Question 1

An important part of making an inspirational appeal is to:

Accepted Answer

A)   display emotion as needed.
B)   do favors for other people without asking for reciprocity.
C)   form coalitions.
D)   consult regularly with group members.

Question 2

Ayan, the newly appointed CEO, considers a series of steps to be implemented in the organization, to bring about change and ensuring the maintenance of a healthy corporate culture. Considering the various types of influence tactics, describe atleast four steps which Ayan would most likely implement as a transformational leader.

Accepted Answer

A leader might do the following to bring...

Question 3

Christy, a sales manger, believes in an optimal combination of "essentially ethical and honest" and "neutral" influence tactics to influence his team members. Create a pool of four influence tactics, out of which two are ethical and honest, and the rest are neutral, from which Christy can choose his influence strategy.

Accepted Answer

Following are the two ethical and honest influence tactics:
1. Leading by Example, Respect, and Trust A simple but effective way of influencing group members is by leading by example, or acting as a positive role model. The ideal approach is to be a "do as I say and do" manager-that is, one whose actions and words are consistent. Actions and words confirm, support, and often clarify each other. Being respected facilitates leading by example because group members are more likely to follow the example of leaders they respect.
2. Using Rational Persuasion Rational persuasion is an important tactic for influencing people. It involves using logical arguments and factual evidence to convince another person that a proposal or request is workable and likely to achieve the goal. Assertiveness combined with careful research is necessary to make rational persuasion an effective tactic. It is likely to be most effective with people who are intelligent and rational. Chief executive officers typically use rational persuasion to convince their boards that an undertaking, such as product diversification, is mandatory. A major moderating variable in rational persuasion is the credibility of the influence agent. Credibility helps an individual be more persuasive in two ways. First, it makes a person more convincing. Second, it contributes to a person's perceived power, and the more power one is perceived to have, the more targets will be influenced.
Following are the two neutral tactics:
1. Joking and Kidding Good-natured kidding is especially effective when a straightforward statement might be interpreted as harsh criticism. Joking or kidding can thus get the message across and lower the risk that the influence target will be angry with the influence agent. Joking and kidding might be interpreted either as dishonest or as extraordinarily tactful because the criticizer softens the full blow of the criticism.
2. Upward Appeal In upward appeal, the leader exerts influence on a team member by getting a person with more formal authority to do the influencing. Some managers and researchers regard upward appeal as an ethical and standard practice, yet it does contain an element of manipulation and heavy-handedness.A leader might attempt to persuade another staff member that higher management approved his or her request. The target of the influence event is thus supposed to grant acceptance automatically. Or the leader can request higher management's assistance in gaining another person's compliance with the request.

Question 4

In the context of outcomes of influence tactics, _____ is particularly important for complex, difficult tasks because these require full concentration and effort.

Accepted Answer

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

Question 5

When using ingratiation as an influence tactic, the influence agent acts abrasively and aggressively toward the influence target.

Accepted Answer

A) True 
 B)False

Question 6

The outcome of influence tactics are not affected by the leader's personality traits.

Accepted Answer

A) True 
 B)False

Question 7

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 with company rules and regulations.
D)   have lunch together to discuss a new software system.

Question 8

A good example of ingratiation when dealing with a person you are trying to influence would be for you to:

Accepted Answer

A)   praise that person lavishly.
B)   ignore his or her first three demands.
C)   mention your power contacts.
D)   stretch the truth to look good.

Question 9

Adrian is a compassionate and sensitive leader. He is charismatic and dynamic. On the other hand, Joseph is dominant leader and is considered manipulative by his subordinates. In the context of implicit leadership theories, which of the following options is most likely to be true?

Accepted Answer

A)   Adrian's traits are considered prototypes, while Joseph's traits are considered antiprototypes.
B)   Joseph's traits are considered antiprototypes, while Adrian's traits are considered prototypes.
C)   Both Adrian's and Joseph's traits are considered prototypes.
D)   Both Adrian's and Joseph's traits are considered antipeototypes.

Question 10

_____ is the most successful influence outcome.

Accepted Answer

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

Question 11

The purpose of forming a coalition is to:

Accepted Answer

A)   ingratiate yourself with other people.
B)   combine your power with that of others.
C)   impress others by the number of people in your network.
D)   legitimize your requests. B

Question 12

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

Accepted Answer

The three possible outcomes of influence...

Question 13

A rule of thumb offered for the sequencing of influence tactics is to:

Accepted Answer

A)   first mirror the influence tactic of the other person, then try your own.
B)   begin with the ethical, then shift to the unethical.
C)   begin with the most positive, or least abrasive, tactic.
D)   first be more serious, then move toward joking and kidding.

Question 14

Derek is a hands-on leader, so he is likely to:

Accepted Answer

A)   put his arms around the shoulders of a group member.
B)   answer his own email.
C)   telephone his boss frequently.
D)   get involved directly in solving customer problems.

Question 15

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. C

Question 16

Which of the following is an example of debasement?

Accepted Answer

A)   A manager pretending to be incapable of doing a task so that he gets help from his subordinates
B)   A manger gifting an expensive watch to one of his subordinates in return of the work they have done
C)   A subordinate exchanging pleasantries with his manager
D)   A subordinate acting polite before his superior

Question 17

At which of the following levels in an organization, is hands-on leadership usually expected?

Accepted Answer

A)   Manegerial level
B)   Shareholder level
C)   Contract employee level
D)   Level below the executive category

Question 18

Anne, the Creative Head of a publishing house which is into teens' fiction ,decides to form an alliance with the Creative Heads of other publishing houses in the city, in order to plan for a literary meet. In the context of influence tactics, an alliance of this kind, if formed, becomes an example of a(n)  _____.

Accepted Answer

A)   conglomerate
B)   editorial
C)   consultancy
D)   coalition

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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

Exam 8: Influence Tactics of Leaders

An important part of making an inspirational appeal is to:

Correct Answer
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Correct Answer
verified
A leader might do the following to bring...
View Answer

In the context of outcomes of influence tactics, _____ is particularly important for complex, difficult tasks because these require full concentration and effort.

Correct Answer
verified

When using ingratiation as an influence tactic, the influence agent acts abrasively and aggressively toward the influence target.

Correct Answer
verified

The outcome of influence tactics are not affected by the leader's personality traits.

Correct Answer
verified

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

Correct Answer
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A good example of ingratiation when dealing with a person you are trying to influence would be for you to:

Correct Answer
verified

Adrian is a compassionate and sensitive leader. He is charismatic and dynamic. On the other hand, Joseph is dominant leader and is considered manipulative by his subordinates. In the context of implicit leadership theories, which of the following options is most likely to be true?

Correct Answer
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_____ is the most successful influence outcome.

Correct Answer
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The purpose of forming a coalition is to:

Correct Answer
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B

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

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

A rule of thumb offered for the sequencing of influence tactics is to:

Correct Answer
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Derek is a hands-on leader, so he is likely to:

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

Correct Answer
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C

Which of the following is an example of debasement?

Correct Answer
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At which of the following levels in an organization, is hands-on leadership usually expected?

Correct Answer
verified

Correct Answer
verified

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

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

Exam 8: Influence Tactics of Leaders

An important part of making an inspirational appeal is to:

Correct AnswerverifiedShow Answer

Correct AnswerverifiedA leader might do the following to bring...View AnswerShow Answer

In the context of outcomes of influence tactics, _____ is particularly important for complex, difficult tasks because these require full concentration and effort.

Correct AnswerverifiedShow Answer

When using ingratiation as an influence tactic, the influence agent acts abrasively and aggressively toward the influence target.

Correct AnswerverifiedShow Answer

The outcome of influence tactics are not affected by the leader's personality traits.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

A good example of ingratiation when dealing with a person you are trying to influence would be for you to:

Correct AnswerverifiedShow Answer

Adrian is a compassionate and sensitive leader. He is charismatic and dynamic. On the other hand, Joseph is dominant leader and is considered manipulative by his subordinates. In the context of implicit leadership theories, which of the following options is most likely to be true?

Correct AnswerverifiedShow Answer

_____ is the most successful influence outcome.

Correct AnswerverifiedShow Answer

The purpose of forming a coalition is to:

Correct AnswerverifiedB

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

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

A rule of thumb offered for the sequencing of influence tactics is to:

Correct AnswerverifiedShow Answer

Derek is a hands-on leader, so he is likely to:

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedC

Which of the following is an example of debasement?

Correct AnswerverifiedShow Answer

At which of the following levels in an organization, is hands-on leadership usually expected?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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

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

Correct Answer
verified

Correct Answer
verified
A leader might do the following to bring...
View Answer

Correct Answer
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Correct Answer
verified

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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B

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

Correct Answer
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Correct Answer
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Correct Answer
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C

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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