepted Answer

A) True 
 B)False

Question 17

Ingratiation is used more for initial requests than for follow-up attempts.

Accepted Answer

A) True 
 B)False

Question 18

Using political tactics to increase power or protect existing power sources is called institutionalization of power.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following is NOT one of the three factors upon which the power of a subunit depends, according to strategic contingencies theory?

Accepted Answer

A)  the extent to which the subunit's expertise is unique rather than substitutable 
B)  expertise in coping with important problems 
C)  demonstrated competency and contribution to the attainment of shared objectives 
D)  centrality of the subunit within the workflow 
A)  the extent to which the subunit's expertise is unique rather than substitutable 
B)  expertise in coping with important problems 
C)  demonstrated competency and contribution to the attainment of shared objectives 
D)  centrality of the subunit within the workflow

Question 20

Which of the following is an example of the coalition tactic?

Accepted Answer

A)  mentioning the names of others who endorse a proposal when asking the person to support it 
B)  pointing out that your request is consistent with a prior agreement 
C)  keep asking the person in a persistent way to say yes to a request 
D)  saying that there is nobody more qualified to do a task 
A)  mentioning the names of others who endorse a proposal when asking the person to support it 
B)  pointing out that your request is consistent with a prior agreement 
C)  keep asking the person in a persistent way to say yes to a request 
D)  saying that there is nobody more qualified to do a task

All of the following are negative consequences of a subordinate having control over operating information EXCEPT ________.

In large organizations, the effectiveness of managers depends on influence over superiors and peers, but not influence over subordinates.

Which is the MOST important evidence of expertise?

Innovation ________.

Can influence tactics be used to resist influence attempts? Explain why or why not.

The status and influence accorded an emergent leader depends primarily on the leader's ________.

Over the last two centuries, there has been a general decline in use of ________ power by most types of leaders.

Which of the following is NOT an example of a political tactic?

Instrumental compliance is a type of influence process where the target person imitates the agent's behavior or adopts the same attitudes to please the agent and to be like the agent.

Which influence tactic is used more often in attempts to influence superiors than in attempts to influence subordinates?

All of the following are ways that an agent tries to protect expert power EXCEPT ________.

usually involves an impersonal trade of unrelated benefits, whereas usually involves a joint effort to accomplish the same task.

How can one gain and use referent power?

________ power is the perception by the target person that an agent can provide important resources and remunerations desired by the target person.

Which influence tactic is used MOST frequently in organizations?

Rational persuasion is a flexible tactic that can be used for most influence attempts and target persons.

Ingratiation is used more for initial requests than for follow-up attempts.

Using political tactics to increase power or protect existing power sources is called institutionalization of power.

Which of the following is NOT one of the three factors upon which the power of a subunit depends, according to strategic contingencies theory?

Which of the following is an example of the coalition tactic?

The Nature of Leadership

Leadership Behavior

Leadership Situation

Decision Making and Empowerment by Leaders

Leading Change and Innovation

Leader Traits and Skills

Charismatic and Transformational Leadership

Value-Based and Ethical Leadership

Dyadic Relations and Followers

Leadership in Teams and Decision Groups

Strategic Leadership

Cross-Cultural Leadership and Diversity

Developing Leadership Skills

Overview and Integration

Filters

Exam 6: Power and Influence Tactics

All of the following are negative consequences of a subordinate having control over operating information EXCEPT ________.

In large organizations, the effectiveness of managers depends on influence over superiors and peers, but not influence over subordinates.

Which is the MOST important evidence of expertise?

Innovation ________.

Can influence tactics be used to resist influence attempts? Explain why or why not.

The status and influence accorded an emergent leader depends primarily on the leader's ________.

Over the last two centuries, there has been a general decline in use of ________ power by most types of leaders.

Which of the following is NOT an example of a political tactic?

Instrumental compliance is a type of influence process where the target person imitates the agent's behavior or adopts the same attitudes to please the agent and to be like the agent.

Which influence tactic is used more often in attempts to influence superiors than in attempts to influence subordinates?

All of the following are ways that an agent tries to protect expert power EXCEPT ________.

________ usually involves an impersonal trade of unrelated benefits, whereas ________ usually involves a joint effort to accomplish the same task.

How can one gain and use referent power?

________ power is the perception by the target person that an agent can provide important resources and remunerations desired by the target person.

Which influence tactic is used MOST frequently in organizations?

Rational persuasion is a flexible tactic that can be used for most influence attempts and target persons.

Ingratiation is used more for initial requests than for follow-up attempts.

Using political tactics to increase power or protect existing power sources is called institutionalization of power.

Which of the following is NOT one of the three factors upon which the power of a subunit depends, according to strategic contingencies theory?

Which of the following is an example of the coalition tactic?

The Nature of Leadership

Leadership Behavior

Leadership Situation

Decision Making and Empowerment by Leaders

Leading Change and Innovation

Leader Traits and Skills

Charismatic and Transformational Leadership

Value-Based and Ethical Leadership

Dyadic Relations and Followers

Leadership in Teams and Decision Groups

Strategic Leadership

Cross-Cultural Leadership and Diversity

Developing Leadership Skills

Overview and Integration

Filters

usually involves an impersonal trade of unrelated benefits, whereas usually involves a joint effort to accomplish the same task.