U4 restart

Question 1

definition of power

Answer 1

capacity to influence others who are in a state of dependence

Question 2

about of dependence ppl have on you depends on

Answer 2

scarcity of product u have
substitutability of product
importance of product

Question 3

sources of position power

Answer 3

reward (do it and get something)
coercive (do it or bad tings happen)
legitimate (do it bc boss asks)

Question 4

sources of personal power

Answer 4

referent (do it bc u like person)
expert (do it bc they r experts )
information (do it bc they have info u want )

Question 5

soft influence tactics

Answer 5

• rational persuasion
• inspirational and personal appeal
• consolation
• ingratiation

Question 6

hard influence tactics

Answer 6

• exchange
• coalition building
• legitimating
• pressure

Question 7

rational persuasion

Answer 7

logical argument

Question 8

inspirational appeal

Answer 8

arousing enthusiasm appealing to aspirations

Question 9

consultation

Answer 9

asking for participation in decision making

Question 10

ingratiation

Answer 10

getting them to like you

Question 11

personal appeal

Answer 11

appeal to feelings of loyalty before request

Question 12

exchange

Answer 12

you do thing for me and I do thing for u

Question 13

coalition building

Answer 13

get others on board first

Question 14

legitimating

Answer 14

using your authority

Question 15

pressure

Answer 15

demands, threats and intimidation

Question 16

commitment

Answer 16

you get a strong positive response

Question 17

compliance

Answer 17

ppl agree bc there is something to gain or they will lose something if they don’t

Question 18

resistance

Answer 18

strong negative response

Question 19

power distance

Answer 19

how cultures differ in acceptance on unequal power distributions

Question 20

organizational politics

Answer 20

making yourself look good to people w rewards so u get them

Question 21

attributes of political skill

Answer 21

• social astuteness (accurately interpret and observe behaviour)
• interpersonal influence (ability to influence and engage others)
• apparent sincerity (is genuine and honest)
• networking ability (ability to build diverse networks)

Question 22

tactics most often used for upward influence

Answer 22

• coalition
• rational persuasion
• consultation

Question 23

tactics most often used for peer influence

Answer 23

exchange
personal appeal
ingratiation

Question 24

tactics most often used for downward influence

Answer 24

• legitimating
• pressure
• inspirational appeal
• expert power and personal appeal (best)

Question 25

use hard tactics _______ and soft tactics _______
always start w ______ tactic

Answer 25

alone
together
soft

Question 26

dependency is directly related to ______

Answer 26

power

Question 27

high political skill is normally associated with high ___________

Answer 27

effectiveness