Chapter 12

Question 1

• A type of influence associated with a particular job or position
• More to do with the position than the person

Answer 1

Position Power

Question 2

• Sources of influence you possess independent of your position/job
• More to do the the person than the position

Answer 2

Personal Power

Question 3

-Legitimate, Reward, and Coercive are the bases for what type of power?

Answer 3

Position Power

Question 4

-A type of positional power that an organization gives to a person (the right to give orders, to control, and use organizational resources)

Answer 4

Legitimate

Question 5

-A type of positional power that utilizes promising rewards by having control over something a person values (ex. pay raises, promotions)

Answer 5

Reward

Question 6

-A type of positional power that is based on fear and threats of the negative consequences of not complying

Answer 6

Coercive

Question 7

-A type of personal power that is gained by possessing valued knowledge or information that others need (others depend on your knowledge, skills, and ability

Answer 7

Expert

Question 8

-A type of personal power based on personal characteristics and relationships with others such that others identify with you or admire and respect you and seek your approval

Answer 8

Referent

Question 9

-What are the 3 primary reactions to influence attempts?

Answer 9

Commitment, Compliance, and Resistance/Refusal

Question 10

-A primary reaction to an influence attempt, characterized by enthusiastic agreement and demonstrating willingness, initiative, and persistence

Answer 10

Commitment

Question 11

-A primary reaction to an influence attempt, characterized by a need for prodding and oversight to satisfy minimum requirements

Answer 11

Compliance

Question 12

-A primary reaction to an influence attempt, characterized by a direct defiance, making excuses, or putting up an argument

Answer 12

Resistance/Refusal

Question 13

• Rational persuasion (reason, logic, facts)
• Inspirational appeals (emotions, ideals, values)
• Consultation (involving, participation)
• Ingratiation (praise, flattery, humor, good mood)
• Personal appeals (friendship, loyalty)
• Exchange (promises, trading favors)
• Coalition tactics (getting others to support your efforts to persuade someone)
• Pressure (intimidation, threats)
• Legitimating tactics (formal authority, org’l rules/policies, support from superiors)

Answer 13

9 most common influence tactics

Question 14

-3 core influence tactics that are most effective at gaining commitment

Answer 14

• Rational persuasion
• Consultation
• Inspirational appeals

Question 15

-What are the 3 forms of trust?

Answer 15

• Trust of character
• Trust of disclosure
• Trust of capability

Question 16

-A form of trust where you do what you say you’re going to do

Answer 16

Trust of character

Question 17

-A form of trust where you share information and tell the truth

Answer 17

Trust of disclosure

Question 18

-A form of trust where you meet your responsibilities

Answer 18

Trust of capability

Question 19

-What is the over-arching issue of trust?

Answer 19

Integrity

Question 20

-Component of trust where others can trust that you know what you’re doing (others can trust your judgement)

Answer 20

Competence

Question 21

-Component of trust characterized by predictability and keeping expressed and implied promises

Answer 21

Consistency

Question 22

-Component of trust characterized by sharing info, keeping others informed, and being available and approachable

Answer 22

Openness

Question 23

-Component of trust characterized by working to protect the interests of others and giving credit and recognition to those who deserve it

Answer 23

Loyalty

Question 24

-Intentional acts of influence to enhance or protect the self-interest of individuals or groups that are not endorsed by or aligned with those of the organization

Answer 24

Organizational politics

Question 25

-What is the fundamental, root cause of politics in organizations?

Answer 25

Uncertainty