Question 1

Should managers try to build their coercive power base?

Accepted Answer

Building a coercive power base can create fear and resistance among employees, leading to decreased commitment and ultimately less effective leadership. Alternatively, managers should focus on building their referent power base by developing strong relationships with their team and demonstrating effective leadership skills.

Question 2

Tina cornered Darryl in the breakroom. She said in an undertone, "Look, I know you said you would not switch scheduled work weekends with me next month. If you don't, I'll tell the manager what really happened in Denver. Understand?" Tina used the influence tactic of

Accepted Answer

Tina is using pressure as an influence tactic by threatening to reveal negative information about Darryl if he does not comply with her request.

Question 3

Compliance is the most common outcome of this influence tactic.

Accepted Answer

Legitimizing is often used to gain compliance by referring to rules, policies, or official documents, making it the most common outcome of this tactic.

Question 4

Research findings show that ________ are the most common target of influence attempts.

Accepted Answer

Studies have consistently shown that subordinates are the most common target of influence attempts in organizations. This is because subordinates are typically lower in the hierarchy and have less power, making them more vulnerable to influence attempts from their superiors, peers, and even customers.

Question 5

Sandra trains consumers at a consumer awareness workshop titled, "Door-in-the-face." She prepares her students to guard against the social influence weapon of

Accepted Answer

The "door-in-the-face" technique is a compliance method whereby a person makes a large request that is expected to be refused so that the person will agree to a much smaller request. This technique relies on the principle of reciprocity, where the denial of the large request is seen as a concession, and the person feels compelled to respond with a concession of their own, which is agreeing to the smaller request.

Question 6

Jessica trains people in a consumer awareness workshop titled, "Lowballing, foot-in-the-door, and bait-and-switch." She prepares her students to guard against the social influence weapon of

Accepted Answer

The workshop title specifically mentions “foot-in-the-door,” which is a common tactic used to gain an initial commitment from someone and then gradually escalate that commitment. This is an example of the social influence principle of commitment and consistency, which is the focus of Choice B.

Question 7

Chad watched as his friend, Ned, learned the hard way that some influence tactics generate resistance. The employees pay little or no attention to what Ned has requested of them. Chad has a major project for his team. It needs to be completed on time, on budget. Ned suggests using pressure tactics, but which influence tactic do you think Chad should use?

Accepted Answer

Chad should use an inspirational appeal tactic to motivate and inspire his team to complete the project on time and on budget. This approach is likely to be more effective than using pressure tactics, which can generate resistance among employees. The exchange tactic may also be useful, but it would depend on the specific circumstances of Chad's project and the incentives he can offer his team. The coalition and ingratiation tactics may not be as effective in this situation as they involve enlisting the support of others or trying to win favor with them, which may not be directly related to completing the project successfully.

Question 8

George stacked some old tires at the end of his driveway with a red sign, "Free tires. Some good tread left." The tires remained there for months, without anyone buying them. He replaced the red sign with a black sign, "Last set of original Model QZ tires-Available for only $100 through month end. Knock on first green door on the right for details or leave your telephone number." The next morning, the tires had been stolen. George had inadvertently used the social influence weapon of

Accepted Answer

By creating a sense of scarcity with the black sign, George may have motivated someone to steal the tires before they missed out on the opportunity to buy them for only $100.

Question 9

Frieda, who reports to Shauna, questions the overtime schedule for the weekend. At the end of the discussion, Frieda says, "Okay. I'll do it. Thanks for the opportunity to meet the head office representative that recommended you for promotion. You know, I want to be just like you! If I can follow in your career steps here, I'll be happy to work every weekend." Which part of Shauna's power base did Frieda acknowledge?

Accepted Answer

Frieda acknowledged Shauna's referent power, as she expressed a desire to emulate Shauna's career path and become like her. Referent power is the influence a leader has over their followers because of their personal likability, admiration, or respect.

Question 10

Jenna learned that Brady wanted to go to an out-of-town ball game in three weeks when he was scheduled to work. Jenna offered to work for him that weekend if he would work her shifts next weekend. Jenna used the influence tactic of

Accepted Answer

Jenna used the exchange influence tactic by offering to work for Brady's shifts in three weeks if he would work her shifts next weekend. This is an example of quid pro quo, where Jenna is offering something in exchange for something else.

Question 11

Which is not one of the "essential actions" you can use to influence your boss?

Accepted Answer

"Allow for in-group dyadic exchanges" is not one of the essential actions you can use to influence your boss. The other options are all valid ways to influence your boss effectively.

Question 12

Solomon Asch's work demonstrates the important role of ________ as a powerful source of influence.

Accepted Answer

Asch's work focused on conformity, or the tendency for individuals to adjust their behavior or opinions to match those of a group. His experiments showed how individuals would often give the wrong answer in order to conform to the group's response, even if they knew it was incorrect. Therefore, conformity is the powerful source of influence demonstrated in Asch's work.

Question 13

Greg wants his mechanics and material handlers to work double shifts for two weeks without extra pay to fulfill contract requirements. If Greg's firm does not make the deadline, Greg anticipates a major layoff and possible plant closing. Greg prepares a 100-page report full of charts, data, deadlines, and so on. He has all the information needed to explain the situation to his employees. Irwin, a consultant, advises Greg to combine an inspirational appeal with the solid rational persuasion he has prepared. Was Irwin right?

Accepted Answer

Combining an emotional appeal with rational persuasion can be effective because emotions can motivate people to align with rational arguments, making them more receptive to the message.

Question 14

________ is a social influence weapon.

Accepted Answer

The answer of ________ is a social influence weapon.
...

Question 15

Jacob, while hiring a college placement counselor for his son, asked himself, "Is this authority truly an expert?" How did this question provide a defense against the social influence weapon of appeals to authority?

Accepted Answer

By asking himself whether the authority is truly an expert, Jacob is questioning whether the authority's status is legitimate and whether they possess the necessary expertise to provide credible information or advice. This allows Jacob to critically evaluate the authority's position and make an informed decision rather than blindly following their advice based solely on their perceived authority.

Question 16

James, Daniel, and Frank own an electronics shop, one-third each. James likes merchandise with snob appeal. Daniel wants to stock old, traditional items. Frank orders anything that is new. Which of the following weapons of social influence are the three trying to use?

Accepted Answer

The answer of James, Daniel, and Frank own an electronics...

Question 17

Lucy receives a call from a cell phone marketer. The marketer starts with, "Don't you want to switch to Smart Networks? Your friends Tracy and Cindy did. They both said you would be interested in our options." Which social influence weapon was the marketer attempting to use on Lucy?

Accepted Answer

The marketer is attempting to use the social influence weapon of social proof, by referencing Lucy's friends Tracy and Cindy who have already switched to Smart Networks. This is an example of using social proof to influence someone's decision making.

Question 18

The most effective influence outcome is

Accepted Answer

Commitment is the most effective influence outcome as it leads to a long-term and sustainable change in behavior or attitude. It involves individuals being not only willing but also emotionally invested in carrying out the desired action. Compliance, sanctions, dependence, and resistance may lead to short-term changes, but they do not create a long-lasting effect as commitment does.

Question 19

Madge, who reports to Yvonne, questions the overtime schedule for the weekend. At the end of the discussion, Madge says, "Sorry I bothered you. Of course I'll do it. I was just asking about the schedule. Please don't write me up for insubordination." Which part of Yvonne's power base did Madge acknowledge?

Accepted Answer

Madge's concern about being written up for insubordination indicates she acknowledges Yvonne's coercive power, which is the ability to administer punishments or consequences.

Question 20

Anna, who reports to Cynthia, questions the overtime schedule for the weekend. At the end of the discussion, Anna says, "Okay. I'll do it. You are the boss." Which part of Cynthia's power base did Anna acknowledge?

Accepted Answer

Anna acknowledged Cynthia's legitimate power as the boss and her authority to make decisions and assign tasks.

Quiz 10: Power Influence