55. Jacob, while hiring a college placement counselor for his son, asked
himself, “Is this authority truly an expert?” How did this question provide a
defense against the social influence weapon of appeals to authority?
56. When subordinates approach their managers, the best communication
strategy starts with:
57. Michael, a college registrar, has scheduled a meeting with Patricia, his
supervisor, to talk about low-course enrollments for the next semester. Which of
the following is the best opener for that meeting?
58. Much of your first business impression will be based on:
59. Whenever George meets someone new at an investor’s meeting, he
immediately introduces (or tries to introduce) that person to three others. Which
of Levy’s name principles does George use?
60. Which of the following statements is true of building a good social
network?
Essay Questions
61. Identify a few myths of power and influence.
62. Describe French and Raven’s model of power bases. Which power base is
often thought of as the most difficult to increase and why?
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in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
French and Raven’s model of the five power bases is the most widely known and
accepted classification of power. The five bases are reward, legitimate, referent,
expert, and coercive power.
• Reward power is the ability to provide others with rewards they desire in
exchange for work you need accomplished.
• Legitimate power is that which is invested in a role or job position (often called
authority). The legitimacy generally stems from some higher hierarchical level or
legal mandate. A common seduction of legitimate power is to neglect the reality
that the influence associated with a role most often really stems from that
position, not the person in the position.
• Referent power is highly associated with the person and not the position. It
stems from another person either admiring you or wanting to be like you. In the
workplace, referent power is normally associated with respect and a good
working relationship.
• Expert power is normally associated with a person and not closely with the rank
of a position. When a person possesses knowledge and skill someone else
requires, then he/she has expert power.
• Coercive power can be associated with either a person or the rank attached to
a person’s position. This is the power to force someone to do something against
his or her will. In the workplace, coercive power can be thought of as coming in
the form of disciplinary actions, demotions, or job loss.
Building legitimate power is often thought of as the most difficult power base to
increase. This is because of its close tie to one’s position in the organizational
hierarchy.
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution
in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
AACSB: Analytic
Blooms: Understand
Difficulty: 3 Hard
Learning Objective: 08-02 Explain how patterns of dependence in organizations act as sources of influence.
Topic: The Sources of Power and Influence
63. You have just started on your new, high-profile job in Seattle. You landed
the job mostly because of your expertise in a niche area of technology. Soon
after joining, your boss gives you the responsibility of undertaking a project in
your area of expertise. You start enthusiastically, but soon realize that the
project will require substantial help and inputs from many of your new co-
workers and their bosses. Your problem is that you do not know anyone in your
workplace and you do not have any authority over the colleagues whose help you
need. Which French and Raven’s power bases will you be able to use? How do
you plan to use them?
64. Just out of college, Jack has already landed his dream job at a mobile app
development company. Before joining, the HR manager briefed him that no
written or official dress code exists in that company and he could wear what he
likes. His hiring interviews did not take place in the company location and he has
never been inside the workplace. Eager to make a good impression, Jack turns up
in strict formal attire on his first day at work. He is met with “stares” and
“sneers” from his new co-workers, who are all dressed in T-shirts and jeans.
Which form of influence does this scenario illustrate? Why is it important to learn
about this form of influence?
65. Describe any four of the nine most common influence tactics.
© 2013 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution
in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.
AACSB: Analytic
Blooms: Understand
Difficulty: 3 Hard
Learning Objective: 08-04 Recognize the effectiveness of various forms of influence tactics.
Topic: Influencing without Authority
66. Discuss the three possible outcomes of influence tactics. What are the
most likely outcomes of the nine influence tactics?
67. Discuss how people are able to influence without any real legitimate or
formal authority.
68. What is the key principle behind the social influence weapon of
commitment and consistency? Explain with one example how this weapon can be
used in an unethical way.