07 Power and Influence in the Workplace

Question 1

Power is the capacity to (blank)

Answer 1

influence others

Question 2

The essence of power is (blank)

Answer 2

control over the behaviors of others

Question 3

This refers to the capacity to keep a more powerful person or group in the exchange relationship

Answer 3

countervailing power

Question 4

Countervailing power ensures (blank)

Answer 4

that the powerful party uses their power judiciously

Question 5

2 other reasons for compliance

Answer 5

• obedience

- acceptance of authority

Question 6

Acceptance of authority is sometimes referred to as (blank)

Answer 6

consent of the governed

Question 7

5 sources of power

Answer 7

• legitimate
• reward
• coercive
• expert
• referent

Question 8

Which among the 5 sources of power originate mostly from the power holder’s formal position or informal role?

Answer 8

• legitimate
• reward
• coercive

Question 9

Which among the 5 sources of power originate mostly from the power holder’s own characteristics?

Answer 9

• expert

- referent

Question 10

This source of power is based on job descriptions and mutual agreement

Answer 10

legitimate

Question 11

This source of power is based on a person’s access to rewards that the follower/s want

Answer 11

reward

Question 12

This source of power is based on a person’s ability to impose forms of punishments that follower/s fear

Answer 12

coercive

Question 13

A common manifestation of coercive power

Answer 13

peer pressure

Question 14

This source of power is based on a person’s expertise, competence, and information in a certain are that followers believe or need

Answer 14

expert

Question 15

This source of power is based on a person’s attractiveness to and friendship with the followers that they respect and like

Answer 15

referent

Question 16

These 2 sources of power originate within the person and not the position

Answer 16

• expert

- referent

Question 17

This source of power is associated with charismatic leadership

Answer 17

referent

Question 18

4 other sources of power in organizations

Answer 18

• process
• representative
• coalition
• information

Question 19

This source of power refers to the control over methods of production and analysis

Answer 19

process power

Question 20

This source of power is the formal right conferred by the org to speak for and to a potentially important group

Answer 20

representative power

Question 21

This source of power is the ability to control another’s behavior indirectly due to an owed obligation or as part of a larger collective interest

Answer 21

coalition power

Question 22

This source of power is the access to and/or the control of information

Answer 22

information power

Question 23

The process by which managers help others to acquire and use the power needed to make decisions affecting themselves and their work

Answer 23

empowerment

Question 24

Empowerment views power as (blank)

Answer 24

something that can be shared

Question 25

This refers to any behavior that attempts to alter someone's attitudes or behavior

Answer 25

influence

Question 26

Simply put, influence is (blank)

Answer 26

power in motion

Question 27

3 directions of influence

Answer 27

- downward - lateral - upward

Question 28

11 types of influence tactics

Answer 28

- rational persuasion - inspirational appeals - consultation - collaboration - personal appeals - apprising - ingratiation - exchange - legitimizing tactics - pressure - coalition tactics

Question 29

An influence tactic that uses logical arguments and factual evidence to show task completion

Answer 29

rational persuasion

Question 30

An influence tactic that appeals to the followers' values, ideals, and aspirations or by increasing their confidence

Answer 30

inspirational appeals

Question 31

An influence tactic that seeks target input or active participation

Answer 31

consultation

Question 32

An influence tactic that offers assistance to followers and provides resources for task completion

Answer 32

collaboration

Question 33

An influence tactic that appeals to the followers' loyalty and friendship

Answer 33

personal appeals

Question 34

An influence tactic that uses logical arguments and factual evidence to show benefits to the followers

Answer 34

apprising

Question 35

An influence tactic that uses praise, flattery, friendly/helpful behavior

Answer 35

ingratiation

Question 36

An influence tactic that offers an exchange of favors and willingness to reciprocate at a later time

Answer 36

exchange

Question 37

An influence tactic that claims the authority or right by virtue of position

Answer 37

legitimizing tactics

Question 38

An influence tactic that uses demands, threats, intimidation

Answer 38

pressure

Question 39

An influence tactic that enlists the aid of others close to the follower

Answer 39

coalition tactics

Question 40

3 possible consequences of influence tactics

Answer 40

- resistance - compliance - commitment

Question 41

The behavior of people when the consequence of influence tactics is resistance

Answer 41

oppose the behavior desired by the influencer

Question 42

The behavior of people when the consequence of influence tactics is compliance

Answer 42

motivated by external sources or rewards to implement a request

Question 43

The behavior of people when the consequence of influence tactics is commitment

Answer 43

identify with and highly motivated to implement request

Question 44

3 least effective influence tactics

Answer 44

- pressure - coalition - legitimizing tactics

Question 45

5 most effective influence tactics

Answer 45

- rational persuasion - inspirational appeals - consultation - collaboration - apprising

Question 46

3 influence tactics related to resistance

Answer 46

- pressure - coalition - legitimizing tactics

Question 47

2 influence tactics related to compliance

Answer 47

- exchange | - apprising

Question 48

2 influence tactics related to commitment

Answer 48

- rational persuasion | - inspirational appeals