Power and Influence

Question 1

capacity to influence the actions of others

Answer 1

power

Question 2

what are the two sources of power

Answer 2

organizational, personal

Question 3

power distributed by organizations

Answer 3

organizational power

Question 4

leader’s officially sanctioned authority to ask others to do things

Answer 4

legitimate power

Question 5

power using incentives to influence the actions of others

Answer 5

reward power

Question 6

means by which a person controls the behavior of others through punishments, threats, or sanctions

Answer 6

coercive power

Question 7

power that comes from within people regardless of their position

Answer 7

personal power

Question 8

ability to influence the behavior of others through the possession of knowledge or expertise on which others depend

Answer 8

expert power

Question 9

influence a leader gains over others when they desire to identify or be associated with them

Answer 9

referent power

Question 10

use of logic, reasoning, and evidence to convince another person that cooperation in a task is worthwhile

Answer 10

rational appeals

Question 11

use of emotions to rouse enthusiasm for the task by appealing to the values and ideals of others

Answer 11

inspirational appeals

Question 12

argument that the task has been requested by higher management, or a request to higher management to assist in gaining cooperation

Answer 12

upward appeals

Question 13

request to cooperate on the basis of friendship or personal favor

Answer 13

personal appeals

Question 14

offer of participation or consultation in the decision-making process

Answer 14

consultation

Question 15

promise of rewards to persuade another person to cooperate

Answer 15

exchange

Question 16

support of others as a reason for someone to agree to a request

Answer 16

coalition building

Question 17

effort to win favor and good graces of others before making requests

Answer 17

ingratiation

Question 18

passive tactic that relies on unspoken but acknowledged power

Answer 18

silent authority

Question 19

withholding key information to influence outcomes

Answer 19

information control

Question 20

use of demands or threats to persuade someone to carry out a task

Answer 20

assertiveness

Question 21

when people are enthusiastic and fully in agreement with an action or decision and are motivated to put the extra effort to successfully reach a goal

Answer 21

commitment

Question 22

when people are indifferent to a task and make only the minimal effort necessary to complete a goal

Answer 22

compliance

Question 23

when people oppose the influencer’s request by refusing to do it or arguing against carrying out the task

Answer 23

resistance