Question 1

The influence tactic that works most effectively in organizations that value democratic decision making is

Accepted Answer

Organizations that value democratic decision making are more likely to respond positively to a consultation influence tactic, as it involves seeking the input and opinions of others before making a decision. In this type of environment, individuals are encouraged to share their thoughts, and decision makers tend to show respect for the opinions of others. Pressure tactics, such as coercion or threats, are less likely to be effective in this type of environment as they are perceived as undemocratic and may be viewed as an attempt to override the democratic process. Coalitions may also be effective in some cases, but these are typically formed through consultation and consensus-building rather than through force or manipulation. Ingratiation may be viewed with suspicion in a democratic environment, as it can be seen as an attempt to win favor or curry favor with decision makers rather than contributing to the decision-making process in a meaningful way.

Question 2

The school district negotiator notes during contract negotiations with the teachers' union that the district cannot afford a 3% wage increase.The district negotiator presents the current expenditure budget,the projected tax revenue and state contributions,and the currently increasing unemployment rate in the community's tax base as evidence of the lack of extra money for the increases.The district negotiator is attempting to convince the teachers' negotiator to pull back his demands using

Accepted Answer

The school district negotiator is using rational persuasion by presenting factual evidence to the teachers' union negotiator about why the district cannot afford a 3% wage increase. They are attempting to convince the teachers' negotiator to compromise on their demands based on the financial limitations of the district.

Question 3

A number of weight loss products advertised on television feature doctors who note the safety and effectiveness of the product.This approach to convincing viewers to purchase the product is an example of the _______________ influence tactic.

Accepted Answer

The legitimating influence tactic involves using the opinion or endorsement of a respected authority figure to promote a product or idea. In this case, the doctors are being used as authority figures to legitimize the safety and effectiveness of the weight loss product.

Question 4

When the influence target does not wish to comply with the request and either passively or actively repels the influence attempt,they are exhibiting

Accepted Answer

Resistance occurs when the influence target actively or passively resists an influence attempt. Conformity is the act of changing one's behavior due to the real or imagined influence of others. Compliance is the act of conforming to a request or demand. Commitment is the act of fully accepting and supporting a cause, belief, or decision.

Question 5

The college organization president spoke to her members noting that the organization needed monetary donations to reach their goals.She cited numerous reasons why the money was needed and encouraged all members to call alumni members of the group for such donations.She suggested that the group members remind the alumni of the organization's importance and their ties to that group.John dislikes asking anyone for money and decided not to make the calls.John is responding to the president's influence tactics with

Accepted Answer

John is showing resistance to the president's influence tactics by refusing to make the calls for donations. He is not conforming or complying with her request, nor is he showing commitment to the organization's goals.

Question 6

Research suggests which of the following is an outcome of impression management?

Accepted Answer

Research suggests that impression management can lead to higher performance ratings by creating a more favorable impression of oneself in the eyes of others. Impression management involves strategically managing the way one presents oneself to others, with the goal of creating a positive impression. As a result, individuals who engage in impression management may be perceived as more competent, likable, and capable, leading to higher performance ratings.

Question 7

When a target agrees to a request and actively supports it,the target's response is

Accepted Answer

Commitment refers to when the target not only agrees to a request but also actively supports it. Compliance is a minimal form of agreement, whereas conformity involves changing one's behavior to match the group's expectations. Resistance is the opposite of agreement and involves actively working against the request.

Question 8

Using different forms of making others feel good about themselves is the influence tactic of

Accepted Answer

Ingtratiation involves flattering or doing something else that will make someone feel good about themselves in order to gain their favor or influence their behavior.

Question 9

Which of the following best represents the self-focused strategy of impression management?

Accepted Answer

Out of the given options, "I am a hard worker" represents the self-focused strategy of impression management as it is a statement solely focused on the individual's own qualities and abilities. The other options involve either complimenting or expressing interest in the other person's qualities or opinions, which represent other-focused strategies.

Question 10

Which of the following is a category of strategies that an individual can use to effectively manage their impression?

Accepted Answer

The answer of Which of the following is a category...

Question 11

_______________ power is more effective than formal power and is positively related to employee performance and organizational commitment.

Accepted Answer

Referent power is based on charisma, admiration, and the desire to emulate a leader. It is more effective than formal power because it is personal and rooted in relationships. When employees respect and admire their leader, they are more likely to be committed to the organization and perform at higher levels. Legitimate power, which comes from a formal position, can also be effective, but it can be perceived as coercive and can lead to resistance from employees. Reward power is based on the ability to give rewards, but it can also be perceived as manipulative or unfair. Information power is based on access to important information, but it is less effective than referent power because it is not based on relationships.

Question 12

The use of client lists by advertisers and businesses to promote goods and services is an example of the _____________ influence tactic.And,it works!

Accepted Answer

The answer of The use of client lists by advertisers...

Question 13

Which of the following statements is true regarding impression management?

Accepted Answer

The answer of Which of the following statements is true...

Question 14

Giving students a free mug,t-shirt,or blanket just for getting their names on a mailing list at an organization is an example of the ____________ influence tactic.Research suggests individuals try to repay what has been given them.

Accepted Answer

This is an example of the exchange influence tactic, where the organization is offering a gift in exchange for the student's information. Research suggests that individuals are more likely to feel obligated to repay what has been given to them, even if it is in the form of a gift.

Question 15

The Teach for America representative faced the group of college students and asked,"Do you want to make a difference in this world? Do you want to give back for all the good things you have had happen to you over your lifetime? Do you want to help a child have a chance,a chance like yours? Then,won't you consider giving just nine months of your life to make a difference? Consider joining me and thousands of your peers in leading this country in a new direction by taking part in Teach for America." The representative is using the _______________ influence tactic.

Accepted Answer

The representative is using an inspirational appeal by trying to inspire the students to make a difference and help others less fortunate than themselves.

Question 16

The ability to influence those in positions lower than yours is

Accepted Answer

Downward influence refers to the ability to influence those in positions lower than yours, which is the given scenario in the question. Therefore, option B is the correct answer.

Question 17

Getting a person to enter an employee assistance program for a substance abuse problem as a condition of keeping their job is an example of using the ____________ influence tactic.

Accepted Answer

The pressure influence tactic involves using threats or demands to get someone to do something. In this scenario, the threat of losing their job if they don't seek help for their substance abuse problem is being used to pressure the employee into entering the EAP.

Question 18

Your roommate says to you,"I really need to make sure that I do not have any typos or misspelled words on my cover letter for my business communications class.Will you please read it for me?" This is an example of the

Accepted Answer

The roommate is using a personal appeal influence tactic by asking for help in a friendly manner, which is not manipulative or coercive. They are simply asking for assistance with a specific task related to their academic success.

Question 19

Which of the following statements regarding upward influence is accurate?

Accepted Answer

Asian American and Caucasian American managers may employ different strategies when influencing their superiors compared to how they influence their subordinates, reflecting cultural differences in hierarchical relationships and communication styles.

Question 20

Your posture,hand gestures,and eye contact are all examples of what aspect of impression management?

Accepted Answer

Posture, hand gestures, and eye contact are all nonverbal cues that a person uses to manage the impression they make on others.

Quiz 13: Power and Politics