BUSMHR 3200 - Chapter 12 UPDATED
Exam Questions and CORRECT Answers
There are five important interpersonal sources of power— - CORRECT ANSWER - (1)
legitimate power
(2) reward power
(3) coercive power
(4) referent power
(5) expert power
Legitimate power - CORRECT ANSWER - An individual's ability to influence others'
behaviors because of the person's formal position in the organization.
The zone of indifference - CORRECT ANSWER - An area within which employees will
accept certain directives without questioning the leader's power.
Reward power - CORRECT ANSWER - An individual's ability to influence others'
behaviors by providing them with valued things.
To the extent that the employee values the rewards that the manager can give—praise,
promotions, money, time off, and so on—the employee may comply with requests and directives.
Coercive power - CORRECT ANSWER - An individual's ability to influence others'
behaviors by punishing them.
For example, employees may comply with a manager's directive because they expect to be
punished if they fail to do so.
punishment can have undesirable side effects
, Coercive power doesn't necessarily encourage desired behavior, but it may stop or reduce
undesirable behaviors.
Referent power - CORRECT ANSWER - An individual's ability to influence others
because they respect, admire, or like the person
Referent power usually is associated with individuals who possess admired personality
characteristics, charisma, or good reputations
Expert power - CORRECT ANSWER - An individual's ability to influence others'
behaviors because of recognized competencies, talents, or specialized knowledge.
For successful leaders and organizations, the emphasis is on reward, referent, and expert power,
with less reliance on - CORRECT ANSWER - on coercive and legitimate power.
Leaders can exercise power through the use of interpersonal influence tactics including ... -
CORRECT ANSWER - (1) Ingratiation
(2)Rational Persuasion
(3) Inspirational Appeal
(4) Consultation
(5) Exchange
(6) Personal Appeal
(7) Coalition
(8) Legitimating
(9) Pressure
Ingratiation - CORRECT ANSWER - Efforts by leaders to increase their attractiveness in
the eyes of others.
Exam Questions and CORRECT Answers
There are five important interpersonal sources of power— - CORRECT ANSWER - (1)
legitimate power
(2) reward power
(3) coercive power
(4) referent power
(5) expert power
Legitimate power - CORRECT ANSWER - An individual's ability to influence others'
behaviors because of the person's formal position in the organization.
The zone of indifference - CORRECT ANSWER - An area within which employees will
accept certain directives without questioning the leader's power.
Reward power - CORRECT ANSWER - An individual's ability to influence others'
behaviors by providing them with valued things.
To the extent that the employee values the rewards that the manager can give—praise,
promotions, money, time off, and so on—the employee may comply with requests and directives.
Coercive power - CORRECT ANSWER - An individual's ability to influence others'
behaviors by punishing them.
For example, employees may comply with a manager's directive because they expect to be
punished if they fail to do so.
punishment can have undesirable side effects
, Coercive power doesn't necessarily encourage desired behavior, but it may stop or reduce
undesirable behaviors.
Referent power - CORRECT ANSWER - An individual's ability to influence others
because they respect, admire, or like the person
Referent power usually is associated with individuals who possess admired personality
characteristics, charisma, or good reputations
Expert power - CORRECT ANSWER - An individual's ability to influence others'
behaviors because of recognized competencies, talents, or specialized knowledge.
For successful leaders and organizations, the emphasis is on reward, referent, and expert power,
with less reliance on - CORRECT ANSWER - on coercive and legitimate power.
Leaders can exercise power through the use of interpersonal influence tactics including ... -
CORRECT ANSWER - (1) Ingratiation
(2)Rational Persuasion
(3) Inspirational Appeal
(4) Consultation
(5) Exchange
(6) Personal Appeal
(7) Coalition
(8) Legitimating
(9) Pressure
Ingratiation - CORRECT ANSWER - Efforts by leaders to increase their attractiveness in
the eyes of others.
