Question 1

______ occurs when people are indifferent to a task and make only the minimal effort necessary to complete a goal.

Accepted Answer

Compliance often involves people doing just enough to meet the requirements without any genuine engagement or enthusiasm, reflecting indifference and minimal effort towards a task or goal.

Question 2

Amy asked her staff of three to help make the new guy, John, feel welcome. They all jump right in to welcoming John by showing him around the office, inviting him to lunch, and helping him settle into his new position. She noticed that they continued to help John throughout the week. Which outcome did Amy receive for her request?

Accepted Answer

Commitment is shown by the staff's continued efforts to help John beyond the initial request, indicating they are genuinely invested in making him feel welcome.

Question 3

Which outcome is considered to be the best reaction to an influence tactic?

Accepted Answer

Commitment is considered the best reaction to an influence tactic because it indicates that the person not only agrees with the idea or request but also personally supports and is dedicated to its success.

Question 4

Which element below is defined as behaviors that are not formally sanctioned by the organization and that are focused on maximizing self-interest, often at the expense of the organization or other employees?

Accepted Answer

Organizational politics are behaviors that individuals in an organization engage in to increase their power and to pursue their own interests, sometimes at the expense of the organization or other employees. These behaviors are not officially sanctioned by the organization.

Question 5

People with strong legitimate power usually have more success using ______ to have their requests fulfilled.

Accepted Answer

Silent authority is effective for those with legitimate power because their position naturally commands compliance without the need for overt persuasion or pressure.

Question 6

Kira does not like to empty the trash in their office. She has decided to offer a little bonus to whomever will take the trash out every evening before the close of business. Kira is using ______ as a tactic for influencing the people in her office.

Accepted Answer

Kira is using the tactic of exchange, offering a bonus in return for someone taking out the trash, which is a direct trade of benefits.

Question 7

Which outcome to influence tactics causes bad feelings and distrust?

Accepted Answer

Resistance to influence tactics often leads to bad feelings and distrust because the person being influenced feels coerced or unwilling to agree, which can damage relationships and trust.

Question 8

Gage is trying to get his staff to take on an extra case, pro bono. He thinks that it is important to give back to society and to take care of his community. He appeals to his staff by explaining the positive feelings that they will feel by giving back to their community and how it is the morally right thing to do. Which tactic is Gage using to influence his staff?

Accepted Answer

Gage is using inspirational appeals by focusing on the positive feelings and moral reasons for taking on the extra case, aiming to inspire his staff to act based on values and beliefs about giving back to the community.

Question 9

Which influence tactic outcome occurs when people are enthusiastic and fully in agreement with an action or decision?

Accepted Answer

Commitment occurs when people are enthusiastic and fully in agreement with an action or decision, indicating a high level of personal acceptance and support.

Question 10

Jane's dad told her to empty the dishwasher before he got home from the gym or she would have a consequence. Jane felt that it was not her turn to do this chore and therefore watched TV instead. Jane's dad received which outcome for his influence tactic?

Accepted Answer

Jane's decision to watch TV instead of emptying the dishwasher, despite her dad's directive, indicates resistance to his influence tactic.

Question 11

Wyatt asked Whitney to do a routine, monotonous task of scanning a stack of documents for inconsistencies. She was not excited to do such a boring job, but she will completed the task. This scenario's outcome is ______.

Accepted Answer

Whitney agreed to complete the task despite finding it boring, which indicates compliance, meaning she is willing to follow through with the request even though she is not enthusiastic about it.

Question 12

Which influence tactic outcome is not ideal for tasks that require more commitment but is acceptable when it comes to simple requests?

Accepted Answer

Compliance is an influence tactic outcome where individuals agree to a request but with minimal personal commitment to the task or decision. This makes it less ideal for tasks requiring high levels of commitment but acceptable for simpler requests where deep personal investment is not as necessary.

Question 13

Which element below is considered a "soft" influence tactic?

Accepted Answer

Personal appeal is considered a "soft" influence tactic because it relies on personal relationships and asking for compliance based on loyalty or friendship, rather than using power or authority.

Question 14

Which element below relies on unspoken, but acknowledged power to have managements requests fulfilled?

Accepted Answer

Silent authority relies on unspoken power, where the mere presence or implied authority of a manager leads to compliance without explicit requests.

Question 15

______ takes place when people oppose the influencer's request by refusing to do it or arguing against carrying out the task.

Accepted Answer

Resistance occurs when individuals actively refuse or argue against a request or directive, showing their opposition to the influence attempt. Compliance, adherence, and commitment involve following or agreeing to requests or rules, not opposing them.

Question 16

Which outcome is considered to be the worst reaction to an influence tactic?

Accepted Answer

Resistance is considered the worst reaction to an influence tactic because it indicates that the person is not only unwilling to accept the influence but may also actively work against it, showing opposition or non-cooperation.

Question 17

Nia needs to get her staff to agree to come to work early Monday through Thursday so that they can have Friday afternoons off. Everyone in the office needs to agree to this in order for it to take place. She knows that Quentin is not a morning person, so she decides to ask him last. As soon as she had the cooperation of the rest of the staff, she asked Quentin if he would agree since the rest of the office was in compliance. Which tactic did Nia use to influence Quentin?

Accepted Answer

Nia used coalition building by gathering the agreement of the rest of the staff first, creating a group consensus, before approaching Quentin, making it more difficult for him to refuse.

Question 18

Which element below is considered a "hard" influence tactic?

Accepted Answer

Assertiveness is considered a "hard" influence tactic because it involves direct and forceful forms of persuasion, such as demanding, ordering, or using pressure to convince others to comply with a request or follow a directive.

Question 19

How many influencing tactics are explained in the textbook?

Accepted Answer

The textbook explains 11 influencing tactics, which are strategies or approaches used to persuade or influence others' attitudes, behaviors, or perceptions.

Question 20

When people are ______, they are motivated to put in the extra effort to successfully reach a goal.

Accepted Answer

When people are committed, they have a strong dedication to a goal or task, which motivates them to put in extra effort to achieve success.

Quiz 13: Influence, Power, Politics