Question 1

How can you use reciprocity to influence others in a way that benefits you most?

Accepted Answer

A)  Engage in organizational citizenship behavior 
B)  Offer unsolicited help to others 
C)  Give priority to doing favors for those you like 
D)  Repay those who do favors for you 
A)  Engage in organizational citizenship behavior 
B)  Offer unsolicited help to others 
C)  Give priority to doing favors for those you like 
D)  Repay those who do favors for you

Question 2

Alpha Manufacturing Inc. wants to increase demand for a certain product so they are printing "limited edition" on the packaging. Why might this influence more customers to buy their product?

Accepted Answer

A)  Scarcity persuasion tactic 
B)  Limited edition 
C)  False advertising 
D)  Persuasive marketing 
A)  Scarcity persuasion tactic 
B)  Limited edition 
C)  False advertising 
D)  Persuasive marketing

Question 3

How can you successfully claim your bags and get a taxi after getting off a flight in a foreign country where you don't know the language?

Accepted Answer

A)  Persuasion of officials 
B)  Commitment to consistent actions 
C)  Use social proof and follow the actions of other travelers 
D)  Direction by those you assume have authority 
A)  Persuasion of officials 
B)  Commitment to consistent actions 
C)  Use social proof and follow the actions of other travelers 
D)  Direction by those you assume have authority

Question 4

Why is the social norm of reciprocity such a powerful persuasion tactic?

Accepted Answer

A)  Reciprocity is based on equity theory, and thus it's a goal that everyone strives for in the workplace 
B)  Reciprocity is found in many different societies making it a universal and cross cultural persuasion tactic 
C)  Reciprocity reduces uncertainty that people have, and we are motivated to feel secure in our environments 
D)  Reciprocity is based on the simple theory of give and take which is easy for people to understand 
A)  Reciprocity is based on equity theory, and thus it's a goal that everyone strives for in the workplace 
B)  Reciprocity is found in many different societies making it a universal and cross cultural persuasion tactic 
C)  Reciprocity reduces uncertainty that people have, and we are motivated to feel secure in our environments 
D)  Reciprocity is based on the simple theory of give and take which is easy for people to understand

Question 5

When an employee becomes empowered, what type of power have they gained?

Accepted Answer

A)  Expertise 
B)  Experience 
C)  Personal 
D)  Autonomy 
A)  Expertise 
B)  Experience 
C)  Personal 
D)  Autonomy

Question 6

When might you first be persuaded that the guest speaker for your class is an authority?

Accepted Answer

A)  After hearing and critically considering their presentation 
B)  After evaluating their qualifications 
C)  Watching them confidently and professionally interact with your professor before the presentation 
D)  Hearing that they have been invited to speak in your class 
A)  After hearing and critically considering their presentation 
B)  After evaluating their qualifications 
C)  Watching them confidently and professionally interact with your professor before the presentation 
D)  Hearing that they have been invited to speak in your class

Question 7

Which of the following is an example of impression management?

Accepted Answer

A)  Manager creating a to-do list to track daily accomplishments 
B)  Leader creating a vision for the company 
C)  Individual responding in a timely manner to emails from other team members 
D)  Individual presenting themselves as a team player and organized leader in job interview 
A)  Manager creating a to-do list to track daily accomplishments 
B)  Leader creating a vision for the company 
C)  Individual responding in a timely manner to emails from other team members 
D)  Individual presenting themselves as a team player and organized leader in job interview

Question 8

Anna works late to help Nate finish his marketing proposal. A few weeks later, Anna asks Nate for help on her sales presentation. According to the social norm of reciprocity, who will end up receiving the most help?

Accepted Answer

A)  Anna because she asked for the favor after helping Nate 
B)  Nate because he got help from Anna first 
C)  A reciprocal exchange requires that both parties get the same outcome, so Anna will help Nate the same amount that Nate helped her 
D)  Reciprocity doesn't allow one person to get more than the other. It depends on the people and the situation 
A)  Anna because she asked for the favor after helping Nate 
B)  Nate because he got help from Anna first 
C)  A reciprocal exchange requires that both parties get the same outcome, so Anna will help Nate the same amount that Nate helped her 
D)  Reciprocity doesn't allow one person to get more than the other. It depends on the people and the situation

How can you use reciprocity to influence others in a way that benefits you most?

Alpha Manufacturing Inc. wants to increase demand for a certain product so they are printing "limited edition" on the packaging. Why might this influence more customers to buy their product?

How can you successfully claim your bags and get a taxi after getting off a flight in a foreign country where you don't know the language?

Why is the social norm of reciprocity such a powerful persuasion tactic?

When an employee becomes empowered, what type of power have they gained?

When might you first be persuaded that the guest speaker for your class is an authority?

Which of the following is an example of impression management?

Anna works late to help Nate finish his marketing proposal. A few weeks later, Anna asks Nate for help on her sales presentation. According to the social norm of reciprocity, who will end up receiving the most help?

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

Exam 7: Persuasion, Influence, and Impression Management

How can you use reciprocity to influence others in a way that benefits you most?

Alpha Manufacturing Inc. wants to increase demand for a certain product so they are printing "limited edition" on the packaging. Why might this influence more customers to buy their product?

How can you successfully claim your bags and get a taxi after getting off a flight in a foreign country where you don't know the language?

Why is the social norm of reciprocity such a powerful persuasion tactic?

When an employee becomes empowered, what type of power have they gained?

When might you first be persuaded that the guest speaker for your class is an authority?

Which of the following is an example of impression management?

Anna works late to help Nate finish his marketing proposal. A few weeks later, Anna asks Nate for help on her sales presentation. According to the social norm of reciprocity, who will end up receiving the most help?

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