MNGT 3460- Final- Mackey Exam Questions and Answers 100% Pass

MNGT 3460- Final- Mackey Exam Questions and Answers 100% Pass Terms with *** mean that he said to study those - Terms with *** mean that he said to study those Leadership - Use of power & influence to direct the activities of followers Power - Ability to influence the behavior of others & resist unwanted influence ***Legitimate Power - Authority or position -Organizational ***Reward Power - The control of resources or benefits -Organizational ***Coercive Power - The ability to hand out punishment -Organizational ***Expert Power - Expertise or knowledge -Personal 2Brittie Donald, All Rights Reserved © 2025 ***Referent Power - The attractiveness & charisma of the leader -Personal Sustainability - Alternatives in accessing the resources a leader controls Discretion - The right to make decisions Centrality - How important a person's job is Visibility - How aware others are of a leader & resources Influence - Cause behavioral or attitudinal changes in others ***Rational Persuasion - Use of logical arguments ***Inspirational Appeal - Appeal to one's values & ideals ***Consultation - Target is allowed to participate Ingratiation - Favors, compliments, or friendly behavior Personal Appeals - Asks for something based on personal friendship or loyalty Exchange Tactic - Requestor offers a reward Apprising - Requestor clearly explains why it benefits the target personally Pressure - Requestor attempts to use coercive power ***Coalition - Influencer enlists other people 3Brittie Donald, All Rights Reserved © 2025 Internalization - Target agrees with & becomes committed to the request - Long term Compliance - Do it with a degree of ambivalence - Short term Resistance - Target refuses & avoids having to do it Organizational Politics - Goal of furthering a person's own self-interests Political Skill - Ability to understand others & influence them Conflict Resolution - How assertive leaders want to be & how cooperative they are ***Competing - Without concern for the other party's results - Win, lose ***Avoiding - One party wants to remain neutral, stay awa