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35. Frieda, who reports to Shauna, questions the overtime schedule for the
weekend. At the end of the discussion, Frieda says, "OK. I'll do it. Thanks for the
opportunity to meet the head office representative that recommended you for
promotion. You know, I want to be just like you! If I can follow in your career
steps here, I'll be happy to work every weekend." Which part of Shauna's power
base did Frieda acknowledge?
36. Madge, who reports to Yvonne, questions the overtime schedule for the
weekend. At the end of the discussion, Madge says, "Sorry I bothered you. Of
course I'll do it. I was just asking about the schedule. Please don't write me up
for insubordination." Which part of Yvonne's power base did Madge
acknowledge?
37. Should managers try to build their coercive power base?
38. Solomon Asch's work demonstrates the important role of _____ as a
powerful source of influence.
39. The most effective influence outcome is:
40. Jenna learned that Brady wanted to go to an out-of-town ball game in
three weeks when he was scheduled to work. Jenna offered to work for him that
weekend if he would work her shifts next weekend. Jenna used the influence
tactic of:
41. Tina cornered Darryl in the breakroom. She said in an undertone, "Look, I
know you said you would not switch scheduled work weekends with me next
month. If you don't, I'll tell the manager what really happened in Denver.
Understand?" Tina used the influence tactic of:
42. Research findings show that _____ are the most common target of
influence attempts.
43. Compliance is the most common outcome of this influence tactic.
44. Chad watched as his friend, Ned, learned the hard way that some
influence tactics generate resistance. The employees pay little or no attention to
what Ned has requested of them. Chad has a major project for his team. It needs
to be completed on time, on budget. Ned suggests using pressure tactics, but
which influence tactic do you think Chad should use?
45. Greg wants his mechanics and material handlers to work double shifts for
two weeks without extra pay to fulfill contract requirements. If Greg's firm does
not make the deadline, Greg anticipates a major layoff and possible plant
closing. Greg prepares a 100-page report full of charts, data, deadlines, etc. He
has all the information needed to explain the situation to his employees. Irwin, a
consultant, advises Greg to combine an inspirational appeal with the solid
rational persuasion he has prepared. Was Irwin right?
46. _____ is a social influence weapon.
47. Jessica trains people in a consumer awareness workshop titled,
"Lowballing, foot-in-the-door, and bait-and-switch." She prepares her students
to guard against the social influence weapon of:
48. George stacked some old tires at the end of his driveway with a red sign,
"Free tires. Some good tread left." The tires remained there for months, without
anyone buying them. He replaced the red sign with a black sign, "Last set of
original Model QZ tires - Available for only $100 through month end. Knock on
first green door on the right for details or leave your telephone number." The next
morning, the tires had been stolen. George had inadvertently used the social
influence weapon of:
49. Which of the following theories proposes that whenever free choice is
limited, the need to retain our freedom makes us want it more than before?
50. Psychological reactance theory, in the context of social influence
weapons, proposes that:
51. Sandra trains consumers at a consumer awareness workshop titled,
"Door-in-the-face." She prepares her students to guard against the social
influence weapon of:
52. Lucy receives a call from a cell phone marketer. The marketer starts with,
"Don't you want to switch to Smart Networks? Your friends Tracy and Cindy did.
They both said you would be interested in our options." Which social influence
weapon was the marketer attempting to use on Lucy?
53. According to research, three kinds of symbols are most dangerous in
creating artificial authority: They are:
54. James, Daniel, and Frank own an electronics shop, one-third each. James
likes merchandise with snob appeal. Daniel wants to stock old, traditional items.
Frank orders anything that is new. Which of the following weapons of social
influence are the three trying to use?
