MGMT 380 EXAM STUDY SET WITH 100% VERIFIED
SOLUTIONS!!
Personal Appeal - ANSWER Agents ask another to do a favor out of friendship. In this
scenario, the agents use an influence tactic called ____.
Exchange - ANSWER An agent influences a target by giving and taking favors. This
scenario exemplifies an influence tactic called ____.
Hard tactics - ANSWER When an influencer has the upper hand, when the agents
anticipate resistance, or when the other person's behavior violates important norms
Soft tactics - ANSWER When the agents are at a disadvantage, when the agents expect
resistance, or when the agents will personally benefit if the attempt is successful
Rational tactics - ANSWER When parties are relatively equal in power, when
resistance is not anticipated, and when the benefits are organizational as well as
personal
-Staring
-Pointing
-Interrupting - ANSWER Which of the following are nonverbal gestures of power?
Referent - ANSWER The potential influence one has due to the strength of the
relationship between the leader and the follower is referred to as ______ power.
True - ANSWER Followers can have more expert power than leaders.
,Frequently associated with successful influence attempts - ANSWER Choosing an
influence tactic thinking an act would improve an employee's self-esteem or morale.
Frequently mentioned as reasons for unsuccessful influence attempts - ANSWER
Choosing an influence tactic because it followed company policy and choosing one
because it was a way to put a subordinate in his place.
They are used when agents seek the aid or support of others to influence a target -
ANSWER In the context of influence tactics, identify a feature of coalition tactics that is
different from that of consultation.
Influence - ANSWER _____ is the actual change in a target person's attitudes, values,
beliefs, or behaviors.
Legitimate - ANSWER An individual's formal or official authority is called _____ power.
Situation - ANSWER Power is a function of the leader, the follower, and the ___________.
Consultation - ANSWER An agent asks a target to participate in planning an activity. In
this scenario, the agent uses an influence tactic called __________.
Reward - ANSWER The potential to influence others due to one's control over desired
resources is __________ power.
Legitimizing or pressure tactics - ANSWER Hard tactics=
Ingratiation - ANSWER Soft tactics=
Exchange - ANSWER Rational tactics=
, Legitimate - ANSWER _______ power is primarily a function of the situation.
Rational persuasion - ANSWER An agent uses logical arguments or factual evidence to
influence others. This scenario exemplifies an influence tactic called ______.
It depends on the situation - ANSWER Which types of power are best for a leader to
use?
Legitimizing tactic - ANSWER An agent makes requests to targets based on his or her
position or authority. This scenario exemplifies an influence tactic called ______.
Coercive - ANSWER A policeman giving a ticket is an example of _____ power.
Expert - ANSWER __________ power is the power of knowledge.
True (symbols like diplomas, awards, and titles can increase an individual's power) -
ANSWER An individual is likely to be perceived as taller when he is introduced as a
professor rather than as a student.
Power - ANSWER The capacity to produce effects on others or the potential to
influence others refers to __________.
Pressure tactic - ANSWER Agent uses threats or persistent reminders to influence
targets. This scenario exemplifies an influence tactic called ______.
Inspirational appeal - ANSWER An agent makes a request or proposal designed to
arouse enthusiasm or emotions in a target person. In this scenario, the agent uses an
influence tactic called _____.
Increase their power - ANSWER Individuals in a clique who sit next to each other at a
circular table...
SOLUTIONS!!
Personal Appeal - ANSWER Agents ask another to do a favor out of friendship. In this
scenario, the agents use an influence tactic called ____.
Exchange - ANSWER An agent influences a target by giving and taking favors. This
scenario exemplifies an influence tactic called ____.
Hard tactics - ANSWER When an influencer has the upper hand, when the agents
anticipate resistance, or when the other person's behavior violates important norms
Soft tactics - ANSWER When the agents are at a disadvantage, when the agents expect
resistance, or when the agents will personally benefit if the attempt is successful
Rational tactics - ANSWER When parties are relatively equal in power, when
resistance is not anticipated, and when the benefits are organizational as well as
personal
-Staring
-Pointing
-Interrupting - ANSWER Which of the following are nonverbal gestures of power?
Referent - ANSWER The potential influence one has due to the strength of the
relationship between the leader and the follower is referred to as ______ power.
True - ANSWER Followers can have more expert power than leaders.
,Frequently associated with successful influence attempts - ANSWER Choosing an
influence tactic thinking an act would improve an employee's self-esteem or morale.
Frequently mentioned as reasons for unsuccessful influence attempts - ANSWER
Choosing an influence tactic because it followed company policy and choosing one
because it was a way to put a subordinate in his place.
They are used when agents seek the aid or support of others to influence a target -
ANSWER In the context of influence tactics, identify a feature of coalition tactics that is
different from that of consultation.
Influence - ANSWER _____ is the actual change in a target person's attitudes, values,
beliefs, or behaviors.
Legitimate - ANSWER An individual's formal or official authority is called _____ power.
Situation - ANSWER Power is a function of the leader, the follower, and the ___________.
Consultation - ANSWER An agent asks a target to participate in planning an activity. In
this scenario, the agent uses an influence tactic called __________.
Reward - ANSWER The potential to influence others due to one's control over desired
resources is __________ power.
Legitimizing or pressure tactics - ANSWER Hard tactics=
Ingratiation - ANSWER Soft tactics=
Exchange - ANSWER Rational tactics=
, Legitimate - ANSWER _______ power is primarily a function of the situation.
Rational persuasion - ANSWER An agent uses logical arguments or factual evidence to
influence others. This scenario exemplifies an influence tactic called ______.
It depends on the situation - ANSWER Which types of power are best for a leader to
use?
Legitimizing tactic - ANSWER An agent makes requests to targets based on his or her
position or authority. This scenario exemplifies an influence tactic called ______.
Coercive - ANSWER A policeman giving a ticket is an example of _____ power.
Expert - ANSWER __________ power is the power of knowledge.
True (symbols like diplomas, awards, and titles can increase an individual's power) -
ANSWER An individual is likely to be perceived as taller when he is introduced as a
professor rather than as a student.
Power - ANSWER The capacity to produce effects on others or the potential to
influence others refers to __________.
Pressure tactic - ANSWER Agent uses threats or persistent reminders to influence
targets. This scenario exemplifies an influence tactic called ______.
Inspirational appeal - ANSWER An agent makes a request or proposal designed to
arouse enthusiasm or emotions in a target person. In this scenario, the agent uses an
influence tactic called _____.
Increase their power - ANSWER Individuals in a clique who sit next to each other at a
circular table...
