Exam 6: Power and Influence Tactics

In general, research findings indicate that effective leaders rely on their position power more than on their personal power.

An agent with strong ________ power may be more successful in gaining compliance with a simple request, even though no pressure or exchange tactics are used.

Even when the conditions are favorable for using rewards, they seldom motivate someone to put forth extra effort beyond what is required to complete the task and get the reward.

When relying on referent power as a source of influence, it is important to ensure that the target person understands how important a request is for you.

Most of the tactics used for proactive influence attempts ________.

A polite request is less effective than an arrogant demand, because it does not emphasize a status gap or imply target dependence on the agent.

Why do you believe that the use of coercive power is declining?

If two or more different tactics are combined, ________.

Explaining how a person's career may be helped by doing a task for you is called an exchange tactic.

In order to foster a more satisfying relationship in terms of mutual loyalty and friendship, rewards should be ________.

Power is a dynamic variable that changes as conditions change.

When an agent clearly has much more relevant expertise than target persons, ________.

Refusing to carry out a request and trying to persuade the agent to withdraw or change are associated with ________.

Reward power depends ________.

What is role modeling?

________ persuasion is more likely to be used when the agent has expert power that includes the knowledge to explain why a request is important and feasible.

Exercising legitimate power by using a polite request ________.

A(n) ________ appeal is an attempt to develop enthusiasm and commitment by arousing strong emotions and linking a request or proposal to a person's needs, values, hopes, and ideals.

Giving compliments, doing unsolicited favors, acting deferential and respectful, and acting especially friendly and helpful before making a request are examples of ________.

It is not feasible for a manager to use more than one direct influence tactic at the same time or in a sequence.