36. Joking or kidding is often used as an influence tactic when:
a.
dealing with undermotivated people.
b.
being direct might be interpreted as being too harsh.
c.
dealing with people of higher rank.
d.
a person wants to be unusually ethical and straightforward.
Explanation of Influence Tactics.”
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Moderate
Digital story: Connect
37. When a top-level executive wants to influence a large number of employees, the executive will most likely:
a.
attempt to change the organization culture.
b.
use ingratiation with as many workers as feasible.
c.
exchange favors with as many workers as feasible.
d.
create the position of organizational change agent.
organizational culture. See “Leadership Influence for Organizational Change.”
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Leadership Influence for Organizational Change
Bloom’s: Comprehension
Digital story: Connect
38. To bring about organization change effectively, an executive is best advised to:
a.
disregard the process of executive edit.
b.
disregard cultural aspects while establishing the new reward system.
c.
serve as a role model for the desired attitudes and behaviors.
d.
focus on existing candidates than selecting new candidates.
Leaders must behave in ways consistent with the values and practices they wish to see
Bloom’s: Knowledge
Digital story: Engage
39. When group members are trusted, the leader is more likely to use:
a.
weaker influence tactics.
b.
stronger influence tactics.
c.
inspirational techniques.
d.
appeals to higher authority.
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Relative Effectiveness and Sequencing of Influence Tactics
Bloom’s: Comprehension
Digital story: Connect
40. A study indicated that when group members perceived their relationship with the leader to be poor, consultation by the
leader:
a.
b.
c.
d.
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Relative Effectiveness and Sequencing of Influence Tactics
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Leadership Influence for Organizational Change
Bloom’s: Comprehension
Digital story: Connect
41. A rule of thumb offered for the sequencing of influence tactics is to:
a.
first mirror the influence tactic of the other person, then try your own.
b.
begin with the ethical, then shift to the unethical.
c.
begin with the most positive, or least abrasive, tactic.
d.
first be more serious, then move toward joking and kidding.
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Relative Effectiveness and Sequencing of Influence Tactics
Bloom’s: Comprehension
Digital story: Connect
42. A guideline offered for the sequencing of influence tactics is to begin with a:
a.
high-cost, high-risk tactic.
b.
low-cost, low-risk tactic.
c.
low-cost, high-risk tactic.
d.
moderate-cost, moderate-risk tactic.
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Relative Effectiveness and Sequencing of Influence Tactics
Bloom’s: Comprehension
Digital story: Connect
43. In terms of exerting influence, the more position power a person has over another,:
a.
less the need for being cautious in the use of influence tactics.
b.
the more the need for being cautious in the use of influence tactics.
c.
the more the need to consider an open door communication policy.
d.
the less the need to consider an open door communication policy.
Bloom’s: Comprehension
Digital story: Connect
44. Implicit leadership theories deal mostly with the personal assumptions:
a.
about the type of leader most people would like to become.
b.
leaders make about the capabilities of group members.
c.
companies make about their leaders.
d.
about the attributes of an ideal organizational leader.
Easy
8.6
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Implicit Leadership Theories and Leadership Influence
Bloom’s: Comprehension
Digital story: Connect
45. According to implicit leadership theories, an example of a leadership antiprototype would be _____.
a.
intelligence
b.
charisma
c.
tyranny
d.
violence
c
Moderate
8.6
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Implicit Leadership Theories and Leadership Influence
Bloom’s: Comprehension
Digital story: Connect
Moderate
8.5
United States – BUSPROG – Analytic
United States – OHIO – DISC: Leadership Principles
Relative Effectiveness and Sequencing of Influence Tactics
Bloom’s: Comprehension
Digital story: Connect
46. Ryan is apathetic about carrying out the request made by his team manager to draft an agenda for the upcoming target
meeting. He is not particularly overjoyed about the task, but makes a modest effort in doing it. In the context of influence
outcomes, the influence attempt of Ryan’s manager is an example of _____.
a.
compliance
b.
commitment
c.
resistance
d.
debasement
47. In an attempt to convince her team members about the merits of a proposed business plan, Margaret adapts the
influence tactic of explaining the percentage increase in salary that each of her team member will enjoy, if the plan is
successful. In this case, Margaret’s attempt is an example of _____.
a.
debasement
b.
apprising
c.
bargaining
d.
joking
Explanation of Influence Tactics.”
Challenging
8.2
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Application
Digital Story: Perform
48. Tina offers an expensive gift to her subordinate, provided the subordinate help her with the content of a power point
presentation; the work being officially assigned to Tina. In this context, which of the following influence tactics is
practised by Tina?
a.
Exchanging Favors
b.
Leading by example
a
a modest effort. See “A Model of Power and Influence.”
Challenging
8.1
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
A Model of Power and Influence
Bloom’s: Application
Digital story: Perform
c.
Using Rational Persuasion
d.
Explaining benefits to the target
49. Anne, the Creative Head of a publishing house which is into teens’ fiction ,decides to form an alliance with the
Creative Heads of other publishing houses in the city, in order to plan for a literary meet. In the context of influence
tactics, an alliance of this kind, if formed, becomes an example of a(n) _____.
a.
conglomerate
b.
editorial
c.
consultancy
d.
coalition
Challenging
8.2
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Application
Digital Story: Perform
50. The employees of an organization are told that if they don’t work for a minimum of three extra hours every week, they
would not be considered for promotions.This is most likely an example of _____.
a.
debasement
b.
deliberate machiavellianism
c.
compliance
d.
upward appeal
a
Challenging
8.2
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Application
Digital Story: Perform
51. Jonathan, the human resource manager of an organization, requests the help of the managing director to communicate
on incentive cuts which will be allocated to employees who perform below the organisational standard. In the context of
influence tactics, this is most likely an example of _____.
a.
upward appeal
b.
open door policy
c.
closed door policy
d.
deliberate machiavellianism
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Application
Digital Story: Perform
52. Which of the following is an example of debasement?
a.
A manager pretending to be incapable of doing a task so that he gets help from his subordinates
b.
A manger gifting an expensive watch to one of his subordinates in return of the work they have done
c.
A subordinate exchanging pleasantries with his manager
d.
A subordinate acting polite before his superior
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Application
Digital Story: Perform
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Application
Digital Story: Perform
53. ” I won’t pressurize you to meet the sales target, but think of your familial settings, and to what degree they would be
affected provided you fail to meet the target.” This dialogue is made by Gregory, a line manager , to one of his
subordinates. In the context of influence tactics, Gregory attempts _____.
a.
gentle manipulation of his subordinate
b.
debasement before his subordinates
c.
the process of upward appeal
d.
co-opting antogonists
54. Alan, the marketing manager of an organization , finds out that his team has performed below the standards set. He
considers two influence tactics to deal with the issue.
1) Joking and kidding
2) Forming a coalition
In the context of sequencing of influence tactics, which of the following options is Alan most likely to choose to deal with
the issue?
a.
2,1
b.
1,2
c.
1 alone, as 2 is not an influence tactic
d.
2 alone, as 1 is not an influence tactic
Tactics.”
Challenging
8.5
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Relative Effectiveness and Sequencing of Influence Tactics
Bloom’s: Application
Digital story: Perform
55. Adrian is a compassionate and sensitive leader. He is charismatic and dynamic. On the other hand, Joseph is dominant
leader and is considered manipulative by his subordinates. In the context of implicit leadership theories, which of the
a
Challenging
8.4
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Description and Explanation of Influence Tactics
Bloom’s: Application
Digital Story: Perform
following options is most likely to be true?
a.
Adrian’s traits are considered prototypes, while Joseph’s traits are considered antiprototypes.
b.
Joseph’s traits are considered antiprototypes, while Adrian’s traits are considered prototypes.
c.
Both Adrian’s and Joseph‘s traits are considered prototypes.
d.
Both Adrian’s and Joseph‘s traits are considered antipeototypes.
56. In the context of outcomes of influence tactics, _____ means that the influence agent has changed the person’s
behavior but not his attitude.
a.
compliance
b.
resistance
c.
commitment
d.
debasement
a
Easy
8.1
United States – BUSPROG – Analytic
A Model of Power and Influence
Bloom’s: Knowledge
Digital story: Engage
57. In the context of outcomes of influence tactics, _____ is particularly important for complex, difficult tasks because
these require full concentration and effort.
a.
compliance
b.
commitment
c.
resistance
d.
debasement
a
Challenging
8.6
United States – BUSPROG: Reflective Thinking
United States – OHIO – DISC: Leadership Principles
Implicit Leadership Theories and Leadership Influence
Bloom’s: Application
Digital story: Perform
58. Describe the three major outcomes of influence tactics, with specific examples or cases, which portray these
outcomes.
59. Christy, a sales manger, believes in an optimal combination of “essentially ethical and honest” and “neutral” influence
tactics to influence his team members. Create a pool of four influence tactics, out of which two are ethical and honest, and
the rest are neutral, from which Christy can choose his influence strategy.
60. Ayan, the newly appointed CEO, considers a series of steps to be implemented in the organization, to bring about
change and ensuring the maintenance of a healthy corporate culture. Considering the various types of influence tactics,
describe atleast four steps which Ayan would most likely implement as a transformational leader.