44 Questions
Which factor is inversely proportional to dependency in a relationship?
Alternative sources of supply
What creates dependency in a relationship?
Control over something others crave
What increases dependency in a relationship?
Perceived importance of the controlled resource
What resource must be perceived as scarce to create dependency?
Important knowledge
Which of the following influence tactics is typically the least effective?
Pressure
According to the text, which influence tactic is effective across organizational levels?
Rational persuasion
Which direction of influence is inspirational appeals most effective?
Downward influence
According to the text, which combination of influence tactics is more effective when the audience does not really care about the outcomes of a decision process or the policy is routine?
Ingratiation and legitimacy
According to the text, what is the main factor that leads to power over others?
Having control over something that others require
In the context of Tim Hortons' franchisees, what limited their autonomy in running their franchise?
The requirement to purchase pre-baked products from a specific supplier
According to the text, what is the relationship between dependency and power?
The greater B's dependency on A, the greater the power A has over B
True or false: Franchisees of Tim Hortons have a high level of autonomy in running their franchise.
False
True or false: According to the text, the greater B's dependency on A, the greater the power A has over B.
True
True or false: The donuts baked in-store at Tim Hortons cost more than the pre-baked products sold by Maidstone Bakeries.
False
True or false: Dependency is directly proportional to the alternative sources of supply.
False
True or false: Possession of a plentiful resource increases your power.
False
True or false: Money results in power in the circles of the super rich.
False
True or false: Scarcity of a resource creates dependency.
True
True or false: Rational persuasion, inspirational appeals, and consultation are the most effective influence tactics.
True
True or false: Pressure tends to frequently backfire and is typically the least effective influence tactic.
True
True or false: Using a single soft tactic is more effective than using a single hard tactic.
True
True or false: Combining two soft tactics or a soft tactic and a hard tactic is more effective than using a single soft tactic.
True
What is the relationship between dependency and power?
The greater B's dependency on A, the greater the power A has over B.
What creates dependency in a relationship?
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.
According to the text, what is the main factor that leads to power over others?
Understanding dependency is central to furthering your understanding of power itself.
What are the nine influence tactics identified in the study?
- Rational persuasion
- Inspirational appeals
- Consultation
- Ingratiation
- Personal appeals
- Exchange
- Coalitions
- Pressure
- Legitimacy
Which influence tactics tend to be the most effective?
Rational persuasion, inspirational appeals, and consultation
Which influence tactic is typically the least effective?
Pressure
What factors affect the effectiveness of influence tactics?
The sequencing of tactics, a person's skill in using the tactic, and the culture of the organization
According to the text, what are the three factors that increase dependency?
The three factors that increase dependency are importance, scarcity, and lack of substitutes.
Give an example from the text that demonstrates how possession of a scarce resource can create dependency.
An example from the text is how low-ranking employees gain power if they have important knowledge not available to high-ranking employees.
According to the text, why do most organizations develop multiple suppliers rather than give their business to only one?
Most organizations develop multiple suppliers to decrease dependency and increase their power.
Explain how scarcity of a resource creates dependency.
Scarcity of a resource creates dependency because when a resource is perceived as scarce, it becomes more valuable and others become dependent on those who control it.
Franchisees have very limited ______ in running their franchise.
autonomy
The greater B's ______ on A, the greater the power A has over B.
dependency
When you possess anything that others require but that you alone control, you make them ______ upon you and therefore you gain power over them.
dependent
According to the text, possession of a scarce resource makes those who don't have it dependent on those who ___.
do
According to the text, scarcity can help explain how low-ranking employees gain power if they have important ___ not available to high-ranking employees.
knowledge
According to the text, if something is plentiful, possession of it will not increase your ___.
power
According to the text, the fewer substitutes for a resource, the more power comes from control over that ___.
resource
According to the text, the most effective influence tactics are rational persuasion, inspirational appeals, and ______.
consultation
Using facts and data to make a logical or rational presentation of ideas is known as ______ persuasion.
rational
The least effective influence tactic, according to the text, is ______.
pressure
When making a request, appealing to loyalty and friendship is an example of using ______ appeals.
personal
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.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
