Question 1

Over-promising and over-delivering is a good strategy for creating positive relationships.

Accepted Answer

Over-promising can lead to unrealistic expectations, and while over-delivering might temporarily please clients or partners, consistently setting unrealistic expectations can lead to disappointment and mistrust when those expectations cannot be met.

Question 2

Influence is power in action.

Accepted Answer

Influence is the ability to affect the thoughts, beliefs, or actions of others. This can be seen as a form of power, as it can be used to bring about change or achieve goals. Therefore, influence can be seen as power in action.

Question 3

The "foot-in-the-door" technique is an example of the social influence principle of social proof.

Accepted Answer

The "foot-in-the-door" technique is an example of the principle of consistency, where agreeing to a small request increases the likelihood of agreeing to a larger request later, not the principle of social proof, which involves conforming to the actions of others.

Question 4

Legitimate power is often called authority.

Accepted Answer

Legitimate power is often called authority because it is based on the official position or title held by a person within an organization or society. This type of power comes with a set of rights, privileges, and responsibilities that are given to people in specific roles or positions of leadership. Examples of legitimate power include government officials, elected representatives, military leaders, and company executives.

Question 5

Compliance is the most likely outcome of the influence tactic of consultation.

Accepted Answer

Consultation involves seeking input and participation from others, which can lead to commitment rather than mere compliance, as individuals feel more involved and valued in the decision-making process.

Question 6

One of the most common complaints of frontline workers is that their managers do not fully understand what they (the workers)really do.

Accepted Answer

This is a common complaint among frontline workers, as managers may not have direct experience with the tasks and challenges faced by their subordinates.

Question 7

Cialdini's social influence weapons include reciprocity and social proof.

Accepted Answer

Cialdini's social influence weapons include reciprocity, social proof, commitment and consistency, liking, authority, and scarcity.

Question 8

Commitment is the most likely consequence of the use of an inspirational appeal.

Accepted Answer

An inspirational appeal is designed to move or inspire people to take action towards a particular goal or objective. When people are inspired, they tend to feel a sense of commitment towards the cause or goal. Therefore, the most likely consequence of the use of an inspirational appeal is commitment.

Question 9

The most common ways for people to build their expert power is through disciplinary actions.

Accepted Answer

Building expert power is typically achieved through developing deep knowledge and expertise in a specific field or industry, rather than disciplinary actions. Disciplinary actions may be used to enforce rules or consequences, but they do not necessarily contribute to one's expert power.

Question 10

Referent power is often sufficient to gain compliance behavior.

Accepted Answer

The answer of Referent power is often sufficient to gain...

Question 11

Strong ties grow exponentially when your immediate network grows.

Accepted Answer

Strong ties, which are close and personal relationships, do not necessarily grow exponentially with the expansion of your immediate network. Expanding your network often results in more weak ties, which are acquaintances rather than close relationships.

Question 12

Behavioral norms influence individual behavior through the imposition,or threat of imposition,of sanctions.

Accepted Answer

Behavioral norms are social rules that guide behavior in a particular society or group. These norms can be enforced through the imposition of sanctions or the threat of sanctions. Sanctions can be positive, such as rewards for following the norm, or negative, such as punishments for violating the norm. The fear of sanctions can influence an individual's behavior, encouraging them to conform to the established norms.

Question 13

Being threatened with firing is considered the most extreme form of referent power.

Accepted Answer

Referent power is based on the personal traits and relationships of a leader, not on threats or coercion. Being threatened with firing is more related to coercive power, which relies on the fear of negative consequences.

Question 14

Conformity is an important influence on the actions of people,especially in the presence of formal authority or power.

Accepted Answer

The answer of Conformity is an important influence on the...

Question 15

To more effectively manage your boss,come prepared with a recommendation whenever you present a problem.

Accepted Answer

By presenting a well-thought-out recommendation, you show that you have carefully considered the problem at hand and have a potential solution in mind. This demonstrates your initiative and problem-solving skills, which can help build trust and confidence with your boss.

Question 16

To effectively manage your boss,try to communicate in his/her preferred style.

Accepted Answer

It is important to understand your boss's communication preferences and style to effectively communicate and manage them. This can help build a strong working relationship and facilitate better collaboration.

Question 17

Rationality is the best form of influence.

Accepted Answer

Rationality, while effective in many contexts, is not universally the best form of influence as emotional, social, and cultural factors also play significant roles in influencing people's decisions and behaviors.

Question 18

The influence tactic of legitimizing is most likely to produce commitment.

Accepted Answer

Legitimizing is more about using one’s authority or emphasizing the legitimacy of a request rather than building commitment. Tactics that build commitment often involve inspiration, consultation, or participation, not just an appeal to authority.

Question 19

Personal appeal and exchange are the most frequently used influence tactics.

Accepted Answer

Research indicates that rational persuasion, inspirational appeals, and consultation are more commonly used influence tactics than personal appeal and exchange.

Question 20

Compliance is characterized by doing only what is required by a request-and nothing more.

Accepted Answer

Compliance refers to meeting the minimum requirements or standards set by a request or regulation. It does not involve going above and beyond what is necessary.

Quiz 8: Using Power and Influence