33. Oscar engages in debasement when he tells the person he is trying to influence:
a. “You are well dressed today.”
b. “Scientific evidence suggests that my position is correct.”
c. “How important is your paycheck to you?”
d. “I may not be well informed, but here is my opinion.“
34. A good example of ingratiation when dealing with a person you are trying to influence would be for you to:
a. praise that person lavishly.
b. ignore his or her first three demands.
c. mention your power contacts.
d. stretch the truth to look good.
35. When ingratiation takes the form of well-deserved flattery or compliments, it is a _____ influence tactic.
a. negative
b. positive
c. mixed
d. exaggerated
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.
37. When a top-level executive wants to influence a large number of employees, her or she 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.
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 more existing candidates than selecting new candidates.
39. If all of the following influence tactics were available to you in a given situation, which should you begin with?
a. Rational persuasion
b. Exchanging favors
c. Machiavellian techniques
d. Appeals to higher authority
40. Co-opting antagonists is defined as:
a. assigning an ally to work as a spy for an opponent.
b. winning over opponents by making them part of your team.
c. encouraging your opponents to shop at an organic grocery store.
d. demoting an opponent.
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.
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.
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.
44. Implicit leadership theories deal mostly with 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.
45. According to implicit leadership theories, one example of a leadership antiprototype would be _____.
a. intelligence
b. charisma
c. tyranny
d. violence
46. Ryan is apathetic about carrying out a 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
48. Tina offers an expensive gift to her subordinate, provided the subordinate helps her with the content of a power point
presentation, work that was originally assigned to Tina. In this context, which of the following influence tactics is
practiced by Tina?
a. Exchanging favors
b. Leading by example
c. Using rational persuasion
d. Explaining benefits to the target
49. Anne, the creative head of a publisher of teen fiction, decides to form an alliance with the creative heads of other
publishing houses in the city. In the context of influence tactics, an alliance of this kind, if formed, becomes an example of
a(n) _____.
a. conglomerate
b. editorial cabal
c. consultancy
d. consultancy
50. The employees of an organization are told that if they don’t work for a minimum of three extra hours every week, they
will not be considered for promotions. This is most likely an example of _____.
a. debasement
b. deliberate Machiavellianism
c. compliance
d. upward appeal
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 organizational 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
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
53. “I won’t pressure you to meet the sales target, but think of your family, and how they might be affected if you fail to
meet the target.” This speech is made by Gregory, a line manager, to one of his subordinates. In the context of influence
tactics, Gregory is attempting _____.
a. manipulation of his subordinate
b. debasement before his subordinates
c. the process of upward appeal
d. co-opting antagonists
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 should Alan choose to best 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
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
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 antiprototypes.
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
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
58. Describe the three major outcomes of influence tactics, with specific examples or cases that portray these outcomes.
59. Christy, a sales manager, 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 two 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 ensure the maintenance of a healthy corporate culture. Considering the various types of influence tactics,
describe at least four steps that Ayan would most likely implement as a transformational leader.