BUSMHR 3200 EXAM #2 QUESTIONS AND VERIFIED
ACCURATE ANSWERS
What is power and Influence - Answers - 1. the control over resources
2. The extent to which other people depend on a person
3. power is an inverse function of dependecy
What type of influence is position power? - Answers - Formal Influence
What types of power or position power? - Answers - 1. Legitimate Power
2. Coercive Power
3. Reward Power
What is legitimate Power? - Answers - authoritative
What is coercive power? - Answers - ability to punish
What is reward power? - Answers - dependency on resources
What type of influence does personal power have? - Answers - informal influence
What types of power are personal power? - Answers - 1. Expert power
2. Referent power
3. Network power
What is expert power? - Answers - The power of exceptional knowledge
What is referent power? - Answers - the power of social connections and reputation
What is network connections? - Answers - who you know, where you know and what
the people you know can do for you
What do position power and personal power have in common? - Answers - they are
both the power of an individual
Expert power and referent power usually result in what type of effect on teams? -
Answers - generally positive effects
What type of effect does reward and legitimate power result in? - Answers - Slightly
positive effects
What type of influence does coercive power usually result in? - Answers - slightly
negative effects
, What is the paradox of power? - Answers - true power requires empathy and modesty,
not force and coercion. But what people want from leaders -social intelligence- is what
is damaged when power is granted
What is the homophily principle in network formation? - Answers - we are inclined to
pick ties that have similar intellectual backgrounds, training, experiences, and ways of
making inferences from incomplete information
What is the proximity principle in network formation? - Answers - the inclination to pick
ties that are in the same departments, units, and teams as oneself
What are some good advantages of a good network? - Answers - 1. access to
resources
2. ability to obtain critical information and expertise
3. ability to distribute resources
4. power and information
What makes for a good network? - Answers - good networks usually don't happen on
their own and are built intentionally keying in on the size and the variety of the network.
most people have limited energy to maintain social relationships though
Model of power and influence - Answers - power of an individual (position and personal
power) ====> use of influence tactics, impression management, and/or political
behavior ======> the influence upon/over others
What are the 9 influencing tactics? - Answers - 1. Rational persuasion
2. Inspirational Appeals
3. Consultation
4. Ingratiation
5. personal appeals
6. Exchange
7. Coalition
8. Pressure
9. Legitimating tactics
What is rational persuasion? - Answers - the influence tactic by using reason, logic and
knowledge (expert power)
What is Inspirational Appeals? - Answers - The influence tactic that appeals to emotion,
values and ideals (the nobility of doing something)
What is Consultation? - Answers - the influence tactic using group decision making
taking many sides and stories into account
What is Ingratiation? - Answers - The influence tactic of getting someone in a good
mood
ACCURATE ANSWERS
What is power and Influence - Answers - 1. the control over resources
2. The extent to which other people depend on a person
3. power is an inverse function of dependecy
What type of influence is position power? - Answers - Formal Influence
What types of power or position power? - Answers - 1. Legitimate Power
2. Coercive Power
3. Reward Power
What is legitimate Power? - Answers - authoritative
What is coercive power? - Answers - ability to punish
What is reward power? - Answers - dependency on resources
What type of influence does personal power have? - Answers - informal influence
What types of power are personal power? - Answers - 1. Expert power
2. Referent power
3. Network power
What is expert power? - Answers - The power of exceptional knowledge
What is referent power? - Answers - the power of social connections and reputation
What is network connections? - Answers - who you know, where you know and what
the people you know can do for you
What do position power and personal power have in common? - Answers - they are
both the power of an individual
Expert power and referent power usually result in what type of effect on teams? -
Answers - generally positive effects
What type of effect does reward and legitimate power result in? - Answers - Slightly
positive effects
What type of influence does coercive power usually result in? - Answers - slightly
negative effects
, What is the paradox of power? - Answers - true power requires empathy and modesty,
not force and coercion. But what people want from leaders -social intelligence- is what
is damaged when power is granted
What is the homophily principle in network formation? - Answers - we are inclined to
pick ties that have similar intellectual backgrounds, training, experiences, and ways of
making inferences from incomplete information
What is the proximity principle in network formation? - Answers - the inclination to pick
ties that are in the same departments, units, and teams as oneself
What are some good advantages of a good network? - Answers - 1. access to
resources
2. ability to obtain critical information and expertise
3. ability to distribute resources
4. power and information
What makes for a good network? - Answers - good networks usually don't happen on
their own and are built intentionally keying in on the size and the variety of the network.
most people have limited energy to maintain social relationships though
Model of power and influence - Answers - power of an individual (position and personal
power) ====> use of influence tactics, impression management, and/or political
behavior ======> the influence upon/over others
What are the 9 influencing tactics? - Answers - 1. Rational persuasion
2. Inspirational Appeals
3. Consultation
4. Ingratiation
5. personal appeals
6. Exchange
7. Coalition
8. Pressure
9. Legitimating tactics
What is rational persuasion? - Answers - the influence tactic by using reason, logic and
knowledge (expert power)
What is Inspirational Appeals? - Answers - The influence tactic that appeals to emotion,
values and ideals (the nobility of doing something)
What is Consultation? - Answers - the influence tactic using group decision making
taking many sides and stories into account
What is Ingratiation? - Answers - The influence tactic of getting someone in a good
mood
