Management Skills Final - |\ |\ |\ |\
Rutgers University questions |\ |\ |\
with answers |\
power
(Week 9) - CORRECT ANSWERS ✔✔the authority to get
|\ |\ |\ |\ |\ |\ |\ |\ |\
things done by others
|\ |\ |\
influence
(Week 9) - CORRECT ANSWERS ✔✔the ability to create an
|\ |\ |\ |\ |\ |\ |\ |\ |\
impact on the beliefs and actions of others without
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
forcing them. |\
power vs. influence
|\ |\ |\
(Week 9) - CORRECT ANSWERS ✔✔Persuasion skills exert
|\ |\ |\ |\ |\ |\ |\ |\
far greater influence over others' behaviors than formal
|\ |\ |\ |\ |\ |\ |\ |\
power structures do
|\ |\
Interpersonal influence |\
(Week 9) - CORRECT ANSWERS ✔✔Influencing other
|\ |\ |\ |\ |\ |\ |\
individuals and/or group members |\ |\ |\
,Procedural influence |\
(Week 9) - CORRECT ANSWERS ✔✔Managing the rules or
|\ |\ |\ |\ |\ |\ |\ |\ |\
procedures used to exchange information and aggregate
|\ |\ |\ |\ |\ |\ |\
individual preferences |\
Cialdini's 6 Principles of Influence (interpersonal
|\ |\ |\ |\ |\ |\
influence)
(Week 9) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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 |\ |\ |\
with answers |\
power
(Week 9) - CORRECT ANSWERS ✔✔the authority to get
|\ |\ |\ |\ |\ |\ |\ |\ |\
things done by others
|\ |\ |\
influence
(Week 9) - CORRECT ANSWERS ✔✔the ability to create an
|\ |\ |\ |\ |\ |\ |\ |\ |\
impact on the beliefs and actions of others without
|\ |\ |\ |\ |\ |\ |\ |\ |\ |\
forcing them. |\
power vs. influence
|\ |\ |\
(Week 9) - CORRECT ANSWERS ✔✔Persuasion skills exert
|\ |\ |\ |\ |\ |\ |\ |\
far greater influence over others' behaviors than formal
|\ |\ |\ |\ |\ |\ |\ |\
power structures do
|\ |\
Interpersonal influence |\
(Week 9) - CORRECT ANSWERS ✔✔Influencing other
|\ |\ |\ |\ |\ |\ |\
individuals and/or group members |\ |\ |\
,Procedural influence |\
(Week 9) - CORRECT ANSWERS ✔✔Managing the rules or
|\ |\ |\ |\ |\ |\ |\ |\ |\
procedures used to exchange information and aggregate
|\ |\ |\ |\ |\ |\ |\
individual preferences |\
Cialdini's 6 Principles of Influence (interpersonal
|\ |\ |\ |\ |\ |\
influence)
(Week 9) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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) - CORRECT ANSWERS ✔✔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. |\ |\ |\
