MNO 3370 Exam 4 questions with
complete solutions 2025/2026
Leadership - correct answer ✔✔The use of power and influence to direct the activities of
followers toward goal achievement
Power - correct answer ✔✔There are many different kinds of leaders in organizations, but they
all have one thing in common:
They possess __________
Power - correct answer ✔✔The ability to influence the conduct of others, and to resist
unwanted influence in return.
Caveat: __________ is NECESSARY BUT NOT SUFFICIENT to being a "leader"
In other words, leaders must posses some form of this
Legitimate Power (Organizational), Reward Power (Organizational), Coercive Power
(Organizational), Expert Power (Personal), Referent Power (Personal) - correct answer ✔✔Five
general sources of power within two categories: Organizational Power and Personal Power
All types of power contribute to the ability to influence others
Legitimate Power - correct answer ✔✔Derived from a position of authority within an
organization
-Sometimes referred to as "formal authority"
-People with a title or position in an organizational chart
,(Organizational Power)
Reward Power - correct answer ✔✔Derived from control over the resources of rewards another
person wants
-Examples: raises, job assignments, performance evaluations
(Organizational Power)
Coercive Power - correct answer ✔✔Derived from control over punishments in an organization
-Examples: fire, demote, lower or suspend pay
-Primarily operates on the principle of fear
(Organizational Power)
Milgram Studies - correct answer ✔✔-Stanley Milgram tested how far individuals would go in
hurting another individual when told to do so
-The participant (teacher) would ask a series of questions to another "participant" (learner)
-The teachers were instructed to shock the learners whenever an incorrect answer was given
-The learner was a confederate who would pretend to be hurt by the shocks
-All participants were willing to go up to 300 volts, and 65% administered the maximum 450
volts
Expert Power - correct answer ✔✔Derived from a person's expertise, skill, or knowledge on
which others depend
(Personal Power)
, Referent Power - correct answer ✔✔Exists when others have a desire to be associated with the
person
-This desire generally derives from affection, admiration, or loyalty
(Personal Power)
Low Substitutability - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
No substitutes for the resources and rewards the the leader controls
High Centrality - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
Leader plays an important and interdependent role
High Discretion - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
Leader has the discretion to make decisions about rewards and punishments
High Visibility - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
Leader and their resources are widely known
complete solutions 2025/2026
Leadership - correct answer ✔✔The use of power and influence to direct the activities of
followers toward goal achievement
Power - correct answer ✔✔There are many different kinds of leaders in organizations, but they
all have one thing in common:
They possess __________
Power - correct answer ✔✔The ability to influence the conduct of others, and to resist
unwanted influence in return.
Caveat: __________ is NECESSARY BUT NOT SUFFICIENT to being a "leader"
In other words, leaders must posses some form of this
Legitimate Power (Organizational), Reward Power (Organizational), Coercive Power
(Organizational), Expert Power (Personal), Referent Power (Personal) - correct answer ✔✔Five
general sources of power within two categories: Organizational Power and Personal Power
All types of power contribute to the ability to influence others
Legitimate Power - correct answer ✔✔Derived from a position of authority within an
organization
-Sometimes referred to as "formal authority"
-People with a title or position in an organizational chart
,(Organizational Power)
Reward Power - correct answer ✔✔Derived from control over the resources of rewards another
person wants
-Examples: raises, job assignments, performance evaluations
(Organizational Power)
Coercive Power - correct answer ✔✔Derived from control over punishments in an organization
-Examples: fire, demote, lower or suspend pay
-Primarily operates on the principle of fear
(Organizational Power)
Milgram Studies - correct answer ✔✔-Stanley Milgram tested how far individuals would go in
hurting another individual when told to do so
-The participant (teacher) would ask a series of questions to another "participant" (learner)
-The teachers were instructed to shock the learners whenever an incorrect answer was given
-The learner was a confederate who would pretend to be hurt by the shocks
-All participants were willing to go up to 300 volts, and 65% administered the maximum 450
volts
Expert Power - correct answer ✔✔Derived from a person's expertise, skill, or knowledge on
which others depend
(Personal Power)
, Referent Power - correct answer ✔✔Exists when others have a desire to be associated with the
person
-This desire generally derives from affection, admiration, or loyalty
(Personal Power)
Low Substitutability - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
No substitutes for the resources and rewards the the leader controls
High Centrality - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
Leader plays an important and interdependent role
High Discretion - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
Leader has the discretion to make decisions about rewards and punishments
High Visibility - correct answer ✔✔Contingencies of Power --> Power increases in certain
situations:
Leader and their resources are widely known
