Deck 4: Power and Influence

Question 1

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.

Answer 1

C

Question 2

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.

Answer 2

C

Question 3

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

Answer 3

False

Question 4

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 5

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

Question 6

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

Question 7

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 8

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

Question 9

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

Question 10

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

Question 11

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

Question 12

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 13

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.

Question 14

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

Question 15

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

Question 16

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

Question 17

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

Question 18

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

Question 19

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

Question 20

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

Question 21

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 22

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 23

Which of the following is an intrinsic reward?

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

Question 24

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 25

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 26

_____ 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 27

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 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

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 30

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 31

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 32

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 33

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 34

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

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

Question 35

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 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

Policemen giving tickets for speeding is an example of

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

Question 38

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 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

The Thematic Apperception Test is a(n)

A)neuropsychological test.
B)personality inventory.
C)intelligence test.
D)projective personality test.

Question 41

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

Question 42

Describe motivation to manage in terms of six composites.

Question 43

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 44

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

Question 45

Compare and contrast a leader with personalized versus a leader with socialized power.

Question 46

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 47

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 48

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

Question 49

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 50

Write a short discussion on expert power and provide some examples.

Question 51

Define and distinguish between power, influence and influence tactics.

Question 52

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

Question 53

Define and explain the Thematic Apperception Test with examples.

Question 54

Define the need for power.

Question 55

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