A number of weight loss products advertised on television feature doctors who note the safety and effectiveness of the product

Giving students a free mug, t-shirt, or blanket just for getting their names on a mailing list at an organization is an example of the ____________ influence tactic. Research suggests individuals try to repay what has been given them.

a. ingratiation

b. exchange

c. pressure

d. personal appeal

(b) Medium/Analysis

87. Using different forms of making others feel good about themselves is the influence tactic of

a. exchange.

b. ingratiation.

c. pressure.

d. personal appeal.

(b) Easy/Comprehension

88. The use of client lists by advertisers and businesses to promote goods and service is an example of the _____________ influence tactic.  And, it works!

a. pressure

b. personal appeal

c. exchange

d. coalition

(d) Medium/Comprehension

89. The influence tactic that works most effectively in organizations that value democratic decision making is

a. pressure.

b. coalition.

c. consultation.

d. ingratiation.

(c) Medium/Comprehension

90. A number of weight loss products advertised on television feature doctors who note the safety and effectiveness of the product. This approach to convincing viewers to purchase the product is an example of the _______________ influence tactic.

a. liking

b. personal appeal

c. pressure

d. legitimating

(d) Medium/Analysis

91. Getting a person to enter an employee assistance program for a substance abuse problem as a condition of keeping their job is an example of using the ____________ influence tactic.

a. legitimating

b. pressure

c. personal appeal

d. consultation

(b) Medium/Comprehension

92. Your roommate says to you, “I really need to make sure that I do not have any typos or misspelled words on my cover letter for my business communications class. Will you please read it for me?” This is an example of the

a. exchange influence tactic.

b. ingratiation influence tactic.

c. personal appeal influence tactic.

d. rational persuasion influence tactic.

(c) Medium/Application

93. _______________ power is more effective than formal power bases and is positively related to employee performance and organizational commitment.

a. Legitimate

b. Referent

c. Reward

d. Information

(b) Medium/Comprehension

94. Which of the following statements regarding impression management is INCORRECT?

a. Whether you are actively managing your image or not, people are forming impressions of you.

b. You can cause yourself psychological distress by contradicting your personal values in trying to be someone you are not.

c. At work, the most effective approach to impression management is to build credibility and be the person you want to be.

d. You can actively shape the way people perceive you.

(c) Medium/Synthesis

95. Which of the following is NOT an impression management category that an individual can use to accomplish the outcomes desired?

a. personality

b. verbal

c. nonverbal

d. behavior

(a) Easy/Comprehension

96. Your posture, hand gestures, and eye contact are all examples of what aspect of impression management?

a. behavior

b. verbal

c. nonverbal

d. personality

(c) Medium/Analysis

97. Which of the following is not an aspect of the verbal strategy of impression management?

a. tone of voice

b. rate of your speech

c. intent of your speech

d. what you choose to say

(c) Difficult/Comprehension

98. Research suggests all of the following are outcomes of impression management EXCEPT impression management

a. is related to higher performance ratings for the subordinate due to increased liking on the part of the manager.

b. occurs throughout the workplace.

c. influence is especially salient in interview and promotional contexts.

d. is less influential in unstructured interviews than structured interviews.

(d) Medium/Comprehension

99. The ability to influence those in positions lower than yours is

a. upward influence.

b. downward influence.

c. peer influence.

d. diagonal influence.

(b) Easy/Knowledge

100. Which of the following statements regarding upward influence is INCORRECT?

a. While helping higher-ups be more effective can help employees gain more power for themselves, there is no gain for those same employees from allowing those below to influence them.

b. Asian American and Caucasian American managers use different tactics in influencing their superiors than they utilize in influencing their subordinates.

c. As organization complexity grows, the need for upward influence increases.

d. Upward influence examples include forming an alliance or a perceived alliance with a higher up and appealing to a higher authority.

(a) Difficult/Synthesis

101. Downward influence is best achieved through

a. citing the firm’s goals.

b. forming alliances.

c. an inspiring vision.

d. forming support networks.

(c) Medium/Analysis