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UNIT 4 MNO 3370 Exam Questions And
Answers 100% Verified.
Leadership - Ans✔✔use of power/influence to direct followers toward goal achievement
what do all leaders have in common? - Ans✔✔possess "power"
power - Ans✔✔ability to influence conduct of others & resist unwanted influence in return
power is ______, but not ____ to being a leader - Ans✔✔necessary but not sufficient
two categories of power - Ans✔✔organizational and personal
3 general sources of organizational power - Ans✔✔1. legitimate (authority)
2. reward (giving people positive things)
3. coercive (give people negative things)
2 general sources of personal power - Ans✔✔1. expert (skill/knowledge)
2. referent (affection/admiration)
power increases in ____ sustainability - Ans✔✔low
(no substitutes for resources leader controls)
power increases in ____ centrality - Ans✔✔high
(leader plays important role - many people rely on them)
power increases in _____ discretion - Ans✔✔high
(when leader has no rules that bound power, they're more powerful)
power increases in _____ visibility - Ans✔✔high
(when more people see that leader has power, their power increases)
do individuals with power necessarily choose to use power to influence others? - Ans✔✔no, just
bc individuals have power, doesn't mean they will use it to influence others
influence - Ans✔✔behavior that causes behavioral/attitudinal changes in others
1
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influence is (2) - Ans✔✔1. directional (targeted at someone)
2. relative (more powerful manager = less powerful employees)
what does asch experiment tell us? - Ans✔✔social pressure makes us fall in line
3 targets of influence - Ans✔✔1. internalization (committed to request)
2. compliance (goes along with request)
3. resistance (opposes/avoids request)
most effective target of request - Ans✔✔internalization
least effective target of request - Ans✔✔resistance
does attitude or behavior change with internalization? - Ans✔✔yes both attitude and behavior
does attitude or behavior change with compliance? - Ans✔✔only behavior, not attitude
does attitude or behavior change with resistance? - Ans✔✔neither attitude nor behavior
most effective influence tactics (4) - Ans✔✔1. rational persuasion (using logic/facts)
2. consultation (discussing WITH others)
3. inspirational appeals (pep talk)
4. collaboration (providing resources)
moderately effective influence tactics (4) - Ans✔✔1. ingratiation (favors/compliments)
2. personal appeals (asking for something based on friendship)
3. exchange (if you do this, i'll do that)
4. appraising (explaining how request benefits target)
least effective influence tactics (2) - Ans✔✔1. pressure (threats/demands)
2. coalitions (enlist other people to help - ex. survivor alliances)
influence tactics will most commonly lead to - Ans✔✔compliance (behavior changes but attitude
does not)
other effective forms of influence tactics - Ans✔✔1. reciprocity (if you are nice, expect others to
be nice)
2. scarcity (less supply = more demand)
3. authority (credentials make more persuasive)
4. consistency (small commitment makes people escalate commitment)
2
UNIT 4 MNO 3370 Exam Questions And
Answers 100% Verified.
Leadership - Ans✔✔use of power/influence to direct followers toward goal achievement
what do all leaders have in common? - Ans✔✔possess "power"
power - Ans✔✔ability to influence conduct of others & resist unwanted influence in return
power is ______, but not ____ to being a leader - Ans✔✔necessary but not sufficient
two categories of power - Ans✔✔organizational and personal
3 general sources of organizational power - Ans✔✔1. legitimate (authority)
2. reward (giving people positive things)
3. coercive (give people negative things)
2 general sources of personal power - Ans✔✔1. expert (skill/knowledge)
2. referent (affection/admiration)
power increases in ____ sustainability - Ans✔✔low
(no substitutes for resources leader controls)
power increases in ____ centrality - Ans✔✔high
(leader plays important role - many people rely on them)
power increases in _____ discretion - Ans✔✔high
(when leader has no rules that bound power, they're more powerful)
power increases in _____ visibility - Ans✔✔high
(when more people see that leader has power, their power increases)
do individuals with power necessarily choose to use power to influence others? - Ans✔✔no, just
bc individuals have power, doesn't mean they will use it to influence others
influence - Ans✔✔behavior that causes behavioral/attitudinal changes in others
1
, ©FYNDLAY.
influence is (2) - Ans✔✔1. directional (targeted at someone)
2. relative (more powerful manager = less powerful employees)
what does asch experiment tell us? - Ans✔✔social pressure makes us fall in line
3 targets of influence - Ans✔✔1. internalization (committed to request)
2. compliance (goes along with request)
3. resistance (opposes/avoids request)
most effective target of request - Ans✔✔internalization
least effective target of request - Ans✔✔resistance
does attitude or behavior change with internalization? - Ans✔✔yes both attitude and behavior
does attitude or behavior change with compliance? - Ans✔✔only behavior, not attitude
does attitude or behavior change with resistance? - Ans✔✔neither attitude nor behavior
most effective influence tactics (4) - Ans✔✔1. rational persuasion (using logic/facts)
2. consultation (discussing WITH others)
3. inspirational appeals (pep talk)
4. collaboration (providing resources)
moderately effective influence tactics (4) - Ans✔✔1. ingratiation (favors/compliments)
2. personal appeals (asking for something based on friendship)
3. exchange (if you do this, i'll do that)
4. appraising (explaining how request benefits target)
least effective influence tactics (2) - Ans✔✔1. pressure (threats/demands)
2. coalitions (enlist other people to help - ex. survivor alliances)
influence tactics will most commonly lead to - Ans✔✔compliance (behavior changes but attitude
does not)
other effective forms of influence tactics - Ans✔✔1. reciprocity (if you are nice, expect others to
be nice)
2. scarcity (less supply = more demand)
3. authority (credentials make more persuasive)
4. consistency (small commitment makes people escalate commitment)
2
