Kent is on the rise in the corporate hierarchy, and he is building a personal following along the way. Those who are loyal to him, he says, will benefit significantly in the future, when he is in a position to decide salaries and benefits. Kent is using the influence tactic known as
- coalition.
- exchange.
- apprising.
- ingratiation.
- personal appeals.
An exchange tactic is used when the requestor offers a reward or resource to the target in return for performing a request. This type of request requires that the requestor have something of value to offer. It differs from apprising in that the benefit is something that the requestor gives to the target and not something that simply results from the action. Although exchange "can" be effective at times, it is very unpredictable and can even end up have a negative effect on influence.
Exchange Tactic: An influence tactic in which the requestor offers a reward in return for performing a request.
The type of power derived from a person's skill or knowledge on which others depend is ________ power.
- expert
- reward
- referent
- coercive
- legitimate
Expert power derives from a person's expertise, skill, or knowledge on which others depend. When people have a track record of high performance, the ability to solve problems, or specific knowledge that is necessary to accomplish tasks, they are more likely to be able to influence other people who need that expertise.
Expertise: The knowledge and skills that distinguish experts from novices.
As one of the most experienced medical doctors in the world when it comes to a particular rare but serious rheumatological condition, Serena possesses enormous ________ power within the medical community.
- structural
- reward
- formal
- expert
- legal
Expert power derives from a person's expertise, skill, or knowledge on which others depend. When people have a track record of high performance, the ability to solve problems, or specific knowledge that is necessary to accomplish tasks, they are more likely to be able to influence other people who need that expertise.
Expertise: The knowledge and skills that distinguish experts from novices.
"Communicate why the request is important and the justification for it" is a suggested guideline for using ________ power.
- legitimate
- coercive
- referent
- reward
- expert
When using expert power, put forth data or other evidence to support your proposal; communicate why the request is important and the justification for it; and be consistent, thoughtful, and honest about requests.
Expertise: The knowledge and skills that distinguish experts from novices.
A suggested guideline for using expert power is to
- be consistent, thoughtful, and honest about requests.
- make sure you describe the purpose of your request.
- be clear on exactly what you are offering a reward for.
- do things for others even when you are not required to do so.
- make sure the punishment fits the nature of the lack of compliance.
When using expert power, put forth data or other evidence to support your proposal; communicate why the request is important and the justification for it; and be consistent, thoughtful, and honest about requests.
Expert Power: A form of organizational power based on expertise or knowledge.
Ingratiation has been shown to be more effective when used as a short-term strategy.
Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. Ingratiation has been shown to be more effective when used as a long-term strategy and not nearly as effective when used immediately prior to making an influence attempt.
Ingratiation: The use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
________ is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
- Rational persuasion
- Collaboration
- Consultation
- Ingratiation
- Exchange
Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. Ingratiation has been shown to be more effective when used as a long-term strategy and not nearly as effective when used immediately prior to making an influence attempt.
Ingratiation: The use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
"Sucking up" is an expression often used to describe the influence tactic otherwise known as
- coalition.
- exchange.
- apprising.
- ingratiation.
- personal appeals.
Ingratiation is the use of favors, compliments, or friendly behavior to make the target feel better about the influencer. You might more commonly hear this referred to as "sucking up," especially when used in an upward influence sense.
Ingratiation: The use of favors, compliments, or friendly behavior to make the target feel better about the influencer.
A few minutes before the grand opening of the newest store in the chain, Chanel from the corporate office gave the whole team a rousing speech in which she told them that they had the power to make things better for the entire community. This is an example of
- consultation.
- collaboration.
- legitimate power.
- rational persuasion.
- inspirational appeal.
Inspirational appeal is a tactic designed to appeal to a target's values and ideals, thereby creating an emotional or attitudinal reaction. To use this tactic effectively, leaders must have insight into what kinds of things are important to the target.
Inspirational Appeals: An influence tactic designed to appeal to one’s values and ideals, thereby creating an emotional or attitudinal reaction.
To influence others using ________, leaders must have insight into the kinds of things that are important to the target.
- consultation
- collaboration
- legitimate power
- rational persuasion
- inspirational appeal
Inspirational appeal is a tactic designed to appeal to the target's values and ideals, thereby creating an emotional or attitudinal reaction. To use this tactic effectively, leaders must have insight into what kinds of things are important to the target.
Inspirational Appeals: An influence tactic designed to appeal to one’s values and ideals, thereby creating an emotional or attitudinal reaction.
Paolo calls in his sales team and says "Okay, everybody, listen up: We're going to increase our sales across the board 30 percent next quarter. Here's how we're going to do it, and here's what I'm going to do to help us get there." Paolo is demonstrating
- visibility.
- centrality.
- influence.
- leadership.
- ingratiation.
We define leadership as the use of power and influence to direct the activities of followers toward goal achievement. That direction can affect followers' interpretation of events, the organization of their work activities, their commitment to key goals, their relationships with other followers, and their access to cooperation and support from other work units.
Leadership: The use of power and influence to direct the activities of followers toward goal achievement.
Lynette is the new head of operations for ShurWay, a nationwide corporation with offices in several major cities. Promoted to headquarters from an office in another city, she will be overseeing people who have long worked together and may feel some resistance to an "outsider." Therefore, it is important for her to establish herself as a leader in their eyes. She will have an opportunity to do just that tomorrow, when she will be invited to make some remarks at a departmental get-together organized in her honor. The best way for Lynette to set the right tone is to let everyone know that she is ready to
- take charge of the department, which means that she will not tolerate dissent and will deal as severely as possible with anyone who makes trouble for her.
- create a fully open, non-hierarchical environment in which she is simply the first among equals, dedicated to ensuring a nurturing work situation for all employees.
- do everything she can, both in terms of her position and her knowledge and other abilities, to help each employee do what they need to do to help the company meet its objectives.
- work tirelessly on behalf of each employee, learning from them as she goes, in order to help them meet their personal objectives, which will most likely help the company in the end.
- use every element of authority she has to ensure that all employees are doing their jobs as well as possible, and thus to create a department that will be the envy of all other departments.
We define leadership as the use of power and influence to direct the activities of followers toward goal achievement. This is encapsulated in Lynette's promise to do everything she can, both in terms of her position and her knowledge and other abilities, to help each employee do what they can to help the company meet its objectives. The other statements portray her either as a friend or a tyrant, not as a leader, and some make unrealistic suggestions about the amount of energy she can devote to the individual needs of the employees. Several of these statements refer to personal rather than company goals, which is not an appropriate focus for Lynette in this situation.
Resistance: When a target refuses to perform a request and puts forth an effort to avoid having to do it.
________ is the use of power and influence to direct the activities of followers toward goal achievement.
- Inspirational appeal
- Rational persuasion
- Ingratiation
- Leadership
- Influence
Leadership can be defined as the use of power and influence to direct the activities of followers toward goal achievement. That direction can affect followers' interpretation of events, the organization of their work activities, their commitment to key goals, their relationships with other followers, and their access to cooperation and support from other work units.
Leadership: The use of power and influence to direct the activities of followers toward goal achievement.