Deck 5: Gaining and Using Sustainable, Ethical Power and Influence

Question 1

The person with this Social Style emphasizes competitiveness,the bottom line,and speed.

A) analytic
B) driver
C) amiable
D) expressive

Answer 1

B

Question 2

Research done by Stanley Milgram found that subjects would administer electric "shocks" to another human being,even when the victim screamed and said he was having heart problems. The subjects in this experiment were most likely influenced by the _____ of the experimenter.

A) authority
B) social proof
C) liking
D) commitment

Answer 2

A

Question 3

The _____ rule works because humans engage in "now or never" thinking.

A) reciprocation
B) consistency
C) authority
D) scarcity

Answer 3

D

Question 4

All of the following are true about power except _____.

A) power must be actively sought
B) power is negotiated
C) power is a stable characteristic of a person or group
D) power must be continuously replenished

Question 5

In his book,"Influence: Science and Practice," Cialdini suggests that _____.

A) there are six types of influence that work with people from all cultures
B) influence methods work because they act as "cognitive shortcuts"
C) both a and b
D) none of the above

Question 6

The strengths of this Social Style include public speaking,inspiring enthusiasm,and building alliances.

A) analytic
B) driver
C) amiable
D) expressive

Question 7

People often base their perceptions of authority on _____.

A) titles
B) style of dress
C) use of language
D) all of the above

Question 8

You are having a conversation with your best friend. Your friend says "If you'll help me with my homework this week,I'll take you to the movies on Saturday." In this situation,your friend is trying to use _____ to influence your behavior.

A) reciprocation
B) authority
C) scarcity
D) social proof

Question 9

When we buy a brand of toothpaste because the advertisement says that "90% of dentists recommend this toothpaste",we are using the _____ rule to make our decision.

A) scarcity
B) commitment
C) authority
D) none of the above

Question 10

People do not always make rational decisions because _____.

A) people are incapable of taking in all the available relevant information
B) people can predict the consequences of different courses of action
C) most organizational decisions only affect one group or department
D) organizations have unlimited resources

Question 11

According to Robert Cialdini,the commitment/consistency rule means that _____.

A) people are more likely to be committed to ideas that are consistent with their childhood experiences
B) people can resist using cognitive shortcuts if they are committed to ideas that are consistent with their cultural beliefs
C) people are more likely to agree with a request if they feel it is consistent with a commitment they have already made
D) people tend to want what they believe is unique,rare,or in limited supply

Question 12

The person with this Social Style emphasizes systematic use of data to make decisions.

A) analytic
B) driver
C) amiable
D) expressive

Question 13

A new student walks into a classroom and sees a professor standing at the front of the room behind a podium. In this situation,the fact that the professor is standing at the front of the room behind the podium serves as _____ to induce compliance on the part of the student.

A) moderator
B) eliminator
C) trigger
D) server

Question 14

You are trying to convince someone to invest in a new venture because "everyone is doing it." What should you do to maximize your influence attempt?

A) Show potential investors a list of the other people investing in your business.
B) Obtain testimonials from people who have previously invested in your businesses.
C) Show potential investors how much money others have earned by investing in your businesses.
D) All of the above.

Question 15

The Social Styles model for understanding behavioral preferences has two dimensions:

A) assertive/probing and high/low responsiveness
B) unilaterial functioning and bilateral functioning
C) learning by doing and learning by thinking
D) None of the above

Question 16

One of the tactics used by salespeople is to tell customers that a particular item will be available for a lower price for only one day. In this situation,the salespeople are trying to use _____ to influence customer buying habits.

A) reciprocation
B) consistency
C) authority
D) scarcity

Question 17

Using cognitive shortcuts _____.

A) sometimes helps us make good decisions and sometimes doesn't
B) always helps us make good decisions
C) never helps us make good decisions
D) helps us make better decisions when we're under stress

Question 18

All of the following are forms of influence identified by Robert Cialdini except _____.

A) reciprocation
B) autonomy
C) commitment
D) social proof

Question 19

According to the author,in order to use power ethically,you must _____.

A) explicitly tell people what you want to achieve and why
B) treat everyone with respect
C) leave yourself open to be influenced by others
D) all of the above

Question 20

According to the textbook author,people with sustainable power and influence _____.

A) focus on achieving the goals they believe are important
B) take actions to shape their environments
C) are willing to use the informal organization to achieve their goals
D) all of the above

Question 21

The term "politics" in organizations refers to activities that _____.

A) people engage in to influence organizational outcomes
B) are not part of one's official job description
C) are not carried out through official policies
D) all of the above

Question 22

Politically savvy people draw on all of the following resources except _____.

A) personal resources
B) relational resources
C) structural resources
D) integral resources ( Recall,Moderate)

Question 23

According to Cialdini,someone who follows a manager's directions because that person is a manager is being influenced by authority.

Question 24

People who have a driver Social Style tend to emphasize speed.

Question 25

Robert Cialdini says that "people live up to what they have written down." This illustrates the power of _____.

A) authority
B) commitment
C) scarcity
D) reciprocity

Question 26

Reciprocation is most effective as an influence attempt if the "return favor" is asked for within 24 hours.

Question 27

All of the following are avenues for gaining structural power except _____.

A) position
B) autonomy
C) personality
D) centrality

Question 28

You are more likely to be influenced by your best friend than you are to be influenced by a stranger. This is an example of the power of _____.

A) scarcity
B) authority
C) liking
D) commitment

Question 29

Certain words can act as triggers,which can influence behavior and cause people to mindlessly comply with requests.

Question 30

Politically savvy people understand that _____.

A) timing matters
B) it is important to adjust their behavior to the styles of others
C) they should read a situation before jumping into it
D) all of the above are important

Question 31

A coalition is best defined as _____.

A) people who work independently from each other to promote issues that are important to them
B) an informal group of people who work together to promote issues that are important to them
C) a group of people who are more likely to promote groupthink as a way of obtaining agreement from others
D) none of the above

Question 32

According to the research cited in this chapter,most people tend to make decisions based on a careful analysis of all available information.

Question 33

One key to using the scarcity rule in influence attempts is to highlight exclusive information.

Question 34

"Criticality" refers to the degree to which _____.

A) you can choose how,when,and where to do your job
B) your job requires critical analysis of important organizational issues
C) your job has a direct impact on organizational performance or is a critical link in the workflow of the organization
D) none of the above

Question 35

Research shows that waitresses and waiters who smile broadly _____.

A) get larger tips (Recall,Difficult )
B) get smaller tips
C) make customers uncomfortable
D) are regarded as more competent by their managers

Question 36

People who have an amiable Social Style tend to make decisions more quickly because they get information from many different kinds of people.

Question 37

Using "cognitive shortcuts" always leads to poor decisions.

Question 38

All of the following are ways of minimizing dysfunctional organizational politics except _____.

A) providing clear goals and performance measures
B) using a systematic and transparent process for making organizational decisions
C) de-emphasizing the communication of bad news because organizational members should stay positive
D) encouraging critical thinking

Question 39

People who have an expressive Social Style tend to be more conservative than people who have an analytic social style because they have less data to use when making decisions.

Question 40

People who have an analytic Social Style tend to emphasize change rather than stability.

Question 41

You are attempting to increase your structural power in your organization. Describe at least 4 strategies you can use to increase your structural power.

Question 42

The six universal forms of influence described by Robert Cialdini include authority,commitment/consistency,scarcity,liking,social proof,and reciprocity.

Question 43

A coalition is an informal group of people who work together to promote issues that are important to them.

Question 44

Some forms of political behavior can increase innovation in organizations.

Question 45

One way of minimizing dysfunctional organizational politics is to use systematic and transparent decision-making processes.

Question 46

?Sharing positive experiences with someone can increase your influence with that person.

Question 47

People who work in routine jobs that require limited judgment are more easily replaced than people who have autonomy over how their work is done.

Question 48

A person who makes a public statement about a planned action (for example,announcing to your employees that "I will increase profits in this company by 20 percent.")
is less likely to accomplish that action than someone who remains quiet about his or her plans.

Question 49

Based on the research of Robert Cialdini,describe each of the six universal forms of influence and provide an example of each . ( N ote that each student may describe different examples,but the six universal forms of in fluence are those listed below.)
Reciprocation: Commitment/consistency: Authority: Social proof: Scarcity: Liking:

Question 50

Power can be gained and used either ethically or unethically. What is the p rimary difference between ethical and unethical power,and what steps should you take to gain and use power ethically?

Question 51

As a manager,what steps can you take to minimize dysfunctional political behavior in your organization?

Question 52

What is the Social Styles Model,and why is it important for developing influence ? General Characteristics of Each S o cial Style

Question 53

People who use relational power effectively rarely change the style in which they communicate their message because they know that all audiences should hear the same thing.

Question 54

Providing clear goals,performance measures,and feedback tends to increase political behavior in organizations.