MNO 3370 UNIT 4 TEST WITH
COMPLETE SOLUTION
leadership - ANSWER use of power/influence to direct followers toward goal
achievement
what do all leaders have in common? - ANSWER possess "power"
power - ANSWER ability to influence conduct of others & resist unwanted
influence in return
power is ______, but not ____ to being a leader - ANSWER necessary but not
sufficient
two categories of power - ANSWER organizational and personal
3 general sources of organizational power - ANSWER 1. legitimate (authority)
2. reward (giving people positive things)
3. coercive (give people negative things)
2 general sources of personal power - ANSWER
1. expert (skill/knowledge)
2. referent (affection/admiration)
power increases in ____ sustainability - ANSWER low
,(no substitutes for resources leader controls)
power increases in ____ centrality - ANSWER high
(leader plays important role - many people rely on them)
power increases in _____ discretion - ANSWER high
(when leader has no rules that bound power, they're more powerful)
power increases in _____ visibility - ANSWER high
(when more people see that leader has power, their power increases)
do individuals with power necessarily choose to use power to influence
others? - ANSWER no, just bc individuals have power, doesn't mean they will
use it to influence others
influence - ANSWER behavior that causes behavioral/attitudinal changes in
others
influence is (2) - ANSWER 1. directional (targeted at someone)
2. relative (more powerful manager = less powerful employees)
what does asch experiment tell us? - ANSWER social pressure makes us fall in
, line
3 targets of influence - ANSWER 1. internalization (committed to request)
2. compliance (goes along with request)
3. resistance (opposes/avoids request)
most effective target of request - ANSWER internalization
least effective target of request - ANSWER resistance
does attitude or behavior change with internalization? - ANSWER yes both
attitude and behavior
does attitude or behavior change with compliance? - ANSWER only behavior,
not attitude
does attitude or behavior change with resistance? - ANSWER neither attitude
nor behavior
most effective influence tactics (4) - ANSWER 1. rational persuasion (using
logic/facts)
COMPLETE SOLUTION
leadership - ANSWER use of power/influence to direct followers toward goal
achievement
what do all leaders have in common? - ANSWER possess "power"
power - ANSWER ability to influence conduct of others & resist unwanted
influence in return
power is ______, but not ____ to being a leader - ANSWER necessary but not
sufficient
two categories of power - ANSWER organizational and personal
3 general sources of organizational power - ANSWER 1. legitimate (authority)
2. reward (giving people positive things)
3. coercive (give people negative things)
2 general sources of personal power - ANSWER
1. expert (skill/knowledge)
2. referent (affection/admiration)
power increases in ____ sustainability - ANSWER low
,(no substitutes for resources leader controls)
power increases in ____ centrality - ANSWER high
(leader plays important role - many people rely on them)
power increases in _____ discretion - ANSWER high
(when leader has no rules that bound power, they're more powerful)
power increases in _____ visibility - ANSWER high
(when more people see that leader has power, their power increases)
do individuals with power necessarily choose to use power to influence
others? - ANSWER no, just bc individuals have power, doesn't mean they will
use it to influence others
influence - ANSWER behavior that causes behavioral/attitudinal changes in
others
influence is (2) - ANSWER 1. directional (targeted at someone)
2. relative (more powerful manager = less powerful employees)
what does asch experiment tell us? - ANSWER social pressure makes us fall in
, line
3 targets of influence - ANSWER 1. internalization (committed to request)
2. compliance (goes along with request)
3. resistance (opposes/avoids request)
most effective target of request - ANSWER internalization
least effective target of request - ANSWER resistance
does attitude or behavior change with internalization? - ANSWER yes both
attitude and behavior
does attitude or behavior change with compliance? - ANSWER only behavior,
not attitude
does attitude or behavior change with resistance? - ANSWER neither attitude
nor behavior
most effective influence tactics (4) - ANSWER 1. rational persuasion (using
logic/facts)
