BUSMHR 3200 EXAM #2 QUESTIONS WITH CORRECT ANSWERES LATEST UPDATE 2026
What is power and Influence - Answers 1. the control over resources
2. The extent to which other people depend on a person
3. power is an inverse function of dependecy
What type of influence is position power? - Answers Formal Influence
What types of power or position power? - Answers 1. Legitimate Power
2. Coercive Power
3. Reward Power
What is legitimate Power? - Answers authoritative
What is coercive power? - Answers ability to punish
What is reward power? - Answers dependency on resources
What type of influence does personal power have? - Answers informal influence
What types of power are personal power? - Answers 1. Expert power
2. Referent power
3. Network power
What is expert power? - Answers The power of exceptional knowledge
What is referent power? - Answers the power of social connections and reputation
What is network connections? - Answers who you know, where you know and what the people you
know can do for you
What do position power and personal power have in common? - Answers they are both the power of
an individual
Expert power and referent power usually result in what type of effect on teams? - Answers generally
positive effects
What type of effect does reward and legitimate power result in? - Answers Slightly positive effects
What type of influence does coercive power usually result in? - Answers slightly negative effects
What is the paradox of power? - Answers true power requires empathy and modesty, not force and
coercion. But what people want from leaders -social intelligence- is what is damaged when power is
granted
What is the homophily principle in network formation? - Answers we are inclined to pick ties that
have similar intellectual backgrounds, training, experiences, and ways of making inferences from
incomplete information
What is the proximity principle in network formation? - Answers the inclination to pick ties that are in
the same departments, units, and teams as oneself
What are some good advantages of a good network? - Answers 1. access to resources
2. ability to obtain critical information and expertise
3. ability to distribute resources
4. power and information
What makes for a good network? - Answers good networks usually don't happen on their own and
are built intentionally keying in on the size and the variety of the network. most people have limited
energy to maintain social relationships though
Model of power and influence - Answers power of an individual (position and personal power) ====>
use of influence tactics, impression management, and/or political behavior ======> the influence
upon/over others
What are the 9 influencing tactics? - Answers 1. Rational persuasion
2. Inspirational Appeals
3. Consultation
4. Ingratiation
5. personal appeals
6. Exchange
7. Coalition
8. Pressure
9. Legitimating tactics
What is rational persuasion? - Answers the influence tactic by using reason, logic and knowledge
(expert power)
What is Inspirational Appeals? - Answers The influence tactic that appeals to emotion, values and
ideals (the nobility of doing something)
, What is Consultation? - Answers the influence tactic using group decision making taking many sides
and stories into account
What is Ingratiation? - Answers The influence tactic of getting someone in a good mood
What is Personal Appeals? - Answers The influence tactic of referring to one's friendship and loyalty
What is Exchange? - Answers The influence tactic of making explicit promises such as recommending
pay increases or promotions
What is coalition tactics? - Answers The influence tactic of getting others to support you such as
peers, subordinates and supervisors
What is pressure? - Answers the influence tactic of demanding compliance by using threats (tattle
telling)
What is Legitimating Tactics? - Answers the influence tactic of providing evidence of prior precedent
to help show consistency
What are the "soft" influence tactics? - Answers 1. Rational persuasion
2. Consultation
3. Personal Appeal
4. INgratiation
5. Inspirational Appeal
What are "hard" influence tactics? - Answers 1. Exchange
2. Coalition
3. Legitimizing
4. Pressure
What are the three influence outcomes? - Answers 1. commitment
2. compliance
3. resistance
What is the commitment influence outcome? - Answers substantial agreement followed by initiative
and persistence in pursuit of common goals
What is the compliance influence outcome? - Answers reluctant agreement requiring much
prodding/pestering to satisfy minimum requirements
What is the resistance influence outcome? - Answers stalling, unproductive arguing, or outright
rejection
What influence tactics result in majority resistance? - Answers 1. Rational persuasion
2. pressure
3. ingratiation
4. coalition
What influence tactics result in majority compliance? - Answers 1. Exchange
2. Legitimizing
What influence tactics result in majority commitment? - Answers 1. personal appeal
2. Consultation
3. inspirational appeal
What are organizational politics? - Answers "intentional acts of influence to enhance or protect the
self-interest of individuals or groups that are not endorsed by the organization
Political behavior - Answers is found in virtually every organization and the goal is to exert influence
on others
What is political behavior triggered by? - Answers unclear goals, vague performance measures, ill-
defined decision making processes, strong competition (resource scarcity), and changes
What are the 3 favorable upward impressions? - Answers 1. Job-focused
2. Supervisor focused
3. Self-focused
What are job-focused impressions? - Answers presenting info about one's job performance in a
favorable light
What are supervisor focused impressions? - Answers praising and doing favors for one's supervisor
What are self-focused impressions? - Answers presenting oneself as a polite and nice person
What are some costs of dysfunctional conflict? - Answers 1. typical managers spend up to 30% of
their time dealing with conflict
2. 16% of employees report conflict with a supervisor as a reasoning for leaving
3. The turnover costs for an employee are anywhere from between 75%-150% of their annual salary
What is power and Influence - Answers 1. the control over resources
2. The extent to which other people depend on a person
3. power is an inverse function of dependecy
What type of influence is position power? - Answers Formal Influence
What types of power or position power? - Answers 1. Legitimate Power
2. Coercive Power
3. Reward Power
What is legitimate Power? - Answers authoritative
What is coercive power? - Answers ability to punish
What is reward power? - Answers dependency on resources
What type of influence does personal power have? - Answers informal influence
What types of power are personal power? - Answers 1. Expert power
2. Referent power
3. Network power
What is expert power? - Answers The power of exceptional knowledge
What is referent power? - Answers the power of social connections and reputation
What is network connections? - Answers who you know, where you know and what the people you
know can do for you
What do position power and personal power have in common? - Answers they are both the power of
an individual
Expert power and referent power usually result in what type of effect on teams? - Answers generally
positive effects
What type of effect does reward and legitimate power result in? - Answers Slightly positive effects
What type of influence does coercive power usually result in? - Answers slightly negative effects
What is the paradox of power? - Answers true power requires empathy and modesty, not force and
coercion. But what people want from leaders -social intelligence- is what is damaged when power is
granted
What is the homophily principle in network formation? - Answers we are inclined to pick ties that
have similar intellectual backgrounds, training, experiences, and ways of making inferences from
incomplete information
What is the proximity principle in network formation? - Answers the inclination to pick ties that are in
the same departments, units, and teams as oneself
What are some good advantages of a good network? - Answers 1. access to resources
2. ability to obtain critical information and expertise
3. ability to distribute resources
4. power and information
What makes for a good network? - Answers good networks usually don't happen on their own and
are built intentionally keying in on the size and the variety of the network. most people have limited
energy to maintain social relationships though
Model of power and influence - Answers power of an individual (position and personal power) ====>
use of influence tactics, impression management, and/or political behavior ======> the influence
upon/over others
What are the 9 influencing tactics? - Answers 1. Rational persuasion
2. Inspirational Appeals
3. Consultation
4. Ingratiation
5. personal appeals
6. Exchange
7. Coalition
8. Pressure
9. Legitimating tactics
What is rational persuasion? - Answers the influence tactic by using reason, logic and knowledge
(expert power)
What is Inspirational Appeals? - Answers The influence tactic that appeals to emotion, values and
ideals (the nobility of doing something)
, What is Consultation? - Answers the influence tactic using group decision making taking many sides
and stories into account
What is Ingratiation? - Answers The influence tactic of getting someone in a good mood
What is Personal Appeals? - Answers The influence tactic of referring to one's friendship and loyalty
What is Exchange? - Answers The influence tactic of making explicit promises such as recommending
pay increases or promotions
What is coalition tactics? - Answers The influence tactic of getting others to support you such as
peers, subordinates and supervisors
What is pressure? - Answers the influence tactic of demanding compliance by using threats (tattle
telling)
What is Legitimating Tactics? - Answers the influence tactic of providing evidence of prior precedent
to help show consistency
What are the "soft" influence tactics? - Answers 1. Rational persuasion
2. Consultation
3. Personal Appeal
4. INgratiation
5. Inspirational Appeal
What are "hard" influence tactics? - Answers 1. Exchange
2. Coalition
3. Legitimizing
4. Pressure
What are the three influence outcomes? - Answers 1. commitment
2. compliance
3. resistance
What is the commitment influence outcome? - Answers substantial agreement followed by initiative
and persistence in pursuit of common goals
What is the compliance influence outcome? - Answers reluctant agreement requiring much
prodding/pestering to satisfy minimum requirements
What is the resistance influence outcome? - Answers stalling, unproductive arguing, or outright
rejection
What influence tactics result in majority resistance? - Answers 1. Rational persuasion
2. pressure
3. ingratiation
4. coalition
What influence tactics result in majority compliance? - Answers 1. Exchange
2. Legitimizing
What influence tactics result in majority commitment? - Answers 1. personal appeal
2. Consultation
3. inspirational appeal
What are organizational politics? - Answers "intentional acts of influence to enhance or protect the
self-interest of individuals or groups that are not endorsed by the organization
Political behavior - Answers is found in virtually every organization and the goal is to exert influence
on others
What is political behavior triggered by? - Answers unclear goals, vague performance measures, ill-
defined decision making processes, strong competition (resource scarcity), and changes
What are the 3 favorable upward impressions? - Answers 1. Job-focused
2. Supervisor focused
3. Self-focused
What are job-focused impressions? - Answers presenting info about one's job performance in a
favorable light
What are supervisor focused impressions? - Answers praising and doing favors for one's supervisor
What are self-focused impressions? - Answers presenting oneself as a polite and nice person
What are some costs of dysfunctional conflict? - Answers 1. typical managers spend up to 30% of
their time dealing with conflict
2. 16% of employees report conflict with a supervisor as a reasoning for leaving
3. The turnover costs for an employee are anywhere from between 75%-150% of their annual salary
