Lesson 14

Question 1

Position power

Answer 1

Power that is related to one’s position in a company

Question 2

Personal power

Answer 2

Power that is related to one’s individual characteristics (traits or competences)

Question 3

Referent power

Answer 3

Influence based on identification with a person who has desirable resources or personal traits

Question 4

Expert power

Answer 4

Influence based on special skills or knowledge

Question 5

Reward power

Answer 5

Compliance achieved based on the ability to distribute rewards that others view as valuable

Question 6

Coercive power

Answer 6

A power base that is dependent on fear of the negative results from failing to comply

Question 7

Legitimate power

Answer 7

The power a person receives as a result of his or her position in the formal hierarchy of an organization

Question 8

Commitment

Answer 8

When an employee makes great effort to carry out a request or implement a decision

Question 9

Compliance

Answer 9

When an employee is willing to carry out a request but with minimal effort or commitment

Question 10

Resistance

Answer 10

When an employee is opposed to the request

Question 11

Proactive influence

tactics

Answer 11

Ways in which requests are formulated in order to reach commitment, compliance or resistance

Question 12

Rational persuasion

Answer 12

Presentation of logical arguments and factual evidence to support one’s request

Question 13

Inspirational appeal

Answer 13

Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations

Question 14

Collaboration tactic

Answer 14

Offering to provide relevant resources and assistance to the target

Question 15

Consultation tactic

Answer 15

Encouraging the target to suggest improvements in a proposal or to help plan an activity or change

Question 16

Personal appeal tactic

Answer 16

Asking to carry out a request or support a proposal out of friendship, or asking for a favor before saying what it is

Question 17

Ingratiation tactic

Answer 17

Using praise and flattery before or during an influence attempt, or expressing confidence in the target’s ability to carry out a request

Question 18

Apprising tactic

Answer 18

Explaining how carrying out a request or supporting a proposal will benefit the target personnally or help advance his/her career

Question 19

Exchange tactic

Answer 19

Offering an incentive, suggesting an exchange of favors or indicating willingness to reciprocate at a later time

Question 20

Legitimating tactic

Answer 20

Establishing the legitimacy of a request by referring to rules, policies, contracts or previous agreement

Question 21

Coalition tactic

Answer 21

Seeking the aid of others to persuade the the target to do something, or using the support of others as a reason for the target to agree

Question 22

Pressure tactic

Answer 22

Using demands, threats, frequent checking, or persistent reminders to influence the target to carry out a request