Management Skills Final - Rutgers University questions with answers

Management Skills Final - |\ |\ |\ |\




Rutgers University questions |\ |\ |\




with answers |\




power
(Week 9) - CORRECT ANSWERS ✔✔the authority to get
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things done by others
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influence
(Week 9) - CORRECT ANSWERS ✔✔the ability to create an
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impact on the beliefs and actions of others without
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forcing them. |\




power vs. influence
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(Week 9) - CORRECT ANSWERS ✔✔Persuasion skills exert
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far greater influence over others' behaviors than formal
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power structures do
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Interpersonal influence |\




(Week 9) - CORRECT ANSWERS ✔✔Influencing other
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individuals and/or group members |\ |\ |\

,Procedural influence |\




(Week 9) - CORRECT ANSWERS ✔✔Managing the rules or
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procedures used to exchange information and aggregate
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individual preferences |\




Cialdini's 6 Principles of Influence (interpersonal
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influence)
(Week 9) - CORRECT ANSWERS ✔✔1. Liking
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2. Reciprocity
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3. Social Proof
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4. Consistency
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5. Authority
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6. Scarcity
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- should be used in combination to compound their
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impact.

- The rules of ethics apply
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Liking
(Week 9) - CORRECT ANSWERS ✔✔People like those who
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like them. Individuals are more willing to comply with the
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requests of friends or other liked individuals
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- Similarity and Praise
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, Reciprocity |\




(Week 9) - CORRECT ANSWERS ✔✔People repay in kind.
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People feel obligated to give back the form of behavior
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they receive |\




ex: Managers can elicit the desired behaviors in
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coworkers and employees by displaying it first --- |\ |\ |\ |\ |\ |\ |\ |\



modeling the behavior |\ |\




Social Proof |\ |\




(Week 9) - CORRECT ANSWERS ✔✔People follow the lead
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of similar others. People feel obligated to comply with a
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request for behavior if it is consistent with what similar
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others are thinking or doing (social evidence)
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- Persuasion can be extremely effective if it comes from
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peers
- Influence is best exerted horizontally rather than
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vertically


Consistency |\




(Week 9) - CORRECT ANSWERS ✔✔People align with their
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clear commitments. After committing to a position
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actively (spoken/made explicitly), publicly (shared), and
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voluntarily (personal ownership>forced), people are more |\ |\ |\ |\ |\



willing to comply with requests for behaviors that are
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consistent with that position. |\ |\ |\