Chapter 18

Question 1

Power

Answer 1

when you have the ability to influence another person’s actions

Question 2

4 sources of power

Answer 2

Coercive power

Charismatic power

Expertise power

Being in the right place at the right time

Question 3

Being in the right place at the right time

Answer 3

control over resources or access to information (the early bird gets the worm)

Question 4

Expertise power

Answer 4

knowledge that is respected or valued

Question 5

Charismatic power

Answer 5

power to attract or influence others by being well liked or respected

Question 6

Coercive power

Answer 6

power granted by position

Question 7

Positive vs. Negative Power

Answer 7

Positive power- using power in a positive way to impact others

Negative power- using power to make other people feel bigger, is a form of domination

Question 8

Win-Win vs. Win-Lose

Answer 8

Win-win- each party gets what they want (or nearly)

Win-lose- One party gets what they want

Question 9

Influence

Answer 9

being able to persuade others to follow your advice or orders

Question 10

9 influence tactics

Answer 10

1. rational persuasion
2. inspirational appeal
3. consultation
4. ingratiation
5. personal appeals
6. exchange
7. coalition tactics
8. legitimating tactics
9. pressure and threats

Question 11

rational persuasion

Answer 11

logical arguement

Question 12

inspirational appeal

Answer 12

appeal to others aspirations

Question 13

consultation

Answer 13

support or assistance

Question 14

ingratiation

Answer 14

praise and flattery

Question 15

personal appeals

Answer 15

loyalty and friendship

Question 16

exchange

Answer 16

exchanging favours

Question 17

coalition tactics

Answer 17

aid of others

Question 18

legitimating tactics

Answer 18

use of authority or right

Question 19

pressure and threats

Answer 19

demands and threats

Question 20

6 influence strategies

Answer 20

Reciprocity

Social proof

Consistency

Scarcity

Expertise and authority

Liking

Question 21

Liking

Answer 21

response to those that are pleasant

Question 22

Expertise and authority

Answer 22

relevant expertise and experience persuades

Question 23

Scarcity

Answer 23

want scarce items

Question 24

Consistency

Answer 24

align with clear public commitment

Question 25

Social proof

Answer 25

follow the lead similar to others

Question 26

Reciprocity

Answer 26

repay in kind

Question 27

Milgram experiments

Answer 27

a teacher was hired to try to teach someone (an actor) when the actor got the answer wrong the scientist in the lab coat asked the teacher to administer an electric shock to the actor (who wasn’t harmed but the teacher didn’t know that) the shock “increased” with each wrong answer

Question 28

The process of influence

Answer 28

• Polite request
• Stronger
• Statement of consequences
• Consequences

Question 29

influencing styles

Answer 29

• Assertive persuasion
• Reward and punishment
• Participation and trust
• Common vision

Question 30

Assertive persuasion

Answer 30

uses of facts, logic, and reasoning

Question 31

Reward and punishment

Answer 31

uses bargaining, incentives, pressures

Question 32

Participation and trust

Answer 32

gets people involved

Question 33

Common vision

Answer 33

identify vision for the future

Question 34

Authority

Answer 34

power granted to an employee for example a manager that is recognized as legitimate power

Question 35

Power distance

Answer 35

measures the extent to which the less powerful members of organizations and institutions accept and expect that power is distributed unequally