MAN 4240 EXAM 2 STUDY GUIDE
Legitimate Power - Answers - derived from a position of authority and is sometimes
referred to as "formal authority"
Reward Power - Answers - exists when someone has control over the resources or
rewards another person wants
Coercive Power - Answers - exists when a person has control over punishments in an
organization
Expert Power - Answers - derived from a person's expertise, skill, or knowledge on
which others depend
Referent Power - Answers - exists when others have a desire to identify and be
associated with a person
Substitutability - Answers - the degree to which people have alternatives in accessing
resources
Discretion - Answers - the degree to which managers have the right to make decisions
on their own.
Centrality - Answers - represents how important a person's job is and how many people
depend on that person to accomplish their tasks
visibility - Answers - how aware others are of a leader's power and position
Rational persuasion - Answers - is the use of logical arguments and hard facts to show
the target that the request is a worthwhile one.
Consultation - Answers - occurs when the target is allowed to participate in deciding
how to carry out or implement a request.
Inspirational Appeals - Answers - a tactic designed to appeal to the target's values and
ideals, thereby creating an emotional or attitudinal reaction.
Collaboration - Answers - by attempting to make it easier for the target to complete the
request
Ingratiation - Answers - the use of favors, complements, or friendly behavior to make
the target feel better about the influencer.
, Personal appeals - Answers - are when the requestor asks for something based on
personal friendship or loyalty.
exchange - Answers - used when the requestor offers a reward or resource to the target
in return for performing a request.
apprising - Answers - occurs when the requestor clearly explains why performing the
request will benefit the target personally.
Pressure - Answers - he use of coercive power through threats and demands.
Coalitions - Answers - occur when the influencer enlists other people to help influence
the target
Internalization - Answers - Target agrees with and becomes committed to request
Compliance - Answers - Target is willing to perform request, but does so with
indifference
Resistance - Answers - Target is opposed to request and attempts to avoid doing it
Organizational politics - Answers - actions directed toward furthering one's own self
interests
political skill - Answers - ability to effectively understand others and use that knowledge
to influence them in ways that enhance personal or organizational goals
Competing - Answers - Win-lose - quickness is vital, important, when you know you're
right
Collaborating - Answers - Win-win - when too important for compromise, when objective
is to learn, merge insights, work thru feelings
Avoiding - Answers - lose-lose - when trivial, no chance of winning, let people cool down
Accommodating - Answers - lose-win - when more important to others, build social
credits, minimize loss
Compromise - Answers - when important but not worth effort of other modes,
settlements, time pressure
Alternative dispute resolution - Answers - process by which two parties resolve conflicts
through the use of a specially trained third party.
Mediation - Answers - requires a 3rd party to facilitate the dispute resolution process,
though this 3rd party has no formal authority to dictate solutions
Legitimate Power - Answers - derived from a position of authority and is sometimes
referred to as "formal authority"
Reward Power - Answers - exists when someone has control over the resources or
rewards another person wants
Coercive Power - Answers - exists when a person has control over punishments in an
organization
Expert Power - Answers - derived from a person's expertise, skill, or knowledge on
which others depend
Referent Power - Answers - exists when others have a desire to identify and be
associated with a person
Substitutability - Answers - the degree to which people have alternatives in accessing
resources
Discretion - Answers - the degree to which managers have the right to make decisions
on their own.
Centrality - Answers - represents how important a person's job is and how many people
depend on that person to accomplish their tasks
visibility - Answers - how aware others are of a leader's power and position
Rational persuasion - Answers - is the use of logical arguments and hard facts to show
the target that the request is a worthwhile one.
Consultation - Answers - occurs when the target is allowed to participate in deciding
how to carry out or implement a request.
Inspirational Appeals - Answers - a tactic designed to appeal to the target's values and
ideals, thereby creating an emotional or attitudinal reaction.
Collaboration - Answers - by attempting to make it easier for the target to complete the
request
Ingratiation - Answers - the use of favors, complements, or friendly behavior to make
the target feel better about the influencer.
, Personal appeals - Answers - are when the requestor asks for something based on
personal friendship or loyalty.
exchange - Answers - used when the requestor offers a reward or resource to the target
in return for performing a request.
apprising - Answers - occurs when the requestor clearly explains why performing the
request will benefit the target personally.
Pressure - Answers - he use of coercive power through threats and demands.
Coalitions - Answers - occur when the influencer enlists other people to help influence
the target
Internalization - Answers - Target agrees with and becomes committed to request
Compliance - Answers - Target is willing to perform request, but does so with
indifference
Resistance - Answers - Target is opposed to request and attempts to avoid doing it
Organizational politics - Answers - actions directed toward furthering one's own self
interests
political skill - Answers - ability to effectively understand others and use that knowledge
to influence them in ways that enhance personal or organizational goals
Competing - Answers - Win-lose - quickness is vital, important, when you know you're
right
Collaborating - Answers - Win-win - when too important for compromise, when objective
is to learn, merge insights, work thru feelings
Avoiding - Answers - lose-lose - when trivial, no chance of winning, let people cool down
Accommodating - Answers - lose-win - when more important to others, build social
credits, minimize loss
Compromise - Answers - when important but not worth effort of other modes,
settlements, time pressure
Alternative dispute resolution - Answers - process by which two parties resolve conflicts
through the use of a specially trained third party.
Mediation - Answers - requires a 3rd party to facilitate the dispute resolution process,
though this 3rd party has no formal authority to dictate solutions
