MNO 3370 Module 4 Exam Bank Questions with Complete Solutions Rated 100%
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MNO 3370 Module 4 Exm
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MNO 3370 Module 4 Exm
MNO 3370 Module 4 Exam Bank Questions with Complete Solutions Rated 100%
leadership - Answers use of power/influence to direct followers toward goal achievement
what do all leaders have in common? - Answers possess "power"
power - Answers ability to influence conduct of others & resist unwanted...
MNO 3370 Module 4 Exam Bank Questions with Complete Solutions Rated 100%
leadership - Answers use of power/influence to direct followers toward goal achievement
what do all leaders have in common? - Answers possess "power"
power - Answers ability to influence conduct of others & resist unwanted influence in return
power is ______, but not ____ to being a leader - Answers necessary but not sufficient
two categories of power - Answers organizational and personal
3 general sources of organizational power - Answers 1. legitimate (authority)
2. reward (giving people positive things)
3. coercive (give people negative things)
2 general sources of personal power - Answers 1. expert (skill/knowledge)
2. referent (affection/admiration)
power increases in ____ sustainability - Answers low
(no substitutes for resources leader controls)
power increases in ____ centrality - Answers high
(leader plays important role - many people rely on them)
power increases in _____ discretion - Answers high
(when leader has no rules that bound power, they're more powerful)
power increases in _____ visibility - Answers high
(when more people see that leader has power, their power increases)
do individuals with power necessarily choose to use power to influence others? - Answers no, just bc
individuals have power, doesn't mean they will use it to influence others
influence - Answers behavior that causes behavioral/attitudinal changes in others
influence is (2) - Answers 1. directional (targeted at someone)
2. relative (more powerful manager = less powerful employees)
what does asch experiment tell us? - Answers social pressure makes us fall in line
3 targets of influence - Answers 1. internalization (committed to request)
, 2. compliance (goes along with request)
3. resistance (opposes/avoids request)
most effective target of request - Answers internalization
least effective target of request - Answers resistance
does attitude or behavior change with internalization? - Answers yes both attitude and behavior
does attitude or behavior change with compliance? - Answers only behavior, not attitude
does attitude or behavior change with resistance? - Answers neither attitude nor behavior
2. personal appeals (asking for something based on friendship)
3. exchange (if you do this, i'll do that)
4. appraising (explaining how request benefits target)
least effective influence tactics (2) - Answers 1. pressure (threats/demands)
2. coalitions (enlist other people to help - ex. survivor alliances)
influence tactics will most commonly lead to - Answers compliance (behavior changes but attitude does
not)
other effective forms of influence tactics - Answers 1. reciprocity (if you are nice, expect others to be
nice)
2. scarcity (less supply = more demand)
3. authority (credentials make more persuasive)
4. consistency (small commitment makes people escalate commitment)
5. liking (establish common ground)
6. consensus (tend to do things same as others)
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