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True / False Questions
1. Influence is power in action.
2. Strong ties grow exponentially when your immediate network grows.
3. Rationality is the best form of influence.
4. Legitimate power is often called authority.
5. Referent power is often sufficient to gain compliance behavior.
6. The most common ways for people to build their expert power is through
disciplinary actions.
7. Being threatened with firing is considered the most extreme form of
referent power.
8. Behavioral norms influence individual behavior through the imposition, or
threat of imposition, of sanctions.
9. Conformity is an important influence on the actions of people, especially in
the presence of formal authority or power.
10. Personal appeal and exchange are the most frequently used influence
tactics.
11. Compliance is characterized by doing only what is required by a request-
and nothing more.
12. The influence tactic of legitimizing is most likely to produce commitment.
13. Compliance is the most likely outcome of the influence tactic of
consultation.
14. Commitment is the most likely consequence of the use of an inspirational
appeal.
15. Cialdini's social influence weapons include reciprocity and social proof.
16. The "foot-in-the-door" technique is an example of the social influence
principle of social proof.
17. To effectively manage your boss, try to communicate in his/her preferred
style.
18. To more effectively manage your boss, come prepared with a
recommendation whenever you present a problem.
19. Over-promising and over-delivering is a good strategy for creating positive
relationships.
20. One of the most common complaints of frontline workers is that their
managers do not fully understand what they (the workers) really do.
21. Managers damage relationships with their employees when they take
credit for the work of others.
22. Managers damage relationships with their employees when they refuse to
ask for help.
23. Building good relationships at work includes regularly talking a little about
your personal life.
24. Great managers know that respect comes from idealistic and noble
intentions regardless of whether they were able to deliver on those or not.
25. In introductions, when positive information is given first, people are more
likely to ignore later information.
26. Good business etiquette almost always includes a good, firm handshake
with people who enter your office.
27. When introducing others, try to state each name several times to give each
person the best chance of picking up on the name.
28. When making introductions in the business world, defer to office seniority
and social standing, not gender.
29. Having a positive outlook on needing help and about soliciting support is
important for building a good social network.
30. Social networks are built through involvement in clubs and professional
organizations.
Multiple Choice Questions
31. Which of the following statements best describes the difference between
strong ties and weak ties?
32. Which of the following statements is a myth of power and influence?
33. What is the best way to build reward power?
34. Anna, who reports to Cynthia, questions the overtime schedule for the
weekend. At the end of the discussion, Anna says, "OK. I'll do it. You are the
boss." Which part of Cynthia‘s power base did Anna acknowledge?
