Matthew won the race for student council president partly due to a pledge that he would get the school to put in a swimming pool. It was a big thing to promise, but he knew that the school system had recently had a large influx of tax dollars and that the money is there; he just needs to win over the powers that be. First, he has to get his school principal on his side, and together they will go to the board of education. The principal, Ms. Wetherby, is new to the school system, and other than simply meeting her, he has had few interactions with her. In his meeting with Ms. Wetherby, the best approach for Matthew is to
- talk to her about how exciting it would be to be to have a pool.
- let her know about all the coaches, teachers, and students he has on his side.
- compliment her leadership and let her know that he sees her as capable and competent.
- present her with data showing that the pool is not only needed but also affordable and practical.
- explain that the student body is motivated and could make things difficult if they do not get their way.
The best option for Matthew is rational persuasion, which is most effective when it helps show that the proposal is important and feasible. Rational persuasion is particularly important because it's the only tactic that is consistently successful in the case of upward influence, as in this situation. There is little justification for an inspirational appeal (talk to her about how exciting it would be to be to have a pool), because he does not know what is important to Ms. Wetherby. Likewise, given the fact that he does not know her, an effort at ingratiation (compliment her leadership and let her know that he sees her as capable and competent) would sound like flattery, and in any case, ingratiation is not a good short-term strategy. On the other hand, pressure (explain that the student body is motivated and could make things difficult if they do not get their way) is only ever effective in the short term, and in any case would be unlikely to yield positive results. The use of a coalition (let her know about all the coaches, teachers, and students he has on his side), while not effective on its own, could be good when used in combination with the rational approach.
Needs: Groupings or clusters of outcomes viewed as having critical psychological or physiological consequences.
________ is the use of logical arguments and hard facts to show the target that a request is a worthwhile one.
- Consultation
- Collaboration
- Legitimate power
- Rational persuasion
- Inspirational appeal
Rational persuasion is the use of logical arguments and hard facts to show the target that the request is a worthwhile one.
Rational Persuasion: The use of logical arguments and hard facts to show someone that a request is worthwhile.
Rational persuasion is the only tactic that is consistently successful in the case of upward influence.
Rational persuasion is the use of logical arguments and hard facts to show the target that the request is a worthwhile one. It is particularly important because it's the only tactic that is consistently successful in the case of upward influence.
Rational Persuasion: The use of logical arguments and hard facts to show someone that a request is worthwhile.
Hayden has a plan to launch what he believes is an exciting new product line, but he knows that if he is going to get his boss's support, he needs to appeal to facts rather than emotion. Therefore he puts together a detailed proposal showing sales, marketing research, cost-benefit analyses of potential product launch strategies, and other support data. Hayden is using an influence tactic known as
- consultation.
- collaboration.
- legitimate power.
- rational persuasion.
- inspirational appeal.
Rational persuasion is the use of logical arguments and hard facts to show the target that the request is a worthwhile one. Research shows that rational persuasion is most effective when it helps show that the proposal is important and feasible. Rational persuasion is particularly important because it's the only tactic that is consistently successful in the case of upward influence.
Rational Persuasion: The use of logical arguments and hard facts to show someone that a request is worthwhile.
"Follow through on commitments" is a suggested guideline for using ________ power.
- legitimate
- coercive
- referent
- reward
- expert
When using referent power, follow through on commitments, do things for others even when not required to do so, and support and uphold others when called for.
Referent Power: A form of organizational power based on the attractiveness and charisma of the leader.
Michael Jordan is an icon in basketball. Many people buy shirts with his name on them. Jordan's iconic status gives him ________ power.
- reward
- referent
- coercive
- structural
- collaborative
Referent power exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.
Referent Power: A form of organizational power based on the attractiveness and charisma of the leader.
Bill Gates commands the respect and admiration of people around the world for his achievements in information technology as well as for his philanthropy. Many people who admire him try to emulate his actions. He clearly wields ________ power.
- reward
- referent
- coercive
- structural
- legitimate
Referent power exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.
Referent Power: A form of organizational power based on the attractiveness and charisma of the leader.
Noted for his flamboyant ties and his outspoken opinions, Billy is no ordinary vice president within the gigantic Mulray Corporation. Top management has identified him as one of the rising stars, and he has an enormously loyal following among the company's youngest and most energetic executives. Everyone, it seems, wants to be around Billy, who possesses a great deal of ________ power within the organization
- reward
- referent
- coercive
- structural
- collaborative
Referent power exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.
When others have a desire to identify and be associated with a person, that person possesses ________ power.
- expert
- reward
- referent
- coercive
- legitimate
Referent power exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.
Tyrell is widely known and liked throughout the company. His magnetic personality is obvious to anyone who meets him, and strangers can recognize his influence in an instant just by observing how many people gravitate to him wherever he goes. Tyrell possesses ________ power.
- legitimate
- coercive
- referent
- reward
- expert
Referent power exists when others have a desire to identify and be associated with a person. This desire is generally derived from affection, admiration, or loyalty toward a specific individual.
________ manifests when the target refuses to perform the influence request and puts forth an effort to avoid having to do it.
- Internalization.
- Collaboration.
- Compliance.
- Resistance.
- Conflict.
Resistance occurs when the target refuses to perform the influence request and puts forth an effort to avoid having to do it. Employee resistance could come in the form of making excuses, trying to influence the requestor in return, or simply refusing to carry out the request. Resistance is most likely when the influencer's power is low relative to the target or when the request itself is inappropriate or unreasonable.
Resistance: When a target refuses to perform a request and puts forth an effort to avoid having to do it.
"Only offer what you can follow through on" is a suggested guideline for using ________ power.
- legitimate
- coercive
- referent
- reward
- expert
When using reward power, propose rewards that are attractive, only offer what you can follow through on, and be clear on exactly what you are offering a reward for.
Reward Power: A form of organizational power based on the control of resources or benefits.
International Printers, a computer hardware firm, is looking for an employee to serve as field director at the company's Paris office. Reggie wants the position and has approached Meredith, who is in charge of interviewing for the position, to convince her that he is right for the position. In this situation, Meredith has ________ power.
- expert
- reward
- personal
- referent
- coercive
Reward power exists when someone has control over the resources or rewards another person wants. For example, managers generally have control over raises, performance evaluations, awards, more desirable job assignments, and the resources an employee might require to perform a job effectively.
Reward Power: A form of organizational power based on the control of resources or benefits.
As head of the sales team, Kevin has the power to dispense sales leads to the members of the team. He gives the best leads to the personnel who impress him the most at any given moment, and therefore the members of the team are always trying to impress Kevin. He possesses ________ power.
- legitimate
- coercive
- referent
- reward
- expert
Reward power exists when someone has control over the resources or rewards another person wants.
Reward Power: A form of organizational power based on the control of resources or benefits.
When someone has control over the resources another person wants, ________ power exists.
- expert
- reward
- personal
- referent
- coercive
Reward power exists when someone has control over the resources or rewards another person wants. For example, managers generally have control over raises, performance evaluations, awards, more desirable job assignments, and the resources an employee might require to perform a job effectively.
Companies such as Microsoft, Pfizer, and Google are increasingly using ________ to understand the power structures in their organizations and who holds and wields the most influence.
- networking maps
- performance reviews
- organizational charts
- social media tracking
- Facebook, Twitter, and Instagram
Companies are increasingly using networking maps to discern the most influential individuals in the organization.
Influence: The use of behaviors to cause behavioral or attitudinal changes in others.
Leaders who control resources to which no one else has access can use their power to gain greater influence. This is associated with the contingency factor known as
- visibility.
- centrality.
- discretion.
- ingratiation.
- substitutability.
Substitutability is the degree to which people have alternatives in accessing resources. Leaders who control resources to which no one else has access can use their power to gain greater influence.
Substitutability: The degree to which people have alternatives in accessing the resources a leader controls.
________ is the degree to which people have alternatives in accessing resources.
- Centrality
- Discretion
- Substitutability
- Accommodation
- Integrative bargaining
Substitutability is the degree to which people have alternatives in accessing resources. Leaders who control resources to which no one else has access can use their power to gain greater influence.
Substitutability: The degree to which people have alternatives in accessing the resources a leader controls.
As the head of overseas operations for FoodCo., an international conglomerate supplying more than 60 countries, Devon has access to resources beyond the reach of most people-even the company president-and this in turn has made him very influential within the company. Devon holds the authority that is an example of the contingency factor
- internalization.
- substitutability.
- ingratiation.
- centrality.
- visibility.
Substitutability is the degree to which people have alternatives in accessing resources. Leaders who control resources to which no one else has access can use their power to gain greater influence.
Substitutability: The degree to which people have alternatives in accessing the resources a leader controls.