Which tactic is most likely to increase the target person’s perception that a request or proposal is important for the team or organization?

Q20. The status and influence accorded an emergent leader depends primarily on:

a. the leader’s social popularity among the members

b. the leader’s control over rewards desired by group members

c. the leader’s seniority among group members

d. the leader’s demonstrated competence and loyalty

Q21. Which of the following is not an example of resistance?

a. carry out the request with only the minimum necessary effort

b. delay taking action to see if the agent is serious about the request

c. tell the agent why you are too busy now to carry out the request

d. appeal to a higher authority to rescind or change the request

Q22. What kind of power is dependent upon friendship and trust?

a. affiliation power

b. dyadic power

c. referent power

d. expert power

Q23. Which tactic is most likely to increase the target person’s perception that a request or proposal is important for the team or organization?

a. collaboration

b. apprising

c. rational persuasion d. exchange

Q24. Which influence tactic is most likely to result in target commitment?

a. exchange

b. personal appeal

c. consultation

d. ingratiation

Q25. What is the most accurate statement influence objectives in different directions?

a. attempts to change the way the work is done occur most often with peers

b. attempts to get a person to do a task better or faster occur most often with subordinates

c. attempts to obtain resources and political support occur most often with peers

d. attempts to obtain personal benefits occur most often with subordinates

Q26. Which influence process is most likely to result in continued commitment to a task objective regardless of the manager’s subsequent actions?

a. instrumental compliance

b. personal identification

c. compliance with authority

d. internalization

Q27. If a leader’s innovative proposal results in failure, the most unfavorable evaluation of the leader will occur when the group believes: a. the leader exercised poor judgment in making such a radical proposal

b. the leader was motivated primarily by self-interests

c. the leader made unrealistic assumptions about the capabilities of the group d the leader failed to anticipate the likely reaction by competitors or enemies

Q28. In the study of managerial assessment at AT&T, what type of skill was least useful for predicting rate of advancement twenty years later?

a. technical skill

b. interpersonal skill

c. cognitive skill

d. administrative skill

Q29. Effective managers are likely to have:

a. technical and interpersonal skills

b. technical and conceptual skills

c. conceptual and interpersonal skills

d. technical, conceptual, and interpersonal skills

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