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Questions and Answers
Which influence tactic involves seeking compliance by using demands, threats, or intimidation?
Which influence tactic involves seeking compliance by using demands, threats, or intimidation?
What does coalition building involve?
What does coalition building involve?
In which type of influence attempt is the individual motivated by external reasons to comply with a request?
In which type of influence attempt is the individual motivated by external reasons to comply with a request?
What is the role of culture in relation to influence tactics?
What is the role of culture in relation to influence tactics?
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Which behavior is associated with political skill?
Which behavior is associated with political skill?
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What is the likely outcome of an influence attempt involving rational persuasion?
What is the likely outcome of an influence attempt involving rational persuasion?
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What is the definition of power in the context of this chapter?
What is the definition of power in the context of this chapter?
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Which source of power involves promising benefits in exchange for complying with a request?
Which source of power involves promising benefits in exchange for complying with a request?
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What is the 'hard' influence tactic that involves using logical arguments and facts to persuade?
What is the 'hard' influence tactic that involves using logical arguments and facts to persuade?
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Which source of power is based on the target's affection, admiration, or loyalty for the agent?
Which source of power is based on the target's affection, admiration, or loyalty for the agent?
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What factor contributes to dependency according to the chapter?
What factor contributes to dependency according to the chapter?
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Which 'soft' influence tactic involves appealing to one’s aspirations, values, and ideals?
Which 'soft' influence tactic involves appealing to one’s aspirations, values, and ideals?
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What type of power is exemplified by a manager's ability to allocate rewards such as pay raises and promotions?
What type of power is exemplified by a manager's ability to allocate rewards such as pay raises and promotions?
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Study Notes
Influence Tactics
- Using demands, threats, or intimidation to seek compliance is known as coercion.
- Coalition building involves gathering support from others to influence a target.
Motivation
- External reasons to comply with a request are associated with extrinsic motivation.
Culture and Influence
- Culture plays a significant role in shaping influence tactics and their effectiveness.
Political Skill
- Political skill is associated with networking behavior.
Rational Persuasion
- The likely outcome of an influence attempt involving rational persuasion is a target who is motivated by internal reasons.
Power Definition
- Power refers to the ability to influence others to achieve a desired outcome.
Sources of Power
- Reward power involves promising benefits in exchange for complying with a request.
- Rational persuasion is the 'hard' influence tactic that uses logical arguments and facts to persuade.
- Referent power is based on the target's affection, admiration, or loyalty for the agent.
- Legitimate power is exemplified by a manager's ability to allocate rewards such as pay raises and promotions.
Dependency
- Dependency is contributed to by factors such as the importance of the outcomes and the availability of alternatives.
Soft Influence Tactics
- Inspirational appeal is a 'soft' influence tactic that involves appealing to one's aspirations, values, and ideals.
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Description
Test your understanding of power, influence, and organizational politics with this quiz based on the content from Chapter 13. Explore the concepts of power sources and dependencies in organizations.
