Chapter 7: Influence, Power and Motivation

Test Bank

Multiple Choice

1. Leadership ______ is how a leader goes about addressing the four elements of defining the goal, clarifying the path, removing obstacles, and providing support.

A. style

B. brand

C. capacity

D. relationship design

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Knowledge

Answer Location: The Path to the Goal

Difficulty Level: Easy

2. In the real world, influence feels like figuring out how to get followers to do something. Which of the following is not an example of this?

A. how to get constituents to vote

B. how to get students to study

C. how to get through reading a jargon filled text

D. how to get employees to work hard

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Introduction

Difficulty Level: Medium

3. ______ is the process of moving individuals or groups to the desired mindset, position, behavior, or place.

A. Manipulation

B. Authority

C. Pressure

D. Influence

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Knowledge

Answer Location: Forms of Influence

Difficulty Level: Easy

4. Which of the following best describes the leadership behavior/style in which the leader provides guidance and psychological structure?

A. supportive

B. directive

C. achievement oriented

D. participative

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: The Path to the Goal

Difficulty Level: Medium

5. Which of the following best describes the leadership behavior/style in which the leader provides nurturance?

A. participative

B. directive

C. achievement oriented

D. supportive

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: The Path to the Goal

Difficulty Level: Medium

6. Which of the following best describes the leadership behavior/style in which the leader provides involvement?

A. achievement oriented

B. participative

C. supportive

D. directive

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: The Path to the Goal

Difficulty Level: Medium

7. Which of the following best describes the leadership behavior/style in which the leader provides challenge?

A. achievement oriented

B. supportive

C. participative

D. directive

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: The Path to the Goal

Difficulty Level: Medium

8. ______ influence occurs when the leader focuses influence efforts on the specific subject of influence, while ______ influence occurs when the leader seeks to influence the subject by way of other individuals.

A. Active; passive

B. Conscious; unconscious

C. Direct; indirect

D. Overt; covert

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Forms of Influence

Difficulty Level: Medium

9. ______ influence occurs when the leader’s efforts to influence are clearly seen, while ______ influence occurs when the leader’s efforts to influence are hidden.

A. Direct; indirect

B. Overt; covert

C. Active; passive

D. Individual; Group

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Forms of Influence

Difficulty Level: Medium

10. ______ influence occurs when the leader wants the subject to be aware of efforts to influence, while ______ influence occurs when the leader wants the subject to be unaware that they are being influenced.

A. Conscious; unconscious

B. Individual; group

C. Direct; indirect

D. Overt; covert

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Forms of Influence

Difficulty Level: Medium

11. ______ influence occurs when the leader is currently purposefully trying to influence others, while ______ influence occurs when the leader is influencing others even without purposefully trying.

A. Overt; covert

B. Conscious; unconscious

C. Individual; group

D. Active; passive

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Forms of Influence

Difficulty Level: Medium

12. ______ influence occurs when the influence is focused on a single person, while ______ influence occurs when the influence is focused on a group and utilizes group dynamics.

A. Direct; indirect

B. Active; passive

C. Individual; group

D. Overt; covert

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Forms of Influence

Difficulty Level: Medium

13. Which of the following is not an example of a contextual influence?

A. soothing music being played

B. chairs being taken away, so people have to stand and talk

C. the temperature in a room being lowered

D. bonus pay being given for extra work done

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Forms of Influence

Difficulty Level: Medium

14. An ______ is an individual whose role provides them with formal power to determine the fate of individuals or groups.

A. influencer

B. authority figure

C. inspirational speaker

D. organizational leader

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Knowledge

Answer Location: The Difference Between Influence and Authority

Difficulty Level: Easy

15. ______ power is legitimate power bestowed upon an individual who holds a position or role.

A. Formal

B. Authoritative

C. Autonomous

D. Informal

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Knowledge

Answer Location: The Difference Between Influence and Authority

Difficulty Level: Easy

16. ______ power is derived from an individual characteristic such as charisma, expertise, experience, wisdom, and so on.

A. Formal

B. Inspirational

C. Informal

D. Personal

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Knowledge

Answer Location: The Difference Between Influence and Authority

Difficulty Level: Easy

17. Which of the following is not an example of an individual with formal power?

A. A policeman gives you a ticket for speeding.

B. A professor issues a passing grade on an exam.

C. A judge puts a criminal in jail for a felony.

D. A promotional caller talks you into buying life insurance.

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Comprehension

Answer Location: The Difference Between Influence and Authority

Difficulty Level: Medium

18. ______ is similar to influence, but often with more of a hidden or inauthentic intent.

A. Informal power

B. Manipulation

C. Ideation

D. Satisficing

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Knowledge

Answer Location: The Difference Between Influence and Manipulation

Difficulty Level: Easy

19. A parent telling their child that Santa will not come unless they go to bed early is an example of what?

A. manipulation

B. formal power

C. ingratiation

D. referent power

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Application

Answer Location: The Difference Between Influence and Manipulation

Difficulty Level: Medium

20. According to authors Ricky Griffin and Jean Phillips, “all influential people have power, but not all powerful people have ______.”

A. authority

B. control

C. impact

D. influence

Learning Objective: 7.2: Describe the difference between influence, manipulation, and authority.

Cognitive Domain: Knowledge

Answer Location: Moving Individuals and Team From A to Z

Difficulty Level: Easy

21. People with real or perceived power can wield a great deal of ______.

A. manipulation

B. influence

C. authority

D. control

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Comprehension

Answer Location: Moving Individuals and Team From A to Z

Difficulty Level: Easy

22. People need to think critically about suggestions from others who have a great deal of expertise or experience. When this is not done, it is known as blind trust and can be a recipe for disaster. Which of the following is not an example of blind trust?

A. voting for a political candidate only based on the political party they are a member of

B. deciding to follow a cult leader

C. placing a sports bet on a team you do not follow because your friend did

D. choosing to go to a college based on their student success rate

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Application

Answer Location: Moving Individuals and Team From A to Z

Difficulty Level: Medium

23. ______ are actions designed to move others to a desired mindset.

A. Manipulative motives

B. Pressure points

C. Influence tactics

D. Influential motives

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Knowledge

Answer Location: Influence Tactics for Leaders

Difficulty Level: Easy

24. The influence tactic of ______ means increasing the level of positive feelings among the key decision makers.

A. creating positive energy

B. inspirational appeal

C. ingratiation

D. personal appeal

Learning Objective: 7.3: Identify 11 key approaches to influencing others.

Cognitive Domain: Comprehension

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium

25. The influence tactic of ______ means aligning your proposed direction with the values, mission, and vision of the group or organization.

A. inspirational appeal

B. pressure/coercion

C. leading a coalition

D. involving others/consulting

Learning Objective: 7.3: Identify 11 key approaches to influencing others.

Cognitive Domain: Comprehension

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium

26. The influence tactic of ______ means using formal power or authority to dictate behavior.

A. facts/logic/rational persuasion

B. pressure/coercion

C. ingratiation

D. negotiation/bargaining/exchange

Learning Objective: 7.3: Identify 11 key approaches to influencing others.

Cognitive Domain: Comprehension

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium

27. The influence tactic of ______ means convening a group of like-minded people to convince decision makers.

A. relationships

B. facts/logic/rational persuasion

C. personal appeal

D. leading a coalition

Learning Objective: 7.3: Identify 11 key approaches to influencing others.

Cognitive Domain: Comprehension

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium

28. Martin Luther King Jr.’s I Have a Dream speech is an example of what influence tactic?

A. emphasize win-win

B. create positive energy

C. pressure/coercion

D. inspirational appeal

Learning Objective: 7.3: Identify 11 key approaches to influencing others.

Cognitive Domain: Application

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium

29. Forming a union within an organization is an example of what influence tactic?

A. ingratiation

B. lead a coalition

C. create positive energy

D. pressure/coercion

Learning Objective: 7.3: Identify 11 key approaches to influencing others.

Cognitive Domain: Application

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium

30. A student being told that they need to study for an exam if they want to pass a class is an example of what influence tactic?

A. lead a coalition

B. ingratiation

C. negotiation/bargaining/exchange

D. pressure/coercion

Learning Objective: 7.3: Identify 11 key approaches to influencing others.

Cognitive Domain: Application

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium

31. Sources of ______ comprise the specific origin of your capacity to influence others.

A. power

B. inspiration

C. coercion

D. manipulation

Learning Objective: 7.4: Analyze how people use power.

Cognitive Domain: Knowledge

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Easy

32. ______ is the source of power in which you attract others through your enthusiasm, energy, humor, and optimism.

A. Reward power

B. Legitimacy

C. Personal charisma/referent power

D. Outmatched effort

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

33. ______ is the source of power in which you consistently display superior effort.

A. Visibility

B. Outmatched effort

C. Expertise

D. Legitimate power

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

34. ______ is the source of power in which you have actual authority over an individual or group.

A. Legitimate power

B. Legitimacy

C. Personal charisma/referent power

D. Relevance

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

35. ______ is the source of power in which you have a superior command of domain-specific knowledge.

A. Legitimacy

B. Relevance

C. Network

D. Expertise

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

36. ______ is the source of power in which you have responsibility for mission-critical work in your organization.

A. Network

B. Legitimacy

C. Relevance

D. Wealth/resource

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

37. ______ is the source of power in which key decision makers or influential figures see you in action.

A. Network

B. Personal charisma/referent power

C. Legitimate power

D. Visibility

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

38. ______ is the source of power in which you align with the written and unwritten norms, values, and goals of the group.

A. Legitimacy

B. Expertise

C. Relevance

D. Visibility

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

39. If the manager of a team grants their team members time off for doing well on their project, then the manager is using what source of power?

A. legitimacy

B. visibility

C. reward power

D. outmatched effort

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Application

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

40. People who are known as “the life of the party” often have what source of power?

A. expertise

B. personal charisma/referent power

C. network

D. wealth/resource

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

41. The source of power, ______, is contextual. For example, it is not uncommon for medical residents to work 12- to 14-hr days, but it would be uncommon in a typical workplace so that individual would be putting in an extraordinary amount of time and energy into their job.

A. visibility

B. legitimacy

C. network

D. outmatched effort

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

42. The president of an organization has more span of control or ______ as a source of power than a new member in the organization.

A. visibility

B. network

C. wealth/resource

D. reward power

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Application

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Easy

43. Senior members of an organization naturally have more ______ than junior members, however one senior member likely knows policy guidelines much better than others.

A. legitimacy

B. relevance

C. expertise

D. personal charisma/referent power

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Comprehension

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

44. At a college or university, the president is responsible for advancing the mission and vision of the institution. Which source of power is this an example of?

A. relevance

B. personal charisma/referent power

C. outmatched effort

D. reward power

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Application

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

45. On campus you have become a well-known presence both within your organization and with others that you are not a member of. In the community, your high amount of involvement has caught the eye of prominent people who are impressed with your achievements. Which source of power is this an example of?

A. wealth/resource

B. reward power

C. legitimate power

D. visibility

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Application

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

46. The saying “it’s not what you know, but who you know” is an example of what source of power?

A. outmatched effort

B. relevance

C. network

D. wealth/resource

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Application

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

47. An unwritten rule at work is that a boss promotes the people who work the longest hours. It is never said, but the boss’ value for long hours is something that one needs to pick up on to be successful at that organization. Which source of power is this an example of?

A. legitimacy

B. network

C. personal charisma/referent power

D. legitimate power

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Application

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

48. A professor has what source of power over a student because they have control over the student’s grade?

A. personal charisma/referent power

B. visibility

C. relevance

D. legitimate power

Learning Objective: 7.5: Understand 10 sources of power.

Cognitive Domain: Application

Answer Location: Sources of Power: Personal and Positional Power

Difficulty Level: Medium

49. ______ is the internal desire for a person to act.

A. Benchmarking

B. Motivation

C. Influence

D. Perseverance

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Knowledge

Answer Location: Motivation

Difficulty Level: Easy

50. ______ motivation is about engaging in an activity for the inherent joy of the task.

A. Intrinsic

B. Internal

C. Extrinsic

D. External

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Comprehension

Answer Location: Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

51. ______ motivation is about engaging in an activity because of external rewards for doing so.

A. External

B. Intrinsic

C. Internal

D. Extrinsic

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Comprehension

Answer Location: Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

52. ______ comprise the conditions that you design to alter someone’s internal desire to act.

A. Adaptive cycles

B. Ethical perspectives

C. Sources of motivation

D. Dimensions of the brain

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Comprehension

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

53. The source of motivation, ______, means that individuals feel a sense of ownership/control and competence in their work or projects.

A. reward and recognition

B. flexibility/freedom

C. belonging

D. empowerment

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Comprehension

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

54. The source of motivation, ______, means that you have a clear sense for how you can progress and move forward in an organization.

A. alignment with values

B. career pathing

C. empowerment

D. autonomy

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Comprehension

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

55. The source of motivation, ______, means that you feel ownership in how tasks are accomplished.

A. autonomy

B. psychological safety

C. alignment with values

D. career pathing

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Comprehension

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

56. The source of motivation, ______, means that you have trust in the organization, your supervisor, and your peers.

A. empowerment

B. flexibility/freedom

C. psychological safety

D. meaning

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Comprehension

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

57. An individual who values service to their community will resonate with an organization that prioritizes “giving back” to the community as a core value. Which source of motivation is this an example of?

A. reward and recognition

B. autonomy

C. feedback/coaching

D. alignment with values

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Application

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

58. A student of the month in a classroom setting is an example of what source of motivation?

A. career pathing

B. reward and recognition

C. fairness

D. psychological safety

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Application

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

59. It is important for a leader to focus on creating a sense of team so that all members understand their role and contribution to the team. Leaders thusly have the opportunity to ensure that they have worked to create a sense of what motivational source?

A. reward and recognition

B. belonging

C. alignment with values

D. achievement/success/competence

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Application

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

60. ______ is a significant source of motivation for individuals who appreciate and enjoy the freedom to decide how their work is completed.

A. Autonomy

B. Financial compensation

C. Fairness

D. Feedback/coaching

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Knowledge

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Easy

61. The statement “we do not care when or where you work, we just care that you produce results” is an example of what source of motivation?

A. achievement/success/compensation

B. meaning

C. alignment with values

D. flexibility/freedom

Learning Objective: 7.6: Analyze the difference between intrinsic and extrinsic motivation.

Cognitive Domain: Application

Answer Location: Sources of Intrinsic and Extrinsic Motivation

Difficulty Level: Medium

Essay

1. Which three words need to be at the top of one’s mind as they influence others?

Learning Objective: 7.1: Describe the role of influence in leadership.

Cognitive Domain: Knowledge

Answer Location: Influence Tactics for Leaders

Difficulty Level: Medium