Deck 4: Power and Influence

Question 1

Having a more open office reflects,but does not affect,power differentials between people.

Answer 1

False

Question 2

Choice of clothing can affect one's power and influence.

Answer 2

True

Question 3

A leader is in the best position to use "hard" influence tactics such as legitimizing and pressure tactics after developing a strong base of referent power.

Answer 3

False

Question 4

Studies show that female managers are less likely than male managers to compromise or negotiate during their influence attempts.

Question 5

Coercive power is the potential to influence others through the administration of negative sanctions.

Question 6

Those who derive a sense of satisfaction from influencing others are said to have a high need for affiliation.

Question 7

The overall composite Miner's Sentence Completion Scale (MSCS)score has consistently been found to predict leadership success in hierarchical organizations.

Question 8

Reward power is the ability to control benefits and desired resources.

Question 9

Rational persuasion occurs when an agent uses inspirational appeals to influence others.

Question 10

Referent power is the potential influence one has due to the strength of the relationship between the leader and the followers.

Question 11

In highly effective organizations,there tends to be a high degree of reciprocal influence between leaders and followers.

Question 12

Leaders usually can exert more power during periods of relative calm than during a crisis.

Question 13

A socialized need for power is a more mature,self-sacrificing form than a personalized need for power.

Question 14

A leader with legitimate power has the widest array of influence tactics available.

Question 15

Influence refers to the degree of change in a target person's attitudes,values,beliefs,or behaviors.

Question 16

Expert power involves the authority granted by the organization to the leader in order to influence others.

Question 17

The amount of power followers have in work situations is always less than the amount of power held by the group's leader.

Question 18

Studies indicate that long-term success requires leaders to have a high need for socialized power and a low level of activity inhibition.

Question 19

Using threats or persistent reminders to influence targets are examples of pressure tactics.

Question 20

Influence tactics refer to one person's actual behaviors designed to change another person's attitudes,beliefs,values,or behaviors.

Question 21

Which of the following is an intrinsic reward?

A) Compensation
B) Praise
C) Personal growth
D) Time off

Question 22

Which of the following statements concerning power and influence is most likely FALSE?

A) Effective leaders typically take advantage of all their sources of power.
B) Leaders in well-functioning firms are rarely influenced by their subordinates.
C) Leaders vary in the extent to which they share power with subordinates.
D) Effective leaders generally work to increase their various power bases.

Question 23

People typically use hard tactics when:

A) they are at a significant disadvantage.
B) an influencer has the upper hand.
C) they do not expect resistance.
D) the parties share power.

Question 24

_____ power is a function of the amount of knowledge one possesses relative to the rest of the members of a group.

A) Reward
B) Referent
C) Coercive
D) Expert

Question 25

A police officer giving a speeding ticket to a driver is most likely using:

A) referent power.
B) reward power.
C) coercive power.
D) expert power.

Question 26

Coalition tactics are most likely exhibited when agents:

A) seek the aid of others to influence the target.
B) ask targets to participate in activity planning.
C) arouse enthusiasm or emotions in targets.
D) ask others to provide favors out of friendship.

Question 27

Many aspects of office arrangements can affect a leader's or follower's power.Which of the following statements is true in relation to this statement?

A) Specific seating arrangements at circular tables do not affect participants' interactions.
B) Rectangular tables facilitate communication.
C) Individuals sitting at the ends of rectangular tables often wield more power.
D) Rectangular tables minimize status differentials.

Question 28

Research findings by French and Raven indicate that leaders who rely primarily on _____ and _____ power have subordinates who are more motivated and satisfied,are absent less,and perform better.

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

Question 29

A judge who gives a convicted prisoner a suspended sentence but tells him to consider the suspension a "sword hanging over your head" if he breaks the law again is using:

A) legitimizing tactics.
B) coalition tactics.
C) pressure tactics.
D) rational persuasion.

Question 30

Influence is best defined as the:

A) potential to manipulate others.
B) capacity to produce effects on others.
C) degree of actual change in a target agent's values.
D) status differential between members of a group.

Question 31

Which of the following statements is most likely true of legitimate power?

A) The head of an organization is always a true leader.
B) Legitimate authority and leadership are similar.
C) Holding a position and being a leader are synonymous.
D) Legitimate power depends on a person's organizational role.

Question 32

Which of the following is occurring when agents ask targets to participate in planning an activity?

A) Rational persuasion
B) Ingratiation
C) Consultation
D) Personal appeal

Question 33

Rational tactics are most likely used by a person when:

A) he or she is at a disadvantage.
B) an influencer has the upper hand.
C) another person's behavior violates important norms.
D) the benefits are organizational as well as personal.

Question 34

When students respond positively to requests from teachers who are well-liked and respected,it can be inferred that the teachers have:

A) expert power.
B) referent power.
C) legitimate power.
D) coercive power.

Question 35

Which of the following refers to one person's actual behaviors designed to change another person's attitudes,beliefs,values,or behaviors?

A) Power
B) Influence
C) Authority
D) Influence tactics

Question 36

A leader who has developed close interpersonal relationships with followers generally uses _____ power to influence them.

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

Question 37

Followers are more likely to use _____ power to change their leader's behavior if they have a relatively high amount of referent power with their fellow co-workers.

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

Question 38

_____ is exercised in the service of higher goals to others or organizations and often involves self-sacrifice toward those ends.

A) Democracy
B) Personalized power
C) Socialized power
D) Management motivation

Question 39

The ability to control others through the fear of punishment or the loss of valued outcomes is known as:

A) expert power.
B) reward power.
C) legitimate power.
D) coercive power.

Question 40

A politician's advisor explains how demographic changes in the politician's district make it important for the politician to spend more time in the district seeing constituents than she has in the past.This is an example of:

A) ingratiation.
B) an inspirational appeal.
C) a consultation.
D) a rational persuasion.

Question 41

Discuss expert power and provide examples for illustration.

Question 42

What is legitimate power? How does legitimate authority differ from leadership? Provide examples to illustrate your response.

Question 43

What is coercive power? How can followers use coercive power to influence a leader's behavior? Provide examples to illustrate your response.

Question 44

What is the difference between power,influence,and influence tactics? What is the relationship between the three concepts in terms of leadership?

Question 45

What are the six composites used in Miner's Sentence Completion Scale (MSCS)to describe the motivation to manage? What conclusions can be made about leadership from MSCS scores?

Question 46

What is the Thematic Apperception Test (TAT)? What does the TAT measure? Briefly describe the components of the test.

Question 47

The Influence Behavior Questionnaire (IBQ)is designed to assess nine types of influence tactics.Describe at least four of these influence tactics.

Question 48

Briefly outline the five sources of social power from French and Raven's typology.

Question 49

Differentiate between leaders who have personalized power and leaders who have socialized power.

Question 50

How does the need for power differ from the motivation to manage?