Module 5

Question 1

Social influence

Answer 1

The process by which an individual’s attitudes or behaviors are shaped by behaviors of others.

Question 2

Leadership

Answer 2

A process in which a person influences others to pursue a shared purpose

Question 3

Sublogics of leadership style research

Answer 3

1. Effective or functional leadership styles
2. Value-based leadership styles
3. Moral leadership styles
4. Immoral leadership styles

Question 4

Social influence tactics (internalization -> resistance)

Answer 4

1. Rational persuasion
2. Consultation
3. Inspirational appeals
4. Collaboration
5. Apprising
6. Intgratiation
7. Personal appeals
8. Exchange
9. Legitimating tactics
10. Coalition tactics
11. Pressure

Question 5

Rational persuasion

Answer 5

use logical arguments and factual evidence

Question 6

Consultation

Answer 6

Ask the person for advice

Question 7

Inspirational appeals

Answer 7

Appeal to values or seeks to arouse emotions to gain support

Question 8

Collaboration

Answer 8

Offer resources and assistance if the target will approve

Question 9

Apprising

Answer 9

Explain how carrying out a request will benefit the target personally

Question 10

Ingratiation

Answer 10

Uses flattery to influence the target person to carry out a request

Question 11

Personal appeals

Answer 11

Ask to support a proposal out of friendship or a personal favor

Question 12

Exchange

Answer 12

Offer something the target person wants, or offer to reciprocate

Question 13

Legitimating tactics

Answer 13

Establish the legitimacy of a request by pointing to a higher authority

Question 14

Coalition tactics

Answer 14

Enlists the support of others to influence the target

Question 15

Pressure

Answer 15

Use threats to influence the target

Question 16

Charismatic leaders

Answer 16

• Intrinsically motivate followers
• Encourage followers to make a sacrifice for the greater collective and go “beyond the call of duty”
• Give meaning and moral purposes to actions instead of “offering material incentives and the threat of punishment”

Question 17

Charismatic Leadership Tactics (CLTs)

Answer 17

1. Frame: how the person frames this message (metaphor)
2. Substance: what a person says (ambitious goals)
3. Deliver: How the person behaves (voice, expression)

Question 18

Advantages of stories

Answer 18

1. Arouse interest
2. Public identifies with the characters in the story
3. Easier for people to remember stories

Question 19

Advantages metaphors

Answer 19

• Helps listeners to understand, remember, and identify with the message
• Provides a striking picture of the situation and appeals to emotions

Question 20

The listing of three important points is another effective tool to influence the public.

Answer 20

1. easily remember 3 things
2. seem more convincing
3. creates the feeling that the argument is complete