MHR CORRECT STUDY QUESTIONS AND
ANSWERS SURE A+
✔✔influence tactics - ✔✔How people translate their power to affect the behavior of
others
✔✔Coalition tactics - ✔✔Engaging the help of others to persuade someone to do
something; referring to the support of others to convince someone to agree to a
proposal or to change his or her attitude toward something
✔✔Consultation - ✔✔Requesting someone's advice to solve a problem or mutually
setting goals to increase a follower's commitment to the leader's decision; being willing
to modify the goals or solution based on the person's concerns and suggestions to
sustain commitment.
✔✔Exchange - ✔✔Offering to something of value now or in the future for someone's
cooperation; usually used after other tactics have failed due to the higher cost
✔✔Ingratiation - ✔✔Flattering or praising people to put them in a good mood or to make
them more likely to want to help (e.g., complimenting your manager's outfit before
asking for additional project funding), or using humor; seen as more credible when used
early rather than after other influence attempts have failed
, ✔✔Inspirational appeals - ✔✔Appealing to someone's aspirations, values, and ideals to
gain his or her commitment, or increasing people's confidence that they can do
something in order to increase motivation;
for example, Wayne Hale, Chairman of NASA's Space Shuttle Mission Management
Team during the space shuttle Discovery's Return to flight mission, stated, "So the
fundamental question remains, do we have those qualities that made our ancestors
successful? Do we have the judgment to weigh it all in the balance? Do we have the
character to dare great deeds? History is watching."
✔✔Legitimating tactics - ✔✔Enhancing one's formal authority to make a certain request
by referring to rules, precedents, or official documents; should be used early if doubts
about the request's
✔✔Personal appeals - ✔✔Asking someone to do something "because we're friends" or
asking for a personal favor
✔✔Pressure - ✔✔Using coercion or persistent follow-up or reminders to gain influence;
risks undesirable side effects such as resentment
✔✔Rational persuasion (or reason) - ✔✔Using logic and facts to persuade someone
✔✔Influence Tactics - ✔✔Coalition tactics, Consultation, Exchange, Ingratiation,
Inspirational appeals, Inspirational appeals, Personal appeals, Pressure, Rational
persuasion (or reason)
✔✔Responses to Influence Attempts - ✔✔commitment, compliance, passive resistance,
active resistance
✔✔Commitment - ✔✔Endorsing and becoming an actively involved participant as a
result of the influence attempt
✔✔Compliance - ✔✔Going along with what the influencer wants without being
personally committed
✔✔Passive resistance - ✔✔Rejecting the influence attempt but not getting in the way of
what the influencer is trying to do.
✔✔Active resistance - ✔✔Rejecting the influence attempt and actively trying to stop the
influencer from doing what he or she is trying to do, or trying to change the influencer's
attitudes.
✔✔How political behavior can be reduced - ✔✔formal rules and procedures can help to
reduce the occurrence of political behavior.
ANSWERS SURE A+
✔✔influence tactics - ✔✔How people translate their power to affect the behavior of
others
✔✔Coalition tactics - ✔✔Engaging the help of others to persuade someone to do
something; referring to the support of others to convince someone to agree to a
proposal or to change his or her attitude toward something
✔✔Consultation - ✔✔Requesting someone's advice to solve a problem or mutually
setting goals to increase a follower's commitment to the leader's decision; being willing
to modify the goals or solution based on the person's concerns and suggestions to
sustain commitment.
✔✔Exchange - ✔✔Offering to something of value now or in the future for someone's
cooperation; usually used after other tactics have failed due to the higher cost
✔✔Ingratiation - ✔✔Flattering or praising people to put them in a good mood or to make
them more likely to want to help (e.g., complimenting your manager's outfit before
asking for additional project funding), or using humor; seen as more credible when used
early rather than after other influence attempts have failed
, ✔✔Inspirational appeals - ✔✔Appealing to someone's aspirations, values, and ideals to
gain his or her commitment, or increasing people's confidence that they can do
something in order to increase motivation;
for example, Wayne Hale, Chairman of NASA's Space Shuttle Mission Management
Team during the space shuttle Discovery's Return to flight mission, stated, "So the
fundamental question remains, do we have those qualities that made our ancestors
successful? Do we have the judgment to weigh it all in the balance? Do we have the
character to dare great deeds? History is watching."
✔✔Legitimating tactics - ✔✔Enhancing one's formal authority to make a certain request
by referring to rules, precedents, or official documents; should be used early if doubts
about the request's
✔✔Personal appeals - ✔✔Asking someone to do something "because we're friends" or
asking for a personal favor
✔✔Pressure - ✔✔Using coercion or persistent follow-up or reminders to gain influence;
risks undesirable side effects such as resentment
✔✔Rational persuasion (or reason) - ✔✔Using logic and facts to persuade someone
✔✔Influence Tactics - ✔✔Coalition tactics, Consultation, Exchange, Ingratiation,
Inspirational appeals, Inspirational appeals, Personal appeals, Pressure, Rational
persuasion (or reason)
✔✔Responses to Influence Attempts - ✔✔commitment, compliance, passive resistance,
active resistance
✔✔Commitment - ✔✔Endorsing and becoming an actively involved participant as a
result of the influence attempt
✔✔Compliance - ✔✔Going along with what the influencer wants without being
personally committed
✔✔Passive resistance - ✔✔Rejecting the influence attempt but not getting in the way of
what the influencer is trying to do.
✔✔Active resistance - ✔✔Rejecting the influence attempt and actively trying to stop the
influencer from doing what he or she is trying to do, or trying to change the influencer's
attitudes.
✔✔How political behavior can be reduced - ✔✔formal rules and procedures can help to
reduce the occurrence of political behavior.
