Deck 5: Power and Influence

Question 1

Power

A)Is the capacity to cause change
B)Always needs to be exercised to have its effect
C)Is the degree of actual change
D)Is always directly observed

Answer 1

C

Question 2

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

Answer 2

False

Question 3

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

Answer 3

False

Question 4

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

Question 5

Leaders with legitimate power have the widest array of influence tactics available to them.

Question 6

Influence is

A)The potential to influence others
B)The capacity to produce effects on others
C)The degree of actual change in a target person's values
D)Attributed to others on the basis of influence tactics they use

Question 7

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

Question 8

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

Question 9

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

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

Question 10

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

Question 11

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

Question 12

The overall composite MSCS score has consistently been found to predict leadership success in hierarchical organizations.

Question 13

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.

Question 14

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

Question 15

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

Question 16

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

Question 17

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 18

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

Question 19

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?

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 20

Power refers to actual behaviors used by one person to influence another.

Question 21

When students respond positively to advice or 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 22

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 23

Coalition tactics

A)Are used when agents seek the aid of others to influence the target
B)Occur when agents ask targets to participate in planning an activity
C)Occur when the agent attempts to get you in a good mood before making a request
D)Are used when agents ask another to do a favor out of friendship

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

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

A)Expert power
B)Reward power
C)Legitimate power
D)Coercive power

Question 26

This occurs when agents ask targets to participate in planning an activity.

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

Question 27

A salesperson's good-natured or flattering banter with you before you make a decision about purchasing a product exemplifies

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

Question 28

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

A)Influence
B)Personalized power
C)Socialized power
D)Influence tactics

Question 29

Policemen giving tickets for speeding is an example of

A)Legitimate power
B)Reward power
C)Coercive power
D)Expert power

Question 30

When a minister makes an impassioned plea to members of his congregation about the good works which could be accomplished if a proposed addition to the church were built,he is

A)Making a personal appeal
B)Making an inspirational appeal
C)Making a rational persuasion
D)Using ingratiation

Question 31

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 32

Which of the following statements is true?

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)Effective leaders intuitively realize they need more than legitimate power to be successful

Question 33

Which of the following is an intrinsic reward?

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

Question 34

The Thematic Apperception Test is a(n)

A)Neuropsychological test
B)Personality inventory
C)Intelligence test
D)Projective personality test

Question 35

Often leaders will need to find ways to resolve a problem if bureaucratic rules are invoked by followers.If this is the case,then the followers will have successfully used _____ power to influence their leader.

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

Question 36

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

A)Ingratiation
B)An inspirational appeal
C)A consultation
D)A rational persuasion

Question 37

The need for power has been found to be positively related to all the following leadership effectiveness criteria,except

A)Success of nontechnical managers
B)Success of technical managers
C)Managers' performance ratings
D)Managers' promotion rates

Question 38

_____ occur when agents make requests based on their position or authority.

A)Pressure tactics
B)Legitimizing tactics
C)Exchanges
D)Coalition tactics

Question 39

Which of the following statements concerning power and influence is incorrect?

A)Effective leaders typically take advantage of all their sources of power
B)Leaders in well-functioning firms are not 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 40

Research findings by French and Raven generally indicates that leaders who relied primarily on _____ and _____ power had subordinates who were more motivated and satisfied,were absent less and performed better.

A)Referent;expert
B)Coercive;referent
C)Expert;reward
D)Reward;legitimate

Question 41

People typically use ingratiation when

A)The other person's behavior violates important norms
B)When an influencer anticipates resistance
C)They will personally benefit if the attempt is successful
D)When resistance is not anticipated

Question 42

Define and explain the Thematic Apperception Test with examples.

Question 43

Write a short note on expert power with examples.

Question 44

Rational tactics are used by people typically when

A)They are at a disadvantage
B)An influencer has the upper hand
C)When the other person's behavior violates important norms
D)The benefits are organizational as well as personal

Question 45

There is a strong tendency for people to resort to _____ whenever they have an advantage in clout if other tactics fail to get results.

A)Exchanges
B)Ingratiation
C)Legitimizing tactics
D)Rational appeals

Question 46

Define the need for power.

Question 47

Compare and contrast a leader with personalized versus socialized power.

Question 48

Contrast an effective and ineffective leader using the concepts of influence tactics.

Question 49

Compare and contrast the need for power with the motivation to manage.

Question 50

People typically use legitimizing or pressure tactics when

A)They are at a disadvantage
B)An influencer has the upper hand
C)They expect resistance
D)Parties are relatively equal in power

Question 51

Leaders who have only coercive or legitimate power may be able to use only _____ to influence followers.

A)Coalition tactics
B)Inspirational appeals
C)Consultations
D)Ingratiation

Question 52

Define and distinguish between power,influence and influence tactics.

Question 53

Write a short note on the different influence tactics as assessed by the IBQ.

Question 54

List and define the five sources of social power from French and Raven's typology.

Question 55

Describe motivation to manage in terms of six composites.