Power and Influence in Leadership

Questions and Answers

Nazi concentration camp guards who absolved themselves of responsibility for their actions by saying they were merely following orders were using displacement of responsibility.

True

What does the fortitude to face risk and overcome fears associated with taking ethical action refer to?

moral courage

Authentic leaders are inconsistent in their values, their beliefs, and their actions.

False

A researcher who asks subordinates to speculate whether they think their manager would be likely to act unethically is using a ____________ reputation approach to measuring leader integrity.

dubious Signup and view all the answers

Which of the following is not a description of the moral person as defined by Avolio?

Available Signup and view all the answers

What term describes an individual who uses cosmetic words to defuse or disguise the offensiveness of their behavior?

euphemistic labeling Signup and view all the answers

Who has the greater capacity to influence followers?

Leaders who have the ability to use rewards and punishments. Signup and view all the answers

As a result of his decisions in his personal life, Tiger Woods lost which type of power?

Referent Signup and view all the answers

Stanley Milgram found that many people will obey an authority figure even when doing so is in conflict with their conscience.

True Signup and view all the answers

One person's actual behaviors designed to change another person's attitudes, beliefs, values, or behaviors refers to _______ tactics.

influence Signup and view all the answers

Which of the following are nonverbal gestures of power?

Touching Signup and view all the answers

As demonstrated by Michelle Obama's gaffe at a dinner at Buckingham Palace, cultural differences can impact power.

True Signup and view all the answers

The capacity to produce effects on others or the potential to influence others refers to

power Signup and view all the answers

Many people admire Michael Dell and see him as a role model. Which type of power does Dell have?

Referent Signup and view all the answers

It is necessary to exercise power in order for it to have effect.

False Signup and view all the answers

The status differential between members of a group is called the _____.

pecking order Signup and view all the answers

Which of the following is not true?

Followers always have less influence over the rest of the group than the leader does. Signup and view all the answers

Individuals in a clique who sit next to each other at a circular table

Increase their power. Signup and view all the answers

Power is a function of the leader, the follower, and the

situation Signup and view all the answers

The change in a target agent's attitudes, values, beliefs, or behaviors as the result of influence tactics refers to _______.

influence Signup and view all the answers

An individual trying to assert power might

point his finger to reinforce a statement. Signup and view all the answers

Which of the following is likely to have the least amount of power?

A policeman dressed in regular clothes. Signup and view all the answers

If you want to minimize status differentials with subordinates, what should you do at a meeting with them?

You should sit at a circular table. Signup and view all the answers

_____ power is primarily a function of the situation.

Legitimate Signup and view all the answers

In his classic study, Stanley Milgram found that some ____% of individuals followed the requests of their 'boss' even though doing so may have gone against their own personal beliefs.

70 Signup and view all the answers

In order to be successful in the operating room, a brain surgeon must have ______ power.

expert Signup and view all the answers

Which type of power does an individual who is admired and seen as a role model have?

Referent Signup and view all the answers

An individual is likely to be perceived as taller when he is introduced as a professor rather than as a student.

True Signup and view all the answers

An individual's formal or official authority is called ______ power.

legitimate Signup and view all the answers

Employee of the month and special parking spots are examples of using ____ power to influence behavior.

reward Signup and view all the answers

All of the following are bases of power except ____ power.

Organized Signup and view all the answers

Followers can have more expert power than leaders.

True Signup and view all the answers

Coercive power can be thought of as being the opposite of ______ power.

reward Signup and view all the answers

Which of the following statements regarding referent power is NOT true?

Followers with little referent power usually find it easy to deviate from group norms. Signup and view all the answers

A coach deciding who will play in a game is an example of ________________ power being exercised.

legitimate Signup and view all the answers

The potential to influence others due to one's control over desired resources is __________________ power.

reward Signup and view all the answers

The Stanford prison experiment highlighted the role of the ______________ in the leader power equation.

situation Signup and view all the answers

A policeman giving a ticket is an example of _______________ power.

coercive Signup and view all the answers

The potential influence one has due to the strength of the relationship between the leader and the follower is referred to as _________________________ power.

referent Signup and view all the answers

Cult leader Jim Jones is an example of a leader using _____________ power.

coercive Signup and view all the answers

Good leaders are open to being influenced by subordinates.

True Signup and view all the answers

Individuals who are relatively selfish, impulsive, uninhibited, and lacking in self-control have a high need for which type of power?

Personalized power Signup and view all the answers

Which of the following is an effective team leader's ideal job?

To create the conditions for the team to be successful Signup and view all the answers

Which of the following is NOT one of the six composites that comprise Miner's motivation to manage?

Maintaining good relationships with subordinates Signup and view all the answers

The actions of the Taliban against women in Afghanistan is an example of using which type of power?

Coercive Signup and view all the answers

Which types of power are best for a leader to use?

It depends on the situation. Signup and view all the answers

McClelland found that individuals with a high need for power are guaranteed leadership success.

False Signup and view all the answers

How people vary in their motivation to influence and control others refers to __________.

need for power Signup and view all the answers

A politician's adviser explains how demographic changes in the politician's district make it important for the politician to spend relatively more time in the district seeing constituents than he or she has in the recent past. In the context of influence tactics, this scenario is most likely an example of __________.

rational persuasion Signup and view all the answers

Studies by McClelland and also by Miner use which method of assessing the need for power?

Projective personality tests Signup and view all the answers

A minister's impassioned plea to members of a congregation about the good works that could be accomplished if a proposed addition to the church were built is an example of an influence tactic called _____.

inspirational appeal Signup and view all the answers

An agent asks a target to participate in planning an activity. In this scenario, the agent uses an influence tactic called _____.

consultation Signup and view all the answers

Long-term success as a leader requires

a high need for socialized power and a high need for activity inhibition. Signup and view all the answers

A salesperson's good-natured or flattering banter with a customer before the customer makes a decision about purchasing a product is an example of an influence tactic called _____________.

ingratiation Signup and view all the answers

An agent uses logical arguments or factual evidence to influence others. This scenario exemplifies an influence tactic called _____.

rational persuasion Signup and view all the answers

A sentence that opens with, 'John, we have known each other a long time and I have never asked anything of you before' represents the beginning of an influence tactic called ____________.

personal appeal Signup and view all the answers

An agent makes a request or proposal designed to arouse enthusiasm or emotions in a target person. In this scenario, the agent uses an influence tactic called ______________.

inspirational appeal Signup and view all the answers

A minister establishes a committee of church members to help plan the layout and use of a new church addition. In this scenario, the minister uses an influence tactic called ___________.

consultation Signup and view all the answers

Two politicians agree to vote for each other's pet legislation despite minor misgivings about each other's bills. This scenario exemplifies an influence tactic called _____.

exchange Signup and view all the answers

In the context of influence tactics, when an agent attempts to get a target person in a good mood before making a request, ___________ occurs.

ingratiation Signup and view all the answers

In the context of influence tactics, identify a feature of coalition tactics that is different from that of consultation.

They are used when agents seek the aid or support of others to influence a target. Signup and view all the answers

A judge who gives Samuel, a convicted prisoner, a suspended sentence but tells him to consider the suspension a 'sword hanging over his head' if he breaks the law again is using an influence tactic called _____.

pressure tactic Signup and view all the answers

A principal asks a teacher to be on the school's curriculum committee, and the teacher accedes to the request despite reservations because it is the principal's prerogative to appoint any teacher to that role. This scenario exemplifies an influence tactic called

legitimizing tactic Signup and view all the answers

An agent influences a target by giving and taking favors. This scenario exemplifies an influence tactic called

exchange Signup and view all the answers

Several significant people in an alcoholic's life, such as spouse, children, employer, or neighbor, agree to confront the alcoholic in unison about the many dimensions of his or her problem. This is an example of an influence tactic called

coalition tactic Signup and view all the answers

When an influencer has the upper hand, when the agents anticipate resistance, or when the other person's behavior violates important norms. Tactic?

Hard tactics Signup and view all the answers

When the agents are at a disadvantage, when the agents expect resistance, or when the agents will personally benefit if the attempt is successful. Tactic?

Soft tactics Signup and view all the answers

When parties are relatively equal in power, when resistance is not anticipated, and when the benefits are organizational as well as personal. Tactic?

Rational tactics Signup and view all the answers

Which of the following is NOT true of female managers?

They are more likely to act out of self-interest. Signup and view all the answers

An agent makes requests to targets based on his or her position or authority. This scenario exemplifies an influence tactic called _____.

legitimizing tactic Signup and view all the answers

Even in purely economic terms, in 2010 the Association of Certified Fraud Examiners estimated that businesses around the world lose ______ every year to fraudulent activity.

$2.9 billion Signup and view all the answers

Principles of right conduct or a system of moral values are referred to as

ethics Signup and view all the answers

All of the following are true of Theory Y except

People are not naturally industrious. Signup and view all the answers

Constructs representing generalized behaviors or states of affairs that are considered by the individual to be important are known as

values Signup and view all the answers

The four generations of values identified by Zemke include each of the following except _____.

Techies Signup and view all the answers

In contrast to previous generations, which group believes that leaders have to earn their positions, not be given them based on seniority?

Gen Xers Signup and view all the answers

Leaders who demonstrate their commitment to higher principles through their actions demonstrate strong

integrity Signup and view all the answers

Which of the following is an assumption of Theory Y?

People are intrinsically motivated by their work. Signup and view all the answers

Which of the following is true about the dual-process theory of moral judgment proposed by Joshua Greene?

Moral judgments concerned primarily with 'rights' and 'duties' are made by automatic emotional responses. Signup and view all the answers

Values that refer to modes of behavior are called ___ values.

instrumental Signup and view all the answers

The group of workers identified by Zemke as entrepreneurial individuals who embrace change and take a free agency approach to their jobs are the ______.

Gen Xers Signup and view all the answers

Deciding how to balance spending time with your children versus making a bigger commitment to your career is an example of which type of dilemma?

Short-term versus long-term Signup and view all the answers

_______________ doubt the wisdom of traditional racial and sexual categorizing and seek seeking teamwork, security, and work-life balance as they move into the workplace.

Millennials Signup and view all the answers

Which type of thinking can be characterized as 'following the highest principle or duty'?

Rule-based Signup and view all the answers

Prejudice that occurs without the individual's awareness refers to ___________ prejudice.

implicit Signup and view all the answers

Plato and Kant believed mature moral judgment was a ________ process.

rational Signup and view all the answers

The question of whether you should tell authorities that your spouse has a highly contagious and dangerous disease or protect her privacy is an example of which ethical dilemma?

Individual versus community Signup and view all the answers

When an individual shows a systematic pattern of acts of kindness towards people who are like them, they are demonstrating

in-group favoritism Signup and view all the answers

Thinking that is characterized as 'do what's best for the greatest number of people' is referred to as ______ thinking.

ends-based Signup and view all the answers

When we overestimate the quality of our own work and contributions to our team, we are showing which type of bias?

Overclaiming credit Signup and view all the answers

A manager who chooses a job applicant who is more like herself rather than another applicant who is not like her is demonstrating _ _.

in-group favoritism Signup and view all the answers

The notion of 'do what you want others to do to you' refers to which type of thinking?

Care-based Signup and view all the answers

Which type of bias is present when an individual encourages his client to purchase a product that may not be right for the client, but that would earn the individual a hefty sales commission?

Conflict of interest Signup and view all the answers

Research shows that the relationship between how we think we should act and our actual behavior is

often inconsistent Signup and view all the answers

Individuals like Sergeant York who rationalize their behavior as they fight and kill in war situations use ______ justification.

moral Signup and view all the answers

Moral _____ refers to an individual's belief in his capacity to mobilize various personal, interpersonal, and other external resources.

efficacy Signup and view all the answers

One's ethical judgments are negatively affected by conflicts of interest.

True Signup and view all the answers

Studies show that predictions of ethical behavior are generally consistent with actual behavior.

False Signup and view all the answers

Which type of approach should subordinates use when assessing managerial integrity?

dubious reputation Signup and view all the answers

Study Notes

Power and Influence

Leaders influence followers through the use of power, primarily by employing rewards and punishments.
Tiger Woods lost referent power due to personal life decisions.
Stanley Milgram's study revealed many obey authority figures despite personal conscience conflicts.

Types of Power

Influence tactics are behaviors aimed at changing others' attitudes, beliefs, or behaviors.
Nonverbal gestures of power include touching, pointing, and staring.
Legitimate power is situation-dependent, while expert power is vital for a brain surgeon's success.

The “pecking order” defines status differentials within a group.
Many people admire individuals like Michael Dell, indicating his referent power.
Cultural differences can impact power dynamics, as shown by Michelle Obama's experience at Buckingham Palace.

Influence Tactics

Key types of influence tactics include rational persuasion, consultation, inspirational appeal, ingratiation, and pressure tactics.
Personal appeal and legitimizing tactics rely on interpersonal relationships and authority, respectively.
Coalition tactics involve gaining support from others to influence a target.

Ethical Considerations and Values

Ethics form a system of moral values guiding conduct.
Theory Y suggests individuals are intrinsically motivated; however, it does not assume people lack industriousness.
The dual-process theory posits that moral judgments are often influenced by automatic emotional responses.

Generational Perspectives

Gen Xers believe leadership requires earning respect rather than seniority.
Millennials prioritize teamwork, security, and work-life balance over traditional categorizations.
Four generations of values outlined by Zemke exclude the category "Techies."

Dilemmas and Decision-Making

Ethical dilemmas often pit individual interests against community welfare and involve balancing short-term versus long-term considerations.
Implicit prejudice occurs without awareness and can influence decision-making.
Moral efficacy reflects an individual's confidence in mobilizing personal and external resources for ethical action.

Leadership and Integrity

Authentic leaders align their values, beliefs, and actions consistently.
Managerial integrity should be assessed using a dubious reputation approach.
Avolio defines ethical leadership lacking in some core components, highlighting integrity's complexities.

Behavior and Bias

Conflicts of interest often distort ethical judgment.
Overclaiming credit biases individual self-assessment of contributions to team efforts.
Individuals rationalizing wartime actions exemplify moral justification in ethically turbulent contexts.

Summary of Leadership Success

Long-term leadership success hinges on socialized power, activity inhibition, and the ability to foster team conditions for achievement.

Studying That Suits You

Use AI to generate personalized quizzes and flashcards to suit your learning preferences.

Description

Explore the dynamics of power and influence in leadership roles. This quiz covers key concepts such as types of power, influence tactics, and the social dynamics that impact authority relationships. Engage with examples from renowned figures and studies to deepen your understanding of these concepts.