Question 1

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

When the influence target resists the influence attempt, it is referred to as resistance. This can occur through passive or active means, such as ignoring the request or actively pushing back against it. Conformity refers to the influence target changing their beliefs or behaviors to match those of the influencer, compliance refers to the influence target agreeing to the request without changing their beliefs or behaviors, and commitment refers to the influence target actively supporting and endorsing the request.

Question 2

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

Accepted Answer

Using client lists to promote goods and services is an example of the coalition influence tactic, as it involves leveraging the support or endorsement of others to persuade potential clients.

Question 3

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 the exchange influence tactic, where the organization is giving something to the students in exchange for them giving their contact information. The research on reciprocity suggests that individuals are more likely to comply with requests from someone who has given them something first.

Question 4

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

Accepted Answer

Referent power is based on the leader's personal characteristics and ability to generate respect and admiration from followers. This type of power is more effective in influencing employee performance and commitment compared to formal power bases (such as legitimate, reward or information power) that are based on positional authority.

Question 5

Research suggests all of the following are outcomes of impression management EXCEPT impression management

Accepted Answer

Research suggests that impression management is equally influential in both structured and unstructured interviews. Therefore, option D is the exception among the given choices. Options A, B, and C are outcomes of impression management that are supported by research.

Question 6

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 approval or endorsement of a respected authority figure, such as a doctor, to influence others. By featuring doctors who vouch for the safety and effectiveness of the weight loss product, the advertisers are using the legitimating tactic to convince viewers to buy the product.

Question 7

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 district negotiator is using rational persuasion by presenting the financial limitations and evidence to support their position. They are not using inspirational appeals or personal appeals, and there is no direct pressure being applied.

Question 8

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

Accepted Answer

Ingratiation involves using compliments, flattery, and other forms of making others feel good about themselves in order to gain their favor and influence them. Exchange involves offering something in return for compliance. Pressure involves using threats or coercion to influence someone. Personal appeal involves appealing to someone's values or sense of loyalty or friendship.

Question 9

Which of the following statements regarding upward influence is INCORRECT?

Accepted Answer

This statement is incorrect as allowing those below to influence them can also help employees develop their skills in managing and leading others, which is beneficial for their career growth.

Question 10

Which of the following is not an aspect of the verbal strategy of impression management?

Accepted Answer

The intent of your speech is not a verbal aspect of impression management, as it refers to the underlying purpose and motivation behind what you choose to say, rather than how you actually communicate that message through tone, rate of speech, and choice of words.

Question 11

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

Accepted Answer

In democratic organizations, where decisions are made through group discussion and consensus building, consultation is the most effective influence tactic. This involves seeking input and feedback from others, showing that their opinions and ideas are valued, and using this information to shape decisions. Pressure and coalitions tactics may be seen as coercive or manipulative in a democratic setting, while ingratiating tactics may be viewed as insincere or manipulative.

Question 12

Which of the following is NOT an impression management category that an individual can use to accomplish the outcomes desired?

Accepted Answer

Personality is a relatively stable and enduring trait, and not an impression management category that can be consciously manipulated in order to achieve desired outcomes. The other options listed (verbal, nonverbal, and behavior) are all categories that individuals can utilize to manage their impressions.

Question 13

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

Accepted Answer

When a target agrees to a request and actively supports it, it indicates their commitment towards it. Compliance would refer to merely agreeing to a request without active support, conformity would refer to adjusting one's behavior or beliefs to match those of a group, and resistance would refer to actively opposing a request.

Question 14

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.

Question 15

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's reluctance to make the calls indicates that he is resisting the president's influence tactics. Resistance refers to a negative reaction or opposition toward an influence attempt. In this case, John is not willing to comply with the president's request to call alumni to ask for donations.

Question 16

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 appealing to the personal relationship they have with their roommate and asking for their help in a friendly manner.

Question 17

Which of the following statements regarding impression management is INCORRECT?

Accepted Answer

The statement "At work, the most effective approach to impression management is to build credibility and be the person you want to be" is overly simplistic and not always true. Different work environments and situations may require different approaches to impression management. It is important to assess the situation and adapt your approach accordingly.

Question 18

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 Teach for America representative is using an inspirational appeal by inspiring the group of college students to make a difference in the world and help children have a chance like theirs. They are not using rational persuasion to present logical arguments, personal appeal to create an emotional connection, or pressure to force compliance.

Question 19

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 demands, threats, or intimidation to persuade someone to do something. In this scenario, the threat of losing their job is being used to pressure the employee into seeking help through an employee assistance program.

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 communication cues that convey information about a person's confidence, trustworthiness, and overall demeanor. Nonverbal communication is an important aspect of impression management because it can reinforce or contradict the message being conveyed verbally.

Quiz 13: Power and Politics