47 Questions
Which influence tactic works best when the audience is highly interested in the outcomes of a decision process?
Rational persuasion
Which of the following influence tactics is typically the least effective?
Pressure
Which influence tactic is most effective when attempting to influence subordinates?
Inspirational appeals
Which factor affects the effectiveness of influence tactics?
All of the above
According to the text, what factors contribute to an entity having greater power over another?
The degree of dependency the entity has on another
What is the main source of power for franchisees in the Tim Hortons business model?
Legitimate power
What did franchisees have to do when the company introduced its 'Always Fresh' baking system?
Buy the pre-baked products sold by Maidstone Bakeries
According to the text, dependency is inversely proportional to the alternative sources of supply. This means that:
The more alternative sources of supply there are, the less dependent someone becomes
According to the text, possession of a plentiful resource will:
Have no effect on your power
According to the text, scarcity can help explain how low-ranking employees gain power if they have important knowledge not available to high-ranking employees. This means that:
Low-ranking employees have more power than high-ranking employees
According to the text, possession of a scarce resource makes others dependent on you. This means that:
If you possess a scarce resource, others become dependent on you
Franchisees in the Tim Hortons business model have a high level of autonomy in running their franchise.
False
According to the text, the greater one entity's dependency on another, the greater power the second entity has over the first.
True
The introduction of the 'Always Fresh' baking system gave franchisees the option to choose their own supplier for pre-baked products.
False
True or false: Rational persuasion is the most effective influence tactic.
True
True or false: Pressure tends to be the most effective influence tactic.
False
True or false: Using multiple tactics at the same time can increase the chance of success.
True
True or false: Inspirational appeals work best when influencing subordinates.
True
True or false: Dependency is increased when the resource you control is important, scarce, and cannot be substituted.
True
True or false: Possession of a plentiful resource will increase your power.
False
True or false: Scarcity can help explain how low-ranking employees gain power if they have important knowledge not available to high-ranking employees.
True
True or false: Possession of a scarce resource makes others dependent on you.
True
What is the relationship between dependency and power?
The greater B's dependency on A, the greater the power A has over B.
How does possession of a resource make others dependent on you?
When you possess anything that others require but that you alone control, you make them dependent upon you and therefore you gain power over them.
What factors contribute to one entity having greater power over another?
Factors such as the level of dependency, possession of important and scarce resources, and the absence of alternative sources of supply contribute to one entity having greater power over another.
According to the text, what factors contribute to an entity having greater power over another?
Dependency is increased when the resource you control is important, scarce, and cannot be substituted.
What is the main source of power for franchisees in the Tim Hortons business model?
Franchisees in the Tim Hortons business model have a high level of autonomy in running their franchise.
True or false: Rational persuasion is the most effective influence tactic.
False
True or false: Using multiple tactics at the same time can increase the chance of success.
True
According to the text, what are the nine influence tactics managers and employees use to increase their power?
- Rational persuasion 2. Inspirational appeals 3. Consultation 4. Ingratiation 5. Personal appeals 6. Exchange 7. Coalitions 8. Pressure 9. Legitimacy
According to the text, which influence tactics tend to be the most effective?
Rational persuasion, inspirational appeals, and consultation.
According to the text, which influence tactics tend to be the least effective?
Pressure.
According to the text, what factors affect which influence tactics work best?
Factors such as the sequencing of tactics, a person's skill in using the tactic, and the culture of the organization.
According to the text, the greater one entity's ______ on another, the greater power the second entity has over the first.
dependency
What did franchisees have to do when the company introduced its 'Always Fresh' baking system?
buy the pre-baked products sold by Maidstone Bakeries in Brantford, Ontario
According to the text, what factors contribute to an entity having greater power over another?
possession of a resource that others require and that you alone control
Using multiple tactics at the same time can increase the chance of ______.
success
Pressure tends to be the most effective ______ tactic.
least
Inspirational appeals work best when influencing ______.
subordinates
Possession of a ______ resource will increase your power.
plentiful
According to the text, possession of a plentiful resource will ______ your power.
not increase
According to the text, scarcity can help explain how low-ranking employees gain power if they have important knowledge not available to high-ranking employees. This means that possession of a ______ resource—in this case, important knowledge—makes those who don't have it dependent on those who do.
scarce
According to the text, dependency is inversely proportional to the alternative sources of ______. This means that the fewer substitutes for a resource, the more power comes from control over that resource.
supply
According to the text, which influence tactics tend to be the ______ effective?
most
Match the following influence tactics with their descriptions:
Rational persuasion = Using facts and data to make a logical or rational presentation of ideas Inspirational appeals = Appealing to values, ideals, and goals when making a request Consultation = Getting others involved to support one's objectives Pressure = Using demands, threats, and reminders to get someone to do something
Match the following influence tactics with their effectiveness:
Rational persuasion = Tends to be the most effective Inspirational appeals = Work best as a downward-influencing tactic with subordinates Pressure = Tends to frequently backfire and is typically the least effective Coalitions = Most effective with lateral influence attempts
Match the following influence tactics with their examples:
Ingratiation = Using flattery, creating goodwill, and being friendly prior to making a request Personal appeals = Appealing to loyalty and friendship when asking for something Exchange = Offering favors or benefits in exchange for support Legitimacy = Claiming the authority or right to make a request, or showing that it supports organizational goals or policies
Test your knowledge on interacting effectively and compliance resistance with this quiz. Explore the bases of leader power and discover the most likely employee responses. Learn about coercive, reward, legitimate, expert, and referent power sources. Reprinted by permission of Pearson Education Inc., Upper Saddle River, New Jersey.
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