OAM 330 Final Exam Questions With
Correct Answers
Dominance route - answer- Rise to power via intimidation and coercion; rule via fear
- traditional method
Prestige route - answerRise to power via knowledge and skill, rule via respect/liking
Dominant leaders - answerleadership style: assertive...
Greene's 48 Laws - answer✔advocates dominant leadership with terror, lies, and morally
questionable behavior
Central route to persuasion - answer✔- logical, rational, better arguments, conscious
- aim for incremental change, present both sides
Peripheral route to persuasion - answer✔- emotional, indirect, normative, often not conscious
Reciprocation - answer✔- we comply more after we receive something
ex.) nonprofits sending donation request with a small gift is much more effective
Concessions - answer✔when people feel obliged to reciprocate concessions, pressuring the
recipient to respond
defenses against reciprocation - answer✔deny initial gift and realize it is a sales ploy
Commitment and Consistency - answer✔- we comply more with our prior commitments
ex.) asking someone to watch your stuff on the beach lowers the changes of someone stealing it
Foot in the door - answer✔- form of commitment/consistency
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