Question 1

Alan, the marketing manager of an organization, finds out that his team has performed below the standards set. He considers two influence tactics to deal with the issue: 
1)  Joking and kidding
2)  Forming a coalition
In the context of sequencing of influence tactics, which of the following options should Alan choose to best deal with the issue?

Accepted Answer

A)   2,1
B)   1,2
C)   1 alone, as 2 is not an influence tactic
D)   2 alone, as 1 is not an influence tactic

Question 2

Describe the three major outcomes of influence tactics, with specific examples or cases that portray these outcomes.

Accepted Answer

The three possible outcomes of influence...

Question 3

Jonathan, the human resource manager of an organization, requests the help of the managing director to communicate on incentive cuts, which will be allocated to employees who perform below the organizational standard. In the context of influence tactics, this is most likely an example of _____.

Accepted Answer

A)   upward appeal
B)   open door policy
C)   closed door policy
D)   deliberate Machiavellianism

Question 4

A means to bring about change and ensure that a healthy corporate culture is maintained in the organization is to establish a punishment system that reinforces the culture.

Accepted Answer

A) True 
 B)False

Question 5

A hands-on leader is typically task oriented.

Accepted Answer

A) True 
 B)False  True

Question 6

An example of Machiavellianism would be for a manager to tell a group member that he must:

Accepted Answer

A)   work every Saturday to be evaluated as a good team player.
B)   accomplish goals that fit the company's strategic goals.
C)   conform to company rules and regulations.
D)   have lunch together to discuss a new software system.

Question 7

An inspirational appeal is more likely to be effective when the influence agent:

Accepted Answer

A)   pushes hard for his or her own agenda.
B)   involves the workers in the change process.
C)   disguises what he or she is attempting to accomplish.
D)   mixes the inspirational appeal with a touch of Machiavellianism.

Question 8

_____ is the most successful influence outcome.

Accepted Answer

A)   Commitment
B)   Compliance
C)   Resistance
D)   Debasement

Question 9

When ingratiation takes the form of well-deserved flattery or compliments, it is a _____ influence tactic.

Accepted Answer

A)   negative
B)   positive
C)   mixed
D)   exaggerated

Question 10

According to the model of power influence presented in the leadership text, the effectiveness of influence tactics is affected by _____.

Accepted Answer

A)   strategies, rules, and procedures
B)   aspirations, motivations, and skills
C)   leader traits, leader behaviors, and the situation
D)   consideration and initiating structure

Question 11

Nancy, a middle manager, wants to use the influence tactic of legitimating to improve quality within her unit. Nancy, therefore:

Accepted Answer

A)   develops a large number of people within her network.
B)   does favors for people so she can call on them later.
C)   explains that top management wants quality improvements.
D)   consults regularly with group members.

Question 12

Ryan is apathetic about carrying out a request made by his team manager to draft an agenda for the upcoming target meeting. He is not particularly overjoyed about the task, but makes a modest effort in doing it. In the context of influence outcomes, the influence attempt of Ryan's manager is an example of _____.

Accepted Answer

A)   compliance
B)   commitment
C)   resistance
D)   debasement

Question 13

The three outcomes of influence tactics are _____.

Accepted Answer

A)   commitment, compliance, and resistance
B)   power, skills, and outcomes
C)   manipulation, ingratiation, and submission
D)   empowerment, obedience, and concession

Question 14

According to implicit leadership theories, one example of a leadership antiprototype would be _____.

Accepted Answer

A)   intelligence
B)   charisma
C)   tyranny
D)   violence

Question 15

A guideline offered for the sequencing of influence tactics is to begin with a:

Accepted Answer

A)   high-cost, high-risk tactic.
B)   low-cost, low-risk tactic.
C)   low-cost, high-risk tactic.
D)   moderate-cost, moderate-risk tactic.

Question 16

Top-level leaders exert of their influence attempts in the direction of bringing about changes throughout the entire organization.

Accepted Answer

A) True 
 B)False

Question 17

Implicit leadership theories deal mostly with personal assumptions:

Accepted Answer

A)   about the type of leader most people would like to become.
B)   leaders make about the capabilities of group members.
C)   companies make about their leaders.
D)   about the attributes of an ideal organizational leader. D

Question 18

A recommended technique for exchanging favors is to:

Accepted Answer

A)   build an initial relationship with him.
B)   give the other person as much time as is feasible to comply.
C)   explain why you are worthy of receiving special treatment.
D)   limit your request to one, clear-cut option.

Question 19

Oscar engages in debasement when he tells the person he is trying to influence:

Accepted Answer

A)   "You are well dressed today."
B)   "Scientific evidence suggests that my position is correct."
C)   "How important is your paycheck to you?"
D)   "I may not be well informed, but here is my opinion." D

Question 20

To use debasement as an influence tactic, the influence agent might say, "I realize I'm not the brightest new manager in the company, so I really need your help."

Accepted Answer

A) True 
 B)False

Exam 8: Influence Tactics of Leaders

Correct Answer
verified

Describe the three major outcomes of influence tactics, with specific examples or cases that portray these outcomes.

Correct Answer
verified
The three possible outcomes of influence...
View Answer

Jonathan, the human resource manager of an organization, requests the help of the managing director to communicate on incentive cuts, which will be allocated to employees who perform below the organizational standard. In the context of influence tactics, this is most likely an example of _____.

Correct Answer
verified

A means to bring about change and ensure that a healthy corporate culture is maintained in the organization is to establish a punishment system that reinforces the culture.

Correct Answer
verified

A hands-on leader is typically task oriented.

Correct Answer
verified
True

An example of Machiavellianism would be for a manager to tell a group member that he must:

Correct Answer
verified

An inspirational appeal is more likely to be effective when the influence agent:

Correct Answer
verified

_____ is the most successful influence outcome.

Correct Answer
verified

When ingratiation takes the form of well-deserved flattery or compliments, it is a _____ influence tactic.

Correct Answer
verified

According to the model of power influence presented in the leadership text, the effectiveness of influence tactics is affected by _____.

Correct Answer
verified

Nancy, a middle manager, wants to use the influence tactic of legitimating to improve quality within her unit. Nancy, therefore:

Correct Answer
verified

Correct Answer
verified

The three outcomes of influence tactics are _____.

Correct Answer
verified

According to implicit leadership theories, one example of a leadership antiprototype would be _____.

Correct Answer
verified

A guideline offered for the sequencing of influence tactics is to begin with a:

Correct Answer
verified

Top-level leaders exert of their influence attempts in the direction of bringing about changes throughout the entire organization.

Correct Answer
verified

Implicit leadership theories deal mostly with personal assumptions:

Correct Answer
verified
D

A recommended technique for exchanging favors is to:

Correct Answer
verified

Oscar engages in debasement when he tells the person he is trying to influence:

Correct Answer
verified
D

To use debasement as an influence tactic, the influence agent might say, "I realize I'm not the brightest new manager in the company, so I really need your help."

Correct Answer
verified

Exam 8: Influence Tactics of Leaders

Correct AnswerverifiedShow Answer

Describe the three major outcomes of influence tactics, with specific examples or cases that portray these outcomes.

Correct AnswerverifiedThe three possible outcomes of influence...View AnswerShow Answer

Jonathan, the human resource manager of an organization, requests the help of the managing director to communicate on incentive cuts, which will be allocated to employees who perform below the organizational standard. In the context of influence tactics, this is most likely an example of _____.

Correct AnswerverifiedShow Answer

A means to bring about change and ensure that a healthy corporate culture is maintained in the organization is to establish a punishment system that reinforces the culture.

Correct AnswerverifiedShow Answer

A hands-on leader is typically task oriented.

Correct AnswerverifiedTrue

An example of Machiavellianism would be for a manager to tell a group member that he must:

Correct AnswerverifiedShow Answer

An inspirational appeal is more likely to be effective when the influence agent:

Correct AnswerverifiedShow Answer

_____ is the most successful influence outcome.

Correct AnswerverifiedShow Answer

When ingratiation takes the form of well-deserved flattery or compliments, it is a _____ influence tactic.

Correct AnswerverifiedShow Answer

According to the model of power influence presented in the leadership text, the effectiveness of influence tactics is affected by _____.

Correct AnswerverifiedShow Answer

Nancy, a middle manager, wants to use the influence tactic of legitimating to improve quality within her unit. Nancy, therefore:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

The three outcomes of influence tactics are _____.

Correct AnswerverifiedShow Answer

According to implicit leadership theories, one example of a leadership antiprototype would be _____.

Correct AnswerverifiedShow Answer

A guideline offered for the sequencing of influence tactics is to begin with a:

Correct AnswerverifiedShow Answer

Top-level leaders exert of their influence attempts in the direction of bringing about changes throughout the entire organization.

Correct AnswerverifiedShow Answer

Implicit leadership theories deal mostly with personal assumptions:

Correct AnswerverifiedD

A recommended technique for exchanging favors is to:

Correct AnswerverifiedShow Answer

Oscar engages in debasement when he tells the person he is trying to influence:

Correct AnswerverifiedD

To use debasement as an influence tactic, the influence agent might say, "I realize I'm not the brightest new manager in the company, so I really need your help."

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified
The three possible outcomes of influence...
View Answer

Correct Answer
verified

Correct Answer
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Correct Answer
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True

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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D

Correct Answer
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Correct Answer
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D

Correct Answer
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