BMGT364 LATEST EXAM 2026 QUESTIONS AND
ANSWERS SURE A+
✔✔Reward Power - ✔✔Complies due to desire for positive benefits (raises, desirable
job assignments)
Those being influenced believe they will get the rewards by behaving in a certain way
Offer rewards people desire, fair and ethical rewards, explain the criteria for giving
rewards
✔✔Coercive Power - ✔✔When a person has control over punishments in an
organization (fire, demote, lower pay)
Principle of fear
Explain rules & requirements and ensure people understand the serious consequences
of violations
Respond to infractions promptly without favoritism
✔✔Personal Bases of Power - ✔✔Personal power stems from an individual's unique
characteristics
Expert and Referent Power
✔✔Expert Power - ✔✔Derives from a person's expertise, skill, knowledge on which
others depend
Provide evidence that a proposal will be successful, don't make careless or inconsistent
statements, act confidently and decisively in a crisis
✔✔Referent - ✔✔When others have a desire to identify and be associated with a
person
Derived from affection, admiration, or loyalty
Show acceptance and positive regard, act supportive and helpful, show concern, keep
promises
✔✔Effective Power Bases - ✔✔Personal sources are most effective
Expert and referent power are positively related to performance and commitment
Reward and legitimate power are unrelated to organization outcomes
Coercive power is negatively related to employee satisfaction and commitment
✔✔How Power Affects People - ✔✔People with power:
, Put their interests ahead of others
Objectify others
React to threats against their competence
Tend to be overconfident
Can be positive effects of power just depends on personality
✔✔Influence - ✔✔The use of an actual behavior that causes behavioral or attitudinal
changes in others
- Directional, Relativity
One of the most important determinants of managerial effectiveness is success in
influencing people
✔✔Influence Tactics - ✔✔
✔✔Legitimacy - ✔✔Relying on authority
✔✔Rational persuasion - ✔✔Presenting logical arguments
✔✔Inspirational appeals - ✔✔Developing emotional commitment
✔✔Consultation - ✔✔Involving the target
✔✔Exchange - ✔✔Rewarding the target for compliance (this-for-that)
✔✔Personal appeals - ✔✔Asking for compliance based on friendship/loyalty
✔✔Ingratiation - ✔✔Using flattery, praise
✔✔Pressure - ✔✔Using warnings, demands, threats
✔✔Coalitions - ✔✔Enlisting the aid or support of others
✔✔Preferred Power Tactics by Influence Direction - ✔✔Upward, Lateral, Downward
✔✔Upward Power - ✔✔When subordinates influence the decisions of the leader
Rational Persuasion
✔✔Lateral Power - ✔✔Rational Persuasion, consultation, ingratiation, exchange,
legitimacy, personal appeals, coalitions
ANSWERS SURE A+
✔✔Reward Power - ✔✔Complies due to desire for positive benefits (raises, desirable
job assignments)
Those being influenced believe they will get the rewards by behaving in a certain way
Offer rewards people desire, fair and ethical rewards, explain the criteria for giving
rewards
✔✔Coercive Power - ✔✔When a person has control over punishments in an
organization (fire, demote, lower pay)
Principle of fear
Explain rules & requirements and ensure people understand the serious consequences
of violations
Respond to infractions promptly without favoritism
✔✔Personal Bases of Power - ✔✔Personal power stems from an individual's unique
characteristics
Expert and Referent Power
✔✔Expert Power - ✔✔Derives from a person's expertise, skill, knowledge on which
others depend
Provide evidence that a proposal will be successful, don't make careless or inconsistent
statements, act confidently and decisively in a crisis
✔✔Referent - ✔✔When others have a desire to identify and be associated with a
person
Derived from affection, admiration, or loyalty
Show acceptance and positive regard, act supportive and helpful, show concern, keep
promises
✔✔Effective Power Bases - ✔✔Personal sources are most effective
Expert and referent power are positively related to performance and commitment
Reward and legitimate power are unrelated to organization outcomes
Coercive power is negatively related to employee satisfaction and commitment
✔✔How Power Affects People - ✔✔People with power:
, Put their interests ahead of others
Objectify others
React to threats against their competence
Tend to be overconfident
Can be positive effects of power just depends on personality
✔✔Influence - ✔✔The use of an actual behavior that causes behavioral or attitudinal
changes in others
- Directional, Relativity
One of the most important determinants of managerial effectiveness is success in
influencing people
✔✔Influence Tactics - ✔✔
✔✔Legitimacy - ✔✔Relying on authority
✔✔Rational persuasion - ✔✔Presenting logical arguments
✔✔Inspirational appeals - ✔✔Developing emotional commitment
✔✔Consultation - ✔✔Involving the target
✔✔Exchange - ✔✔Rewarding the target for compliance (this-for-that)
✔✔Personal appeals - ✔✔Asking for compliance based on friendship/loyalty
✔✔Ingratiation - ✔✔Using flattery, praise
✔✔Pressure - ✔✔Using warnings, demands, threats
✔✔Coalitions - ✔✔Enlisting the aid or support of others
✔✔Preferred Power Tactics by Influence Direction - ✔✔Upward, Lateral, Downward
✔✔Upward Power - ✔✔When subordinates influence the decisions of the leader
Rational Persuasion
✔✔Lateral Power - ✔✔Rational Persuasion, consultation, ingratiation, exchange,
legitimacy, personal appeals, coalitions
