Deck 12: Interpersonal Power and Influence

Question 1

Blake says to Belinda, "You want me to cook dinner tonight? But you're such a great cook!" What type of verbal message for exerting power is Blake using?

A) direct request
B) ingratiation
C) bargaining
D) manipulation

Answer 1

B

Question 2

Christine is seen as very dynamic and personable. She embodies _______.

A) competence
B) charisma
C) character
D) expert power

Answer 2

B

Question 3

_______ refers to the techniques and strategies by which you regulate and carry on interpersonal interactions.

A) Power
B) Interpersonal skills
C) Interaction management
D) Exchange theory

Answer 3

C

Question 4

Of the following, to whom would we most likely grant legitimate power?

A) another student
B) sales clerk
C) teacher
D) friend

Question 5

According to the text, in many Asian, African, and Arab cultures, there is a great _______ between men and women.

A) equality
B) shared skill set
C) power distance
D) economic burden

Question 6

Marie imagined scenarios in which she was especially powerful and confident before her job interview. The interviewer was impressed by her persuasiveness and confidence. As defined in the text, Marie performed _______.

A) self-empowerment
B) self-talk
C) power tactics
D) power priming

Question 7

_______ refers to a person's attempt to resist a request by trying to manipulate the image of the other person making the request.

A) Identity management
B) Back-channeling
C) Interaction management
D) Impression management

Question 8

Which of the following suggestions is a way to nonverbally communicate power?

A) utilize adaptors
B) use consistent packaging
C) walk quickly
D) use vocalized pauses

Question 9

In any interpersonal relationship, the person who holds the power is the one less interested in and less dependent on the rewards and punishments controlled by the other person. This is known as the _______.

A) equality principle
B) principle of less interest
C) relationship investment principle
D) reward/cost principle

Question 10

John admires and respects Bill, and would do anything to get Bill to like him. What type of power does Bill have over John?

A) legitimate
B) referent
C) persuasive
D) coercive

Question 11

Jill has denied Joe's leave-of-absence request as punishment for being uncooperative in meetings. Jill has exhibited _______ power.

A) expert
B) referent
C) persuasive
D) coercive

Question 12

Francine can walk away from the rewards Derek provides to their relationship. Furthermore, she is less dependent on the relationship than Derek is. Their relationship embodies _______.

A) privilege
B) power play
C) the principle of less interest
D) negative identity management

Question 13

Which of the following is TRUE?

A) People are born with the same amount of power.
B) Power is asymmetrical.
C) Power cannot be shared.
D) Power is viewed and used the same across cultures.

Question 14

When_______ power is used, other powers increase, but when _______ power is used, all other powers decrease.

A) coercive; referent
B) referent; expert
C) reward; coercive
D) expert; coercive

Question 15

"I am very, very glad to meet you," lacks power and influence because it contains _______.

A) slang
B) a disqualifier
C) hesitations
D) intensifiers

Question 16

_______ is a privilege of those more powerful to use on those less powerful, such as a doctor putting his arm around his patient.

A) Breaking the rules
B) Having the final word
C) Touch
D) Back-channeling

Question 17

During his speech, Tomas stuttered and frequently added er, um, and ah in the middle of his sentences. Tomas's use of these words that make a speaker sound unprepared and uncertain are known as _______.

A) hesitations
B) slang
C) disqualifiers
D) intensifiers

Question 18

The ability of one person to influence what another person thinks or does is called _______.

A) power
B) empathy
C) coercion
D) aggressiveness

Question 19

Women have trouble gaining _______ power, while men have difficulty using _______ power.

A) referent; expert
B) reward; referent
C) coercive; expert
D) expert; referent

Question 20

When powerful individuals want to signal dominance, they maintain a high level of eye contact while _______ but a much lower level of eye contact while _______?

A) giving verbal feedback; listening
B) listening; speaking
C) back-channeling; giving verbal feedback
D) speaking; listening

Question 21

Which type of unfair use of power violates Title VII of the Civil Rights Act of 1964?

A) sexual harassment
B) affectional orientation harassment
C) racial harassment
D) religious harassment

Question 22

Some people are born powerful.

Question 23

Power is always reciprocal in a relationship.

Question 24

The person who ignores what you are saying, for example, by refusing to take "no" for an answer, is exemplifying the _______ power play.

A) nobody upstairs
B) no one home
C) you owe me
D) you-gotta-be-kidding

Question 25

Which of the following scenarios communicates power?

A) Jenny using self-critical statements.
B) Adam uses a firm grip when shaking hands.
C) Kathy uses vocalized pauses while speaking.
D) Xavier avoids eye contact while speaking to superiors.

Question 26

When responding to sexual harassment, you should first _______.

A) report the action immediately without notifying the harasser
B) avoid the harasser
C) take some of the blame
D) talk to the harasser

Question 27

When a child is warned against doing something under the threat of punishment and yet does exactly what she was told not to do, we have an operation of negative _______ power.

A) legitimate
B) persuasion
C) expert
D) coercive

Question 28

In responding to power plays, you have three choices in reacting: ignore it, neutralize it, or _______.

A) cooperate
B) redeem it
C) report it
D) retaliate

Question 29

________ harassment refers to mistreatment of those with less power in organizations.

A) Affectional orientation
B) Subordinate
C) Status
D) Employee

Question 30

Candice argues with Phil and tells him, "You can't be serious. You can't mean that." She is using which power play?

A) "nobody upstairs"
B) "you owe me"
C) "you got to be kidding"
D) "I got you now"

Question 31

Power increases even when you try, yet fail to control another's behavior.

Question 32

Power can be shared.

Question 33

Which of the following is the most common way to lose power?

A) share skills and decision-making
B) try to control someone's behavior and fail
C) allow others to control you
D) use self-critical statements

Question 34

Ralph's coworkers believe he is honest, trustworthy, and sincere. This dimension of credibility is known as _______.

A) coherence
B) charisma
C) competence
D) character

Question 35

Michael's boss is allowing another employee to take time off on Christmas Eve; however, Michael's boss will not allow him to take time off for Hanukkah. This is a form of _______ harassment.

A) disability
B) racial
C) status
D) religious

Question 36

When you empower someone, you lose power yourself.

Question 37

Interruptions are the most common form of which type pf power play?

A) nobody upstairs
B) metaphor
C) thought stopper
D) you owe me

Question 38

Kimi's coworker asks Kimi for her notes. Kimi tells her coworker, "No, I don't lend my notes out." Kimi is using which type of compliance-resistance?

A) negotiation
B) nonnegotiation
C) justification
D) identity management

Question 39

The parent who angrily says to a child, "I worked overtime to buy you that piano and now you want to stop taking piano lessons?" might be using the _______ power play.

A) nobody upstairs
B) no one home
C) you owe me
D) you-gotta-be-kidding

Question 40

Patterns of behavior that are used repeatedly by one person to take unfair advantage of another person are called _______.

A) disqualifiers
B) power plays
C) privileges
D) power priming

Question 41

You go to the doctor when you are ill and follow his or her advice because the doctor has expert power.

Question 42

Threatening messages via social media or text messages is a form of cyberbullying.

Question 43

One report claims that only about 15% of bullies are bosses.

Question 44

Religious teachers are especially perceived to have legitimate power.

Question 45

You have to give a presentation on sexual harassment at your workplace. In preparation for your speech, write out the two types of sexual harassment and give examples of each, as well as suggestions for employees to follow if they fall victim to sexual harassment.

Question 46

Credibility consists of competence, character, and charisma.

Question 47

When you use coercive power, other bases of power are increased.

Question 48

There are two general categories of sexual harassment: quid pro quo and the creation of a
hostile environment.

Question 49

You are trying to get your friend to help you move furniture this weekend. Choose three different compliance-gaining strategies and write out what you will say for each strategy. Which one do you think will be the most successful? Why?

Question 50

The sentence, "I'm your mother, so do it because I said so," is an example of referent power.

Question 51

Describe three kinds of power you possess with your friends, family and on the job. Give examples of how you use this power.

Question 52

While babysitting at Chris's house, Pat noticed that Chris's mom frequently used unfair power plays on Chris. Pat resented this and planned to tell Chris about it. What could Chris's mom have been doing or saying? What advice can Pat give Chris about how to respond effectively?

Question 53

The strength of coercive power depends solely on the magnitude of the punishment that can be administered.

Question 54

"Tag questions" weaken your personal power.

Question 55

When responding to sexual harassment, you should talk to the harasser.

Question 56

People usually use only one base of power to influence others.

Question 57

Identify and discuss four principles of power.

Question 58

Telling "dirty jokes" in the workplace is considered quid pro quo harassment.

Question 59

Actions by teachers that interfere with a student's ability to perform effectively is a form of status harassment.

Question 60

The most common compliance-gaining strategy by both women and men is the direct request.