Management Skills Final - Rutgers
University / Study Guide Exam Quizzes
& Definitive Solutions / Verified
Answers / Newest 2025/2026.
_____________Quiz____________?
power
(Week 9) -
Answer✓✓
the authority to get things done by others
_____________Quiz____________?
influence
(Week 9) -
Answer✓✓
the ability to create an impact on the beliefs and actions of others without forcing them.
_____________Quiz____________?
power vs. influence
(Week 9) -
Answer✓✓
1
,Persuasion skills exert far greater influence over others' behaviors than formal power
structures do
_____________Quiz____________?
Interpersonal influence
(Week 9) -
Answer✓✓
Influencing other individuals and/or group members
_____________Quiz____________?
Procedural influence
(Week 9) -
Answer✓✓
Managing the rules or procedures used to exchange information and aggregate individual
preferences
_____________Quiz____________?
Cialdini's 6 Principles of Influence (interpersonal influence)
(Week 9) -
Answer✓✓
1. Liking
2. Reciprocity
3. Social Proof
2
,4. Consistency
5. Authority
6. Scarcity
- should be used in combination to compound their impact.
- The rules of ethics apply
_____________Quiz____________?
Liking
(Week 9) -
Answer✓✓
People like those who like them. Individuals are more willing to comply with the requests of
friends or other liked individuals
- Similarity and Praise
_____________Quiz____________?
Reciprocity
(Week 9) -
Answer✓✓
People repay in kind. People feel obligated to give back the form of behavior they receive
ex: Managers can elicit the desired behaviors in coworkers and employees by displaying it first -
-- modeling the behavior
3
, _____________Quiz____________?
Social Proof
(Week 9) -
Answer✓✓
People follow the lead of similar others. People feel 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 comes from peers
- Influence is best exerted horizontally rather than vertically
_____________Quiz____________?
Consistency
(Week 9) -
Answer✓✓
People align with their clear commitments. After 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.
_____________Quiz____________?
Authority
(Week 9) -
Answer✓✓
People defer to experts, more likely to follow the suggestions of someone who is a legitimate
authority. Establish your own expertise before attempting to exert influence.
4
University / Study Guide Exam Quizzes
& Definitive Solutions / Verified
Answers / Newest 2025/2026.
_____________Quiz____________?
power
(Week 9) -
Answer✓✓
the authority to get things done by others
_____________Quiz____________?
influence
(Week 9) -
Answer✓✓
the ability to create an impact on the beliefs and actions of others without forcing them.
_____________Quiz____________?
power vs. influence
(Week 9) -
Answer✓✓
1
,Persuasion skills exert far greater influence over others' behaviors than formal power
structures do
_____________Quiz____________?
Interpersonal influence
(Week 9) -
Answer✓✓
Influencing other individuals and/or group members
_____________Quiz____________?
Procedural influence
(Week 9) -
Answer✓✓
Managing the rules or procedures used to exchange information and aggregate individual
preferences
_____________Quiz____________?
Cialdini's 6 Principles of Influence (interpersonal influence)
(Week 9) -
Answer✓✓
1. Liking
2. Reciprocity
3. Social Proof
2
,4. Consistency
5. Authority
6. Scarcity
- should be used in combination to compound their impact.
- The rules of ethics apply
_____________Quiz____________?
Liking
(Week 9) -
Answer✓✓
People like those who like them. Individuals are more willing to comply with the requests of
friends or other liked individuals
- Similarity and Praise
_____________Quiz____________?
Reciprocity
(Week 9) -
Answer✓✓
People repay in kind. People feel obligated to give back the form of behavior they receive
ex: Managers can elicit the desired behaviors in coworkers and employees by displaying it first -
-- modeling the behavior
3
, _____________Quiz____________?
Social Proof
(Week 9) -
Answer✓✓
People follow the lead of similar others. People feel 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 comes from peers
- Influence is best exerted horizontally rather than vertically
_____________Quiz____________?
Consistency
(Week 9) -
Answer✓✓
People align with their clear commitments. After 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.
_____________Quiz____________?
Authority
(Week 9) -
Answer✓✓
People defer to experts, more likely to follow the suggestions of someone who is a legitimate
authority. Establish your own expertise before attempting to exert influence.
4
