Management Skills Final - Rutgers University Real
Exam Questions with Correct Answers / A+ Score
Solutions.
Terms in this set (87)
power the authority to get things done by others
(Week 9)
influence the ability to create an impact on the beliefs and actions of
(Week 9) others without forcing them.
power vs. influence Persuasion skills exert far greater influence over others'
(Week 9) behaviors than formal power structures do
Interpersonal influence Influencing other individuals and/or group members
(Week 9)
Procedural influence Managing the rules or procedures used to exchange information
(Week 9) and aggregate individual preferences
Cialdini's 6 Principles of 1. Liking
Influence (interpersonal 2. Reciprocity
influence) (Week 9)
3. Social Proof
4. Consistency
5. Authority
6. Scarcity
- should be used in combination to compound theirimpact.
- The rules of ethics apply
People like those who like them. Individuals are more
Liking
willing to comply with the requests of friends or other liked
(Week 9)
individuals - Similarity and Praise
, Reciprocity People repay in kind. People feel obligated to give back
(Week 9) the form of behavior they receive ex: Managers can
elicit the desired behaviors in coworkers and employees
by displaying it first --modeling the behavior
Social Proof People follow the lead of similar others. People feel
(Week 9) obligated to comply with a request for behavior if it is
consistent with what similar others are thinking or doing
(social evidence)
- Persuasion can be extremely effective if it comesfrom
peers
- Influence is best exerted horizontally rather thanvertically
Consistency People align with their clear commitments. After
(Week 9) committing to a position actively (spoken/made explicitly),
publicly (shared), and voluntarily (personal
ownership>forced), people are more willing to comply with
requests for behaviors that are consistent with that
position.
Authority People defer to experts, more likely to follow the
(Week 9) suggestions of someone who is a legitimate authority.
Establish your own expertise before attempting to exert
influence.
People want more of what they can have less of. People
see items and opportunities as more valuable as they
Scarcity become less available
(Week 9) - Secure those opportunities that are scarce ordwindling
- Frame things not in terms of what can be gained, butwhat
might be lost if people don't act on the information
Exam Questions with Correct Answers / A+ Score
Solutions.
Terms in this set (87)
power the authority to get things done by others
(Week 9)
influence the ability to create an impact on the beliefs and actions of
(Week 9) others without forcing them.
power vs. influence Persuasion skills exert far greater influence over others'
(Week 9) behaviors than formal power structures do
Interpersonal influence Influencing other individuals and/or group members
(Week 9)
Procedural influence Managing the rules or procedures used to exchange information
(Week 9) and aggregate individual preferences
Cialdini's 6 Principles of 1. Liking
Influence (interpersonal 2. Reciprocity
influence) (Week 9)
3. Social Proof
4. Consistency
5. Authority
6. Scarcity
- should be used in combination to compound theirimpact.
- The rules of ethics apply
People like those who like them. Individuals are more
Liking
willing to comply with the requests of friends or other liked
(Week 9)
individuals - Similarity and Praise
, Reciprocity People repay in kind. People feel obligated to give back
(Week 9) the form of behavior they receive ex: Managers can
elicit the desired behaviors in coworkers and employees
by displaying it first --modeling the behavior
Social Proof People follow the lead of similar others. People feel
(Week 9) obligated to comply with a request for behavior if it is
consistent with what similar others are thinking or doing
(social evidence)
- Persuasion can be extremely effective if it comesfrom
peers
- Influence is best exerted horizontally rather thanvertically
Consistency People align with their clear commitments. After
(Week 9) committing to a position actively (spoken/made explicitly),
publicly (shared), and voluntarily (personal
ownership>forced), people are more willing to comply with
requests for behaviors that are consistent with that
position.
Authority People defer to experts, more likely to follow the
(Week 9) suggestions of someone who is a legitimate authority.
Establish your own expertise before attempting to exert
influence.
People want more of what they can have less of. People
see items and opportunities as more valuable as they
Scarcity become less available
(Week 9) - Secure those opportunities that are scarce ordwindling
- Frame things not in terms of what can be gained, butwhat
might be lost if people don't act on the information
