MGMT 363 EXAM 3 STUDY GUIDE
leadership - Answers -the use of power and influence to direct the activities of followers
toward goal achievement
power - Answers -defined as the ability to influence the behavior of others and resist
unwanted influence in return
organizational and personal - Answers -two types of power
legitimate power - Answers -a type of organizational power derived from a position of
authority inside the organization and is sometimes referred to as "formal authority"
Ex: CEO
reward power - Answers -a type of organizational power that exists when someone has
control over the resources or rewards another person wants
Ex: an administrative assistant has reward power over anyone who works for CEO
CEO's - Answers -one of the most influential people in an organization
coercive power - Answers -a type of organizational power that exists when a person
has control over punishments in an organization
ex: police officer, major
expert power - Answers -a type of personal power derived from a person's expertise,
skill, or knowledge on which others depend
ex: only engineer who has experience working on a specific type of part
referent power - Answers -a type of personal power that exists when others have a
desire to identify and be associated with a person
ex: politias, celebrities
personal power - Answers -of the two main forms of power, _____________ power has
more influence over job performance and org commitment
substitutabilty - Answers -a moderator for power; degree to which people have
alternatives in accessing resources
discretion - Answers -a moderator of power; the degree to which managers have the
right to make decisions on their own
centrality - Answers -a moderator of power; represents how important a person's job is
and how many people depend on that person to accomplish their tasks
, visibility - Answers -a moderator of power; how aware others are of a leader's power
and position
influence - Answers -the use of an actual behavior that causes behavioral and
attitudinal changes in others
downward - Answers -influence can be seen as directional, as it frequently occurs
______________
rational persuasion - Answers -a highly effective influence tactic; the use of logical
arguments and hard facts to show the target that the request is worthwhile
inspirational appeal - Answers -a highly effective influence tactic designed to appeal to
the target's values and ideas, thereby creating an emotional or attitudinal reaction
consultation - Answers -a highly effective influence tactic that occurs when the target is
allowed to participate in deciding how to carry out or implement a request
collaboration - Answers -a highly effective influence tactic where a leader attempts to
make it easier for the target to complete the request
ex: leader helping you complete a task
ingratiation - Answers -a moderately effective influence tactic that uses favors,
compliments or friendly behavior to make the target feel better about the influencer
ex: "sucking up"
personal appeals - Answers -a moderately effective influence tactic when the requestor
asks for something based on personal friendship or loyalty
ex: "if you're my friend you'll do this for me"
exchange tactic - Answers -a moderately effective influence tactic use when the
requestor offers a reward or resource to the target in return for performing a request
apprising - Answers -a moderately effective influence tactic that occurs when the
requestor clearly explains why performing the request will benefit the target personally
pressure - Answers -the least effective influence tactic that uses coercive power
through threats and demands
ex: "if you don't do this, this is going to happen"
coalitions - Answers -the least effective infleunce tactic that occurs when the influencer
enlists other people to help influence the target
ex: Big Brother tv show alliances
inspirational appeal - Answers -in the clip from The Scent of a Woman the blind guy
speaks to the board using what influence tactic
leadership - Answers -the use of power and influence to direct the activities of followers
toward goal achievement
power - Answers -defined as the ability to influence the behavior of others and resist
unwanted influence in return
organizational and personal - Answers -two types of power
legitimate power - Answers -a type of organizational power derived from a position of
authority inside the organization and is sometimes referred to as "formal authority"
Ex: CEO
reward power - Answers -a type of organizational power that exists when someone has
control over the resources or rewards another person wants
Ex: an administrative assistant has reward power over anyone who works for CEO
CEO's - Answers -one of the most influential people in an organization
coercive power - Answers -a type of organizational power that exists when a person
has control over punishments in an organization
ex: police officer, major
expert power - Answers -a type of personal power derived from a person's expertise,
skill, or knowledge on which others depend
ex: only engineer who has experience working on a specific type of part
referent power - Answers -a type of personal power that exists when others have a
desire to identify and be associated with a person
ex: politias, celebrities
personal power - Answers -of the two main forms of power, _____________ power has
more influence over job performance and org commitment
substitutabilty - Answers -a moderator for power; degree to which people have
alternatives in accessing resources
discretion - Answers -a moderator of power; the degree to which managers have the
right to make decisions on their own
centrality - Answers -a moderator of power; represents how important a person's job is
and how many people depend on that person to accomplish their tasks
, visibility - Answers -a moderator of power; how aware others are of a leader's power
and position
influence - Answers -the use of an actual behavior that causes behavioral and
attitudinal changes in others
downward - Answers -influence can be seen as directional, as it frequently occurs
______________
rational persuasion - Answers -a highly effective influence tactic; the use of logical
arguments and hard facts to show the target that the request is worthwhile
inspirational appeal - Answers -a highly effective influence tactic designed to appeal to
the target's values and ideas, thereby creating an emotional or attitudinal reaction
consultation - Answers -a highly effective influence tactic that occurs when the target is
allowed to participate in deciding how to carry out or implement a request
collaboration - Answers -a highly effective influence tactic where a leader attempts to
make it easier for the target to complete the request
ex: leader helping you complete a task
ingratiation - Answers -a moderately effective influence tactic that uses favors,
compliments or friendly behavior to make the target feel better about the influencer
ex: "sucking up"
personal appeals - Answers -a moderately effective influence tactic when the requestor
asks for something based on personal friendship or loyalty
ex: "if you're my friend you'll do this for me"
exchange tactic - Answers -a moderately effective influence tactic use when the
requestor offers a reward or resource to the target in return for performing a request
apprising - Answers -a moderately effective influence tactic that occurs when the
requestor clearly explains why performing the request will benefit the target personally
pressure - Answers -the least effective influence tactic that uses coercive power
through threats and demands
ex: "if you don't do this, this is going to happen"
coalitions - Answers -the least effective infleunce tactic that occurs when the influencer
enlists other people to help influence the target
ex: Big Brother tv show alliances
inspirational appeal - Answers -in the clip from The Scent of a Woman the blind guy
speaks to the board using what influence tactic
