MAN 4240 Exam 2 (UCF) Questions & Correct Answers | Latest Update |Already Graded A+

Legitimate Power : derived from a position of authority and is sometimes referred to as "formal authority" Reward Power : exists when someone has control over the resources or rewards another person wants Coercive Power : exists when a person has control over punishments in an organization Expert Power : derived from a person's expertise, skill, or knowledge on which others depend Referent Power : exists when others have a desire to identify and be associated with a person 2 | P a g e Substitutability : the degree to which people have alternatives in accessing resources Discretion : the degree to which managers have the right to make decisions on their own. Centrality : represents how important a person's job is and how many people depend on that person to accomplish their tasks visibility : how aware others are of a leader's power and position Rational persuasion : is the use of logical arguments and hard facts to show the target that the request is a worthwhile one. Consultation : occurs when the target is allowed to participate in deciding how to carry out or implement a request. Inspirational Appeals 3 | P a g e : a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction. Collaboration : by attempting to make it easier for the target to complete the request Ingratiation : the use of favors, complements, or friendly behavior to make the target feel better about the influencer. Personal appeals : are when the requestor asks for something based on personal friendship or loyalty. exchang