MNGT 3460 EXAM 4 EXAM WITH
CORRECT ACTUAL QUESTIONS AND
CORRECTLY WELL DEFINED ANSWERS
LATEST ALREADY GRADED A+ 2025 – 2026
what are the types of personal power
expert power and referent power
expert power
derived from a person's expertise, skill, or knowledge on which
others depend
referent power
exists when others have a desire to identify and be associated with a
person
what are the 4 contingency factors
substitutability, discretion, centrality, and visibility
Substitutability
the degree to which people have alternatives in accessing resources
discretion
,the degree to which managers have the right to make decisions on
their own
centrality
represents how important a person's job is and how many people
depend on that person to accomplish their tasks
visibility
how aware others are of a leader's power and position
influence
the use of an actual behavior that causes behavioral or attitudinal
changes in others
influence can be seen as _________________
directional
--> most frequently occurs downward (managers influencing
employees) but can also be lateral (peers influencing peers) or
upward (employees influencing managers)
influence is all ___________________
relative
--> absolute power of the "influencer" isn't as important as the
disparity between them
rational persuasion
the use of logical arguments and hard facts to show the target that
the request is a worthwhile one
inspirational appeal
a tactic designed to appeal to the target's value and ideals, thereby
creating an emotional or attitudinal reaction
,consultation
occurs when the target is allowed to participate in deciding how to
carry out or implement a request
a leader uses ___________________ by attempting to make it
easier for the target to complete the request
collaboration
ingratiation
the use of favors, complements, or friendly behavior to make the
target feel better about the influencer
personal appeals
when the requestor asks for something based on personal friendship
or loyalty
apprising
occurs when the requestor clearly explains why performing the
request will benefit the target personally
leadership
the use of power and influence to direct the activities of followers
toward goal achievement
what are the 4 leadership effectiveness roles
1) leading through vision and values
2) championing continuous improvement
3) building business partnerships
4) facilitating learning
, power
the ability to influence the behavior of others and resist unwanted
influence in return
legitimate power
derived from a position of authority inside the organization and is
sometimes referred to as "formal authority"
reward power
exists when someone has control over the resources or rewards
another person wants
coercive power
exists when a person has control over punishments in an organization
what are the types of organizational power
legitimate power, reward power, and coercive power
pressure
the use of coercive power through threats and demands
coalitions
occur when the influencer enlists other people to help influence the
target
exchange tactic
used when the requestor offers a reward or resource to the target in
return for performing a request
influence tactics tend to be most successful when used in
_______________
combination
CORRECT ACTUAL QUESTIONS AND
CORRECTLY WELL DEFINED ANSWERS
LATEST ALREADY GRADED A+ 2025 – 2026
what are the types of personal power
expert power and referent power
expert power
derived from a person's expertise, skill, or knowledge on which
others depend
referent power
exists when others have a desire to identify and be associated with a
person
what are the 4 contingency factors
substitutability, discretion, centrality, and visibility
Substitutability
the degree to which people have alternatives in accessing resources
discretion
,the degree to which managers have the right to make decisions on
their own
centrality
represents how important a person's job is and how many people
depend on that person to accomplish their tasks
visibility
how aware others are of a leader's power and position
influence
the use of an actual behavior that causes behavioral or attitudinal
changes in others
influence can be seen as _________________
directional
--> most frequently occurs downward (managers influencing
employees) but can also be lateral (peers influencing peers) or
upward (employees influencing managers)
influence is all ___________________
relative
--> absolute power of the "influencer" isn't as important as the
disparity between them
rational persuasion
the use of logical arguments and hard facts to show the target that
the request is a worthwhile one
inspirational appeal
a tactic designed to appeal to the target's value and ideals, thereby
creating an emotional or attitudinal reaction
,consultation
occurs when the target is allowed to participate in deciding how to
carry out or implement a request
a leader uses ___________________ by attempting to make it
easier for the target to complete the request
collaboration
ingratiation
the use of favors, complements, or friendly behavior to make the
target feel better about the influencer
personal appeals
when the requestor asks for something based on personal friendship
or loyalty
apprising
occurs when the requestor clearly explains why performing the
request will benefit the target personally
leadership
the use of power and influence to direct the activities of followers
toward goal achievement
what are the 4 leadership effectiveness roles
1) leading through vision and values
2) championing continuous improvement
3) building business partnerships
4) facilitating learning
, power
the ability to influence the behavior of others and resist unwanted
influence in return
legitimate power
derived from a position of authority inside the organization and is
sometimes referred to as "formal authority"
reward power
exists when someone has control over the resources or rewards
another person wants
coercive power
exists when a person has control over punishments in an organization
what are the types of organizational power
legitimate power, reward power, and coercive power
pressure
the use of coercive power through threats and demands
coalitions
occur when the influencer enlists other people to help influence the
target
exchange tactic
used when the requestor offers a reward or resource to the target in
return for performing a request
influence tactics tend to be most successful when used in
_______________
combination
