Power and Influence

Question 1

Power is defined as

Answer 1

the ability to influence others and resist unwanted influence from others

Question 2

Power is derived from

Answer 2

an asymmetric control over resources

Question 3

Power= ___ to influence
something you ____

Answer 3

ability; have

Question 4

Leadership= ___ of influencing
something you ___

Answer 4

act; do

Question 5

You must have ___ to engage in leadership

Answer 5

power

Question 6

What types of power are under organizational power?

Answer 6

-Legitimate -Reward
-Coercive -Informational

Question 7

What types of power are under personal power?

Answer 7

-expert power -referent power

Question 8

Legitimate power is derived from

Answer 8

a position of authority within an organization
-title within a hierarchy

Question 9

Reward power is derived from

Answer 9

control over rewards that another person desires

Question 10

Coercive power is derived from

Answer 10

control over punishments in an organization
-operates on the principle of fear

Question 11

informational power is derived from

Answer 11

control over needed information and data

Question 12

Expert power is derived from

Answer 12

a person’s expertise, skill, or knowledge

Question 13

Referent power is derived from

Answer 13

desire to be associated with the person
-due to liking, loyalty

Question 14

Is it possible to have multiple bases of power simultaneously?

Answer 14

Yes

Question 15

Influence based on _______ has more positive effects than organizational power

Answer 15

personal power

Question 16

Influence is defined as

Answer 16

the use of an actual behavior that causes behavioral or attitudinal change in others

Question 17

Hard influence tactics include

Answer 17

-Request
-Coalition
-Legitimating

Question 18

Soft tactics include

Answer 18

-rational persuation
-socializing
-exchange
-personal appeals
-consultation
-inspirational appeals

Question 19

Request influence is

Answer 19

-simplest influence approach
Making a direct statement of what you want

Question 20

Legitimating influence is

Answer 20

giving a rationale for the request based on standards, policies, or expectations

Question 21

Coalition influence is

Answer 21

citing supporters of your request
-based on the idea of social proof

Question 22

rational persuasion influence is

Answer 22

logical arguments to support your position
-appeal to facts, statistics, reasoning

Question 23

Socializing is defined as

Answer 23

using praise or flattery to build rapport before the request

Question 24

Personal Appeals is defined as

Answer 24

asking someone to carry out a request based on your prior relationship
-based on trust and friendship

Question 25

Exchanging is defined as

Answer 25

give something in return for getting something
-based on reciprocity

Question 26

Consultation is defined as

Answer 26

suggestions or improvements as a way to get people’s support for a plan/ idea
-engaging them in decision making

Question 27

Inspirational Appeals is defined as

Answer 27

appealing to people’s values or ideals
-tapping into emotions to persuade

Question 28

With internalization…

Answer 28

behavioral and attitudinal changes

Question 29

With compliance…

Answer 29

behavior change only

Question 30

With resistance…

Answer 30

no behavior or attitudinal changes

Question 31

Which influence tactic is most common in leadership?

Answer 31

rational persuasion

Question 32

Which influence tactic is most effective?

Answer 32

inspirational appeals