Management Skills Final -
Rutgers University questions
and answers 2025
power
(Week 9) - answer the authority to get things done
by others
influence
(Week 9) - answer the ability to create an impact
on the beliefs and actions of others without forcing
them.
power vs. influence
(Week 9) - answer Persuasion skills exert far
greater influence over others' behaviors than
formal power structures do
Interpersonal influence
(Week 9) - answer Influencing other individuals
and/or group members
Procedural influence
,(Week 9) - answer Managing the rules or
procedures used to exchange information and
aggregate individual preferences
Cialdini's 6 Principles of Influence (interpersonal
influence)
(Week 9) - answer 1. Liking
2. Reciprocity
3. Social Proof
4. Consistency
5. Authority
6. Scarcity
- should be used in combination to compound their
impact.
- The rules of ethics apply
Liking
(Week 9) - answer People like those who like them.
Individuals are more willing to comply with the
requests of friends or other liked individuals
- Similarity and Praise
Reciprocity
, (Week 9) - answer People repay in kind. People feel
obligated to give back the form of behavior they
receive
ex: Managers can elicit the desired behaviors in
coworkers and employees by displaying it first ---
modeling the behavior
Social Proof
(Week 9) - answer People follow the lead of similar
others. People feel obligated to comply with a
request for behavior if it is consistent with what
similar others are thinking or doing (social
evidence)
- Persuasion can be extremely effective if it comes
from peers
- Influence is best exerted horizontally rather than
vertically
Consistency
(Week 9) - answer People align with their clear
commitments. After committing to a position
actively (spoken/made explicitly), publicly
(shared), and voluntarily (personal
ownership>forced), people are more willing to
comply with requests for behaviors that are
consistent with that position.
Rutgers University questions
and answers 2025
power
(Week 9) - answer the authority to get things done
by others
influence
(Week 9) - answer the ability to create an impact
on the beliefs and actions of others without forcing
them.
power vs. influence
(Week 9) - answer Persuasion skills exert far
greater influence over others' behaviors than
formal power structures do
Interpersonal influence
(Week 9) - answer Influencing other individuals
and/or group members
Procedural influence
,(Week 9) - answer Managing the rules or
procedures used to exchange information and
aggregate individual preferences
Cialdini's 6 Principles of Influence (interpersonal
influence)
(Week 9) - answer 1. Liking
2. Reciprocity
3. Social Proof
4. Consistency
5. Authority
6. Scarcity
- should be used in combination to compound their
impact.
- The rules of ethics apply
Liking
(Week 9) - answer People like those who like them.
Individuals are more willing to comply with the
requests of friends or other liked individuals
- Similarity and Praise
Reciprocity
, (Week 9) - answer People repay in kind. People feel
obligated to give back the form of behavior they
receive
ex: Managers can elicit the desired behaviors in
coworkers and employees by displaying it first ---
modeling the behavior
Social Proof
(Week 9) - answer People follow the lead of similar
others. People feel obligated to comply with a
request for behavior if it is consistent with what
similar others are thinking or doing (social
evidence)
- Persuasion can be extremely effective if it comes
from peers
- Influence is best exerted horizontally rather than
vertically
Consistency
(Week 9) - answer People align with their clear
commitments. After committing to a position
actively (spoken/made explicitly), publicly
(shared), and voluntarily (personal
ownership>forced), people are more willing to
comply with requests for behaviors that are
consistent with that position.
