Question : 78._____ involves actively applying legitimate and coercive power to influence : 1243758

78._____ involves actively applying legitimate and coercive power to influence others. 

A.Assertiveness

B.Upward appeal

C.Persuasion

D.Coalition forming

E.Information control

79.Extreme forms of _____ include blackmailing colleagues, such as by threatening to reveal the other person’s previously unknown failures unless he or she complies with your request. 

A.coalition forming

B.upward appeal

C.persuasion

D.assertiveness

E.information control

80.A supervisor pushes employee performance by constantly checking their work, reminding them of their deadlines, and threatens to put their unknown failures on the company notice board. Which of the following forms of influence is this supervisor using? 

A.Legitimate

B.Silent authority

C.Referent

D.Assertiveness

E.Persuasion

81._____ involves explicitly manipulating others’ access to critical work issues for the purpose of changing their attitudes and/or behavior. 

A.Ingratiation

B.Upward appeal

C.Persuasion

D.Assertiveness

E.Information control

82.A senior executive wants to introduce a new reward system for salespeople. To support this change, the executive retained a consultant to determine the benefits of the reward system for salespeople in this organization. However, the consultant’s report determined that the reward system would not work well for a variety of reasons. After reading the report, the executive discarded it without notifying others of its existence. Meanwhile, the executive continued to push for the reward system. What influence tactic did the executive use? 

A.Information control

B.Exchange

C.Forming coalitions

D.Cultivating networks

E.Persuasion

83.Forming a coalition: 

A.is typically part of the manager’s job description.

B.takes advantage of situations where who you know is more important than what you know.

C.causes the decision to become more complex and ambiguous.

D.increases the legitimacy of its desired outcome.

E.more effectively communicates weaknesses with opposing positions.

84.Which of the following is an example of the influence tactic of forming coalitions? 

A.Employees get together to show management that they collectively demand that the company purchase new computer equipment.

B.Some employees of an airline threaten to go on strike just a few weeks before the company begins its busiest season and most profitable part of the year.

C.A new executive immediately posts her diplomas and awards on the office wall for others to see.

D.To demonstrate that cost overrun errors aren’t due to production employees, the production manager privately shows senior executives examples of how the marketing manager makes mistakes on orders.

E.Employees present facts and logical arguments to change the attitude of their boss.

85.Krystal’s boss in the accounting department initially rejected her proposal for a new budgeting process. So Krystal spoke to and received support from the heads of two other departments that would benefit from the proposed budgeting process. She also found support from several co-workers in the accounting department because they believed the new budgeting process would be simpler and fairer. When Krystal’s boss realized that several key people supported the new budgeting system, he agreed to test it in a pilot project. What form of influence is Krystal mainly using here? 

A.Silent authority

B.Coalition formation

C.Assertiveness

D.Impression management

E.Ingratiation

86._____ involves calling upon higher authority or expertise, or symbolically relying on these sources to support the influencer’s position. 

A.Ingratiation

B.Assertiveness

C.Machiavellianism

D.Exchange

E.Upward appeal

87.The effectiveness of _____ as an influence tactic depends on characteristics of the powerholder, message content, communication medium, and the audience. 

A.coalition forming

B.upward appeal

C.persuasion

D.information control

E.silent authority