Question 1

According to the halo effect, which of the following will you assume about someone if they are attractive and likable?

Accepted Answer

A)  Neurotic 
B)  Conceited 
C)  Intelligent 
D)  Introverted 
A)  Neurotic 
B)  Conceited 
C)  Intelligent 
D)  Introverted C

Question 2

Eric is the statistics whiz on your team, and everyone on your team has informally agreed that Eric should run all the stats for your research and presentations while the rest of you take on a larger share of the other project parts. You are likely to help Eric anytime he asks for help, but you don't always put in that extra effort for your other team members. What combination of persuasion tactic and power source explains your willingness to help Eric anytime he asks?

Accepted Answer

A)  Expertise/Consistency 
B)  Experience/Social proof 
C)  Autonomy/Scarcity 
D)  Relevance/Reciprocity 
A)  Expertise/Consistency 
B)  Experience/Social proof 
C)  Autonomy/Scarcity 
D)  Relevance/Reciprocity D

Question 3

When shopping in a retail store, a very loud alarm goes off. You look around and see that no one is panicking, not even the employees, so you decide that it must be a false alarm and continue shopping. What helps explain your conclusion?

Accepted Answer

A)  Authority 
B)  Reciprocity 
C)  Social proof 
D)  Scarcity 
A)  Authority 
B)  Reciprocity 
C)  Social proof 
D)  Scarcity C

Question 4

How are social power and persuasion tactics related?

Accepted Answer

A)  Social power provides the basis for persuasion tactics 
B)  Social power only provides leverage for the social persuasion tactics 
C)  Social power is the ability to effectively use persuasion tactics 
D)  Social power comes from position and persuasion tactics 
A)  Social power provides the basis for persuasion tactics 
B)  Social power only provides leverage for the social persuasion tactics 
C)  Social power is the ability to effectively use persuasion tactics 
D)  Social power comes from position and persuasion tactics

Question 5

If you want to increase your ability to influence others, what type of power should you focus on improving?

Accepted Answer

A)  Social power 
B)  Positional power 
C)  Personal power 
D)  Autonomic power 
A)  Social power 
B)  Positional power 
C)  Personal power 
D)  Autonomic power

Question 6

Who can have authority over you?

Accepted Answer

A)  Your teammate 
B)  Your subordinate 
C)  Your direct supervisor 
D)  All of the above 
A)  Your teammate 
B)  Your subordinate 
C)  Your direct supervisor 
D)  All of the above

Question 7

Impression management involves controlling the influence process to impact ideas formed about all of the following except a(n)________.

Accepted Answer

A)  event 
B)  person 
C)  idea 
D)  None of the above 
A)  event 
B)  person 
C)  idea 
D)  None of the above

Question 8

Which of the following is not a primary factor in an individual's choice to exert influence?

Accepted Answer

A)  Nature of the influence target 
B)  Objectives one wants to achieve 
C)  Impression one wants to convey 
D)  One's ability to influence 
A)  Nature of the influence target 
B)  Objectives one wants to achieve 
C)  Impression one wants to convey 
D)  One's ability to influence

Question 9

Organizational politics includes all of the following except ________.

Accepted Answer

A)  Using influence 
B)  Behavior performed by people in organizations 
C)  Behavior based on legitimate power 
D)  Behavior based on social power designed to get one's way 
A)  Using influence 
B)  Behavior performed by people in organizations 
C)  Behavior based on legitimate power 
D)  Behavior based on social power designed to get one's way

Question 10

Which of the following would not be a good combination of a persuasion tactic and source of power?

Accepted Answer

A)  Experience/Social proof 
B)  Attractiveness/Liking 
C)  Relevance/Autonomy 
D)  Formal authority/Authority 
A)  Experience/Social proof 
B)  Attractiveness/Liking 
C)  Relevance/Autonomy 
D)  Formal authority/Authority

Question 11

What is the best way to maximize the effectiveness of influence?

Accepted Answer

A)  Combine authority with social proof 
B)  Utilize social proof in organizational politics 
C)  Utilize impression management to create social proof 
D)  Combine persuasion tactics with sources of power 
A)  Combine authority with social proof 
B)  Utilize social proof in organizational politics 
C)  Utilize impression management to create social proof 
D)  Combine persuasion tactics with sources of power

Question 12

What is a requirement for all persuasion tactics?

Accepted Answer

A)  They only take place in workplaces with politics 
B)  Position power determines the persuasion tactics 
C)  There has to be a target of influence 
D)  An alternate agenda guides influence 
A)  They only take place in workplaces with politics 
B)  Position power determines the persuasion tactics 
C)  There has to be a target of influence 
D)  An alternate agenda guides influence

Question 13

In what way is motivation involved in social proof?

Accepted Answer

A)  Those with extrinsic motivation persuade others effectively 
B)  Those with intrinsic motivation are highly vulnerable to persuasion 
C)  People are motivated to follow the crowd even when they know for certain that the group is making the wrong choice 
D)  In social proof, people look to others' actions when they aren't motivated or don't have the time to carefully think about what to do and follow the crowd 
A)  Those with extrinsic motivation persuade others effectively 
B)  Those with intrinsic motivation are highly vulnerable to persuasion 
C)  People are motivated to follow the crowd even when they know for certain that the group is making the wrong choice 
D)  In social proof, people look to others' actions when they aren't motivated or don't have the time to carefully think about what to do and follow the crowd

Question 14

When individuals in organizations choose to exert influence they consider three main factors.  Which of the following is not one of the factors individuals consider when choosing to exert influence?

Accepted Answer

A)  Desired objective of exerting influence 
B)  Cost/benefit of exerting influence 
C)  Characteristics of the target of influence 
D)  Impression to be made by exerting influence 
A)  Desired objective of exerting influence 
B)  Cost/benefit of exerting influence 
C)  Characteristics of the target of influence 
D)  Impression to be made by exerting influence

Question 15

An organization is ramping up efforts to increase the health and well-being of their employees in several different ways like training sessions, access to online resources, and posting fliers. In the break room, there is a poster with a statement explaining the campaign and lines below where employees can voluntarily sign to signify they will adopt more healthy behaviors. Sarah and Rick are two employees in particular who are excited to become healthier. Rick decides to sign the poster but Sarah doesn't. What is the likely outcome?

Accepted Answer

A)  Rick and Sarah will equally adopt healthier behaviors 
B)  Sarah will adopt more healthy behaviors than Rick 
C)  Rick will adopt more healthy behaviors than Sarah 
D)  Sarah and Rick won't adopt healthier behaviors 
A)  Rick and Sarah will equally adopt healthier behaviors 
B)  Sarah will adopt more healthy behaviors than Rick 
C)  Rick will adopt more healthy behaviors than Sarah 
D)  Sarah and Rick won't adopt healthier behaviors

Question 16

What is one of the main ways social proof persuades you to go with the group?

Accepted Answer

A)  Feeling of security from being part of larger group 
B)  Provides evidence that the group's choice will be personally beneficial for you 
C)  Mimic behavior of others because the majority is always right 
D)  Prior behavior should be repeated in group settings 
A)  Feeling of security from being part of larger group 
B)  Provides evidence that the group's choice will be personally beneficial for you 
C)  Mimic behavior of others because the majority is always right 
D)  Prior behavior should be repeated in group settings

Question 17

As HR manager, you are under intense pressure to hire top talent at the lowest possible cost. What would be the most effective way to persuade a candidate to join your organization without offering more money?

Accepted Answer

A)  Allow the candidate one week to consider the compensation package before getting back to you 
B)  Provide statistics on employee satisfaction at your organization 
C)  Tell the applicant you are considering two other highly qualified applicants for the opening and want to decide soon 
D)  Provide a better benefits package that may include better medical insurance or stock options 
A)  Allow the candidate one week to consider the compensation package before getting back to you 
B)  Provide statistics on employee satisfaction at your organization 
C)  Tell the applicant you are considering two other highly qualified applicants for the opening and want to decide soon 
D)  Provide a better benefits package that may include better medical insurance or stock options

Question 18

What is the difference between "street smart" which is knowing something because you have done it and "book smart" which is knowing something because you have studied it.

Accepted Answer

A)  Experience 
B)  Personal power 
C)  Authority 
D)  Intelligence 
A)  Experience 
B)  Personal power 
C)  Authority 
D)  Intelligence

Question 19

What is the common method used by each of the six persuasion tactics to exert influence on target(s)?

Accepted Answer

A)  Trading logical and careful analysis for mindless compliance 
B)  Using position power and influence tactics together 
C)  Foregoing careful evaluation to comply with authority 
D)  Using heuristics instead of using social norms 
A)  Trading logical and careful analysis for mindless compliance 
B)  Using position power and influence tactics together 
C)  Foregoing careful evaluation to comply with authority 
D)  Using heuristics instead of using social norms

Question 20

Why would a company choose not to grow or expand despite great demand for their product?

Accepted Answer

A)  Create greater perceived value for their product 
B)  Increase the cost of their product 
C)  Create greater demand for their product 
D)  All of the above 
A)  Create greater perceived value for their product 
B)  Increase the cost of their product 
C)  Create greater demand for their product 
D)  All of the above

According to the halo effect, which of the following will you assume about someone if they are attractive and likable?

When shopping in a retail store, a very loud alarm goes off. You look around and see that no one is panicking, not even the employees, so you decide that it must be a false alarm and continue shopping. What helps explain your conclusion?

How are social power and persuasion tactics related?

If you want to increase your ability to influence others, what type of power should you focus on improving?

Who can have authority over you?

Impression management involves controlling the influence process to impact ideas formed about all of the following except a(n)________.

Which of the following is not a primary factor in an individual's choice to exert influence?

Organizational politics includes all of the following except ________.

Which of the following would not be a good combination of a persuasion tactic and source of power?

What is the best way to maximize the effectiveness of influence?

What is a requirement for all persuasion tactics?

In what way is motivation involved in social proof?

When individuals in organizations choose to exert influence they consider three main factors. Which of the following is not one of the factors individuals consider when choosing to exert influence?

What is one of the main ways social proof persuades you to go with the group?

As HR manager, you are under intense pressure to hire top talent at the lowest possible cost. What would be the most effective way to persuade a candidate to join your organization without offering more money?

What is the difference between "street smart" which is knowing something because you have done it and "book smart" which is knowing something because you have studied it.

What is the common method used by each of the six persuasion tactics to exert influence on target(s)?

Why would a company choose not to grow or expand despite great demand for their product?

Introduction to Organizational Behavior

Individual Characteristics

Learning

Perception

Leadership

Motivation

Decision Making

Groups and Teams

Conflict and Negotiation

Diversity and Communication

Culture

Change, Innovation, and Stress

Corporate Social Responsibility, Ethics, and Sustainability

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Exam 7: Persuasion, Influence, and Impression Management

According to the halo effect, which of the following will you assume about someone if they are attractive and likable?

When shopping in a retail store, a very loud alarm goes off. You look around and see that no one is panicking, not even the employees, so you decide that it must be a false alarm and continue shopping. What helps explain your conclusion?

How are social power and persuasion tactics related?

If you want to increase your ability to influence others, what type of power should you focus on improving?

Who can have authority over you?

Impression management involves controlling the influence process to impact ideas formed about all of the following except a(n)________.

Which of the following is not a primary factor in an individual's choice to exert influence?

Organizational politics includes all of the following except ________.

Which of the following would not be a good combination of a persuasion tactic and source of power?

What is the best way to maximize the effectiveness of influence?

What is a requirement for all persuasion tactics?

In what way is motivation involved in social proof?

When individuals in organizations choose to exert influence they consider three main factors. Which of the following is not one of the factors individuals consider when choosing to exert influence?

What is one of the main ways social proof persuades you to go with the group?

As HR manager, you are under intense pressure to hire top talent at the lowest possible cost. What would be the most effective way to persuade a candidate to join your organization without offering more money?

What is the difference between "street smart" which is knowing something because you have done it and "book smart" which is knowing something because you have studied it.

What is the common method used by each of the six persuasion tactics to exert influence on target(s)?

Why would a company choose not to grow or expand despite great demand for their product?

Introduction to Organizational Behavior

Individual Characteristics

Learning

Perception

Leadership

Motivation

Decision Making

Groups and Teams

Conflict and Negotiation

Diversity and Communication

Culture

Change, Innovation, and Stress

Corporate Social Responsibility, Ethics, and Sustainability

Filters