2 Dependency the Key to Power 237-238 Easy
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Questions and Answers

Which influence tactic works best when the audience is highly interested in the outcomes of a decision process?

  • Rational persuasion (correct)
  • Inspirational appeals
  • Consultation
  • Personal appeals

    • Which of the following influence tactics is typically the least effective?

  • Rational persuasion
  • Pressure (correct)
  • Legitimacy
  • Inspirational appeals

    • Which influence tactic is most effective when attempting to influence subordinates?

  • Pressure
  • Rational persuasion
  • Inspirational appeals (correct)
  • Personal appeals

    • Which factor affects the effectiveness of influence tactics?

    <p>All of the above (D)</p> Signup and view all the answers

    According to the text, what factors contribute to an entity having greater power over another?

    <p>The degree of dependency the entity has on another (B)</p> Signup and view all the answers

    What is the main source of power for franchisees in the Tim Hortons business model?

    <p>Legitimate power (A)</p> Signup and view all the answers

    What did franchisees have to do when the company introduced its 'Always Fresh' baking system?

    <p>Buy the pre-baked products sold by Maidstone Bakeries (A)</p> Signup and view all the answers

    According to the text, dependency is inversely proportional to the alternative sources of supply. This means that:

    <p>The more alternative sources of supply there are, the less dependent someone becomes (B)</p> Signup and view all the answers

    According to the text, possession of a plentiful resource will:

    <p>Have no effect on your power (C)</p> Signup and view all the answers

    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:

    <p>Low-ranking employees have more power than high-ranking employees (B)</p> Signup and view all the answers

    According to the text, possession of a scarce resource makes others dependent on you. This means that:

    <p>If you possess a scarce resource, others become dependent on you (D)</p> Signup and view all the answers

    Franchisees in the Tim Hortons business model have a high level of autonomy in running their franchise.

    <p>False (B)</p> Signup and view all the answers

    According to the text, the greater one entity's dependency on another, the greater power the second entity has over the first.

    <p>True (A)</p> Signup and view all the answers

    The introduction of the 'Always Fresh' baking system gave franchisees the option to choose their own supplier for pre-baked products.

    <p>False (B)</p> Signup and view all the answers

    True or false: Rational persuasion is the most effective influence tactic.

    <p>True (A)</p> Signup and view all the answers

    True or false: Pressure tends to be the most effective influence tactic.

    <p>False (B)</p> Signup and view all the answers

    True or false: Using multiple tactics at the same time can increase the chance of success.

    <p>True (A)</p> Signup and view all the answers

    True or false: Inspirational appeals work best when influencing subordinates.

    <p>True (A)</p> Signup and view all the answers

    True or false: Dependency is increased when the resource you control is important, scarce, and cannot be substituted.

    <p>True (A)</p> Signup and view all the answers

    True or false: Possession of a plentiful resource will increase your power.

    <p>False (B)</p> Signup and view all the answers

    True or false: Scarcity can help explain how low-ranking employees gain power if they have important knowledge not available to high-ranking employees.

    <p>True (A)</p> Signup and view all the answers

    True or false: Possession of a scarce resource makes others dependent on you.

    <p>True (A)</p> Signup and view all the answers

    What is the relationship between dependency and power?

    <p>The greater B's dependency on A, the greater the power A has over B.</p> Signup and view all the answers

    How does possession of a resource make others dependent on you?

    <p>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.</p> Signup and view all the answers

    What factors contribute to one entity having greater power over another?

    <p>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.</p> Signup and view all the answers

    According to the text, what factors contribute to an entity having greater power over another?

    <p>Dependency is increased when the resource you control is important, scarce, and cannot be substituted.</p> Signup and view all the answers

    What is the main source of power for franchisees in the Tim Hortons business model?

    <p>Franchisees in the Tim Hortons business model have a high level of autonomy in running their franchise.</p> Signup and view all the answers

    True or false: Rational persuasion is the most effective influence tactic.

    <p>False</p> Signup and view all the answers

    True or false: Using multiple tactics at the same time can increase the chance of success.

    <p>True</p> Signup and view all the answers

    According to the text, what are the nine influence tactics managers and employees use to increase their power?

    <ol> <li>Rational persuasion 2. Inspirational appeals 3. Consultation 4. Ingratiation 5. Personal appeals 6. Exchange 7. Coalitions 8. Pressure 9. Legitimacy</li> </ol> Signup and view all the answers

    According to the text, which influence tactics tend to be the most effective?

    <p>Rational persuasion, inspirational appeals, and consultation.</p> Signup and view all the answers

    According to the text, which influence tactics tend to be the least effective?

    <p>Pressure.</p> Signup and view all the answers

    According to the text, what factors affect which influence tactics work best?

    <p>Factors such as the sequencing of tactics, a person's skill in using the tactic, and the culture of the organization.</p> Signup and view all the answers

    According to the text, the greater one entity's ______ on another, the greater power the second entity has over the first.

    <p>dependency</p> Signup and view all the answers

    What did franchisees have to do when the company introduced its 'Always Fresh' baking system?

    <p>buy the pre-baked products sold by Maidstone Bakeries in Brantford, Ontario</p> Signup and view all the answers

    According to the text, what factors contribute to an entity having greater power over another?

    <p>possession of a resource that others require and that you alone control</p> Signup and view all the answers

    Using multiple tactics at the same time can increase the chance of ______.

    <p>success</p> Signup and view all the answers

    Pressure tends to be the most effective ______ tactic.

    <p>least</p> Signup and view all the answers

    Inspirational appeals work best when influencing ______.

    <p>subordinates</p> Signup and view all the answers

    Possession of a ______ resource will increase your power.

    <p>plentiful</p> Signup and view all the answers

    According to the text, possession of a plentiful resource will ______ your power.

    <p>not increase</p> Signup and view all the answers

    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.

    <p>scarce</p> Signup and view all the answers

    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.

    <p>supply</p> Signup and view all the answers

    According to the text, which influence tactics tend to be the ______ effective?

    <p>most</p> Signup and view all the answers

    Match the following influence tactics with their descriptions:

    <p>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</p> Signup and view all the answers

    Match the following influence tactics with their effectiveness:

    <p>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</p> Signup and view all the answers

    Match the following influence tactics with their examples:

    <p>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</p> Signup and view all the answers

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