Chapter 7: Exercising Ethical Influence

Test Bank

Multiple Choice

1. ______ is a proactive managerial influence tactic that offers factual evidence, explanations, and logical arguments to illustrate that a proposal or request will attain task and organization objectives.

A. Appraising

B. Rational persuasion

C. Inspirational appeals

D. Consultation

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Hard

AACSB Standard: Application of knowledge

2. ______ is a proactive managerial influence tactic that is meant to generate enthusiasm by appealing to values and ideas, arousing emotions.

A. Appraising

B. Rational persuasion

C. Inspirational appeals

D. Consultation

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Hard

AACSB Standard: Application of knowledge

3. According to Hunter and Boster, ______ highlights the way in which leaders must balance the cost of using a tactic against the goal they seek.

A. emotional–ethical threshold

B. rational persuasion

C. consultation

D. radical–ethical threshold

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Hard

AACSB Standard: Application of knowledge

4. The ______ refers to negative expectations lowering performance.

A. Pygmalion effect

B. self-fulfilling prophecy

C. disadvantaged syndrome

D. Golem effect

Cognitive Domain: Knowledge

Answer Location: Communication of Expectations

Difficulty Level: Medium

AACSB Standard: Application of knowledge

5. ______ describes the social and emotional atmosphere leaders create for followers.

A. Feedback

B. Climate

C. Input

D. Output

Cognitive Domain: Knowledge

Answer Location: Communication of Expectations

Difficulty Level: Easy

AACSB Standard: Application of knowledge

6. ______ refers to the attention and focus given to followers.

A. Feedback

B. Climate

C. Input

D. Output

Cognitive Domain: Knowledge

Answer Location: Communication of Expectations

Difficulty Level: Easy

AACSB Standard: Application of knowledge

7. Which of the following is not a strategy for improving organization-wide performance through self-efficacy?

A. verbal persuasion

B. modeling skills as well as positive thinking and how to deal with failure

C. delivering constructive suggestions

D. improving emotional intelligence

Cognitive Domain: Comprehension

Answer Location: Communication of Expectations

Difficulty Level: Medium

AACSB Standard: Application of knowledge

8. The ______ refers to the fact that high self-expectation leads to high performance.

A. Galatea effect

B. Pygmalion effect

C. Goleta effect

D. Golem effect

Cognitive Domain: Application

Answer Location: Communication of Expectations

Difficulty Level: Easy

AACSB Standard: Application of knowledge

9. Leaders generally rely on ______ when they want to influence others who take a different side on controversial issues like immigration reform or tax increases.

A. persuasion

B. arguments

C. communication

D. direct tactics

Cognitive Domain: Comprehension

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

10. ______ is hostile communication that attacks the self-concepts of others instead of (or in addition to) their stands on the issues.

A. Verbal aggressiveness

B. Communication sabotage

C. Self-confidence tactics

D. Arguments

Cognitive Domain: Comprehension

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

11. Which of the following is not a suggestion from Infante on how to respond to those who verbally attack you?

A. do not reciprocate the attack

B. hold firm in your position

C. threaten to leave if the attacks don’t cease

D. refute the verbally aggressive claim underlying a personal attack

Cognitive Domain: Comprehension

Answer Location: Argumentation

Difficulty Level: Hard

AACSB Standard: Application of knowledge

12. According to Toulmin’s model for developing arguments, ______ makes the link from the grounds to the claim.

A. vaping

B. warrant

C. backing

D. qualifiers

Cognitive Domain: Application

Answer Location: Box 7.1: The Toulmin Model

Difficulty Level: Medium

AACSB Standard: Application of knowledge

13. According to Toulmin’s model for developing arguments, ______ is additional evidence that supports the warrant.

A. vaping

B. grounds

C. backing

D. qualifiers

Cognitive Domain: Comprehension

Answer Location: Box 7.1: The Toulmin Model

Difficulty Level: Easy

AACSB Standard: Application of knowledge

14. ______, the obligation to repay others, is a universal norm of human society that encourages cooperation.

A. Obedience

B. Compliance

C. Reciprocation

D. Influence

Cognitive Domain: Comprehension

Answer Location: Reciprocation (Give-and-Take)

Difficulty Level: Medium

AACSB Standard: Application of knowledge

15. Using small commitments to leverage bigger ones is called the ______ strategy.

A. “one for the road”

B. “catching bigger fish”

C. “foot in the door”

D. “killing two birds with one stone”

Cognitive Domain: Comprehension

Answer Location: Commitment and Consistency

Difficulty Level: Hard

AACSB Standard: Application of knowledge

16. The ______ principle is based on the notion that when opportunities are less available, they appear more valuable.

A. liking

B. social proof

C. scarcity

D. reciprocity

Cognitive Domain: Knowledge

Answer Location: Scarcity

Difficulty Level: Easy

AACSB Standard: Application of knowledge

17. Leadership is based on the exercise of ______.

A. power

B. control

C. influence

D. liking

Cognitive Domain: Knowledge

Answer Location: Ethical Issues in Influence

Difficulty Level: Easy

AACSB Standard: Application of knowledge

18. ______ are the verbal tactics that leaders and others use to get their way.

A. Compliance-gaining strategies

B. Solution presentations

C. Feedback loops

D. Legitimizing tactics

Cognitive Domain: Knowledge

Answer Location: Compliance Gaining

Difficulty Level: Medium

AACSB Standard: Application of knowledge

19. ______ claim the right or authority to make a request, aligning the request with the organization’s rules, policies, and traditions.

A. Compliance-gaining strategies

B. Solution presentations

C. Feedback loops

D. Legitimating tactics

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Medium

AACSB Standard: Application of knowledge

20. Leaders give more frequent positive ______ when they have high expectations of followers.

A. expectations

B. feedback

C. reinforcement

D. outcomes

Cognitive Domain: Comprehension

Answer Location: Communication of Expectations

Difficulty Level: Easy

AACSB Standard: Application of knowledge

21. Communicating high ______ to everyone in the group or organization is an ethical alternative to deception and ability grouping.

A. expectations

B. feedback

C. reinforcement

D. outcomes

Cognitive Domain: Comprehension

Answer Location: Communication of Expectations

Difficulty Level: Easy

AACSB Standard: Application of knowledge

22. Ethical argument is based on the recognition of the difference between ______ and verbal aggression.

A. expression

B. negotiation

C. conflict

D. argumentation

Cognitive Domain: Comprehension

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

23. ______ is a phrase that means assuming without evidence that one event will inevitably lead to a bad result.

A. Squeaky wheel

B. Cat’s meow

C. Slippery slope

D. Against a wall

Cognitive Domain: Application

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

24. ______ means attacking the person instead of the argument.

A. Ad hoc

B. Ad hominem

C. Verbal aggression

D. Conflict

Cognitive Domain: Comprehension

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

25. According to Toulmin’s model for developing arguments, a ______ is a conclusion based on facts.

A. claim

B. backing

C. jargon

D. bargaining strategy

Cognitive Domain: Comprehension

Answer Location: Box 7.1: The Toulmin Model

Difficulty Level: Easy

AACSB Standard: Application of knowledge

26. According to Toulmin’s model for developing arguments, ______ is the proof that supports it.

A. a claim

B. grounds

C. jargon

D. bargaining

Cognitive Domain: Comprehension

Answer Location: Box 7.1: The Toulmin Model

Difficulty Level: Easy

AACSB Standard: Application of knowledge

27. ______ typically adopt either a distributive or integrative approach to negotiation.

A. Bargainers

B. Leaders

C. Consumers

D. Partners

Cognitive Domain: Comprehension

Answer Location: Negotiation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

28. ______ is when onlookers fail to intervene to help shooting victims or those suffering from strokes or other health emergencies.

A. Hawthorne effect

B. Golem effect

C. Bystander effect

D. Pygmalion effect

Cognitive Domain: Application

Answer Location: Social Proof

Difficulty Level: Medium

AACSB Standard: Application of knowledge

29. Bystander effect is an example of ______.

A. cognitive reasoning

B. social proof

C. social isolation

D. social reasoning

Cognitive Domain: Comprehension

Answer Location: Social Proof

Difficulty Level: Medium

AACSB Standard: Application of knowledge

30. The Watergate scandal is an example of ______.

A. cognitive reasoning

B. social proof

C. social isolation

D. reciprocity norm

Cognitive Domain: Application

Answer Location: Reciprocation (Give-and-Take)

Difficulty Level: Medium

AACSB Standard: Application of knowledge

31. The ______ is the tendency to live up to the expectations others place on us.

A. Hawthorne effect

B. Golem effect

C. bystander effect

D. Pygmalion effect

Cognitive Domain: Knowledge

Answer Location: Communication of Expectations

Difficulty Level: Medium

AACSB Standard: Application of knowledge

32. Argument is constructive, while ______ aggression is destructive.

A. verbal

B. open

C. hidden

D. nonverbal

Cognitive Domain: Knowledge

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

33. The ______ principle is the perception of when opportunities are less available, they become more valuable.

A. authority

B. scarcity

C. liking

D. social proof

Cognitive Domain: Comprehension

Answer Location: Scarcity

Difficulty Level: Easy

AACSB Standard: Application of knowledge

34. ______ stand for moral concepts that may be material objects or pictures.

A. Moral symbols

B. Moral compasses

C. Moral reasonings

D. Moral foundings

Cognitive Domain: Comprehension

Answer Location: The “Garlic Necklace” of Moral Symbols

Difficulty Level: Easy

AACSB Standard: Application of knowledge

35. ______ is a compliance-gaining strategy where a leader can offer factual evidence to illustrate the objective.

A. Apprising

B. Consultation

C. Rational persuasion

D. Personal appeals

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Easy

AACSB Standard: Application of knowledge

True/False

1. With the proactive managerial influence tactic of apprising, there is an appeal to feelings of loyalty and friendship.

Cognitive Domain: Knowledge

Answer Location: Compliance Gaining

Difficulty Level: Medium

AACSB Standard: Application of knowledge

2. Supervisors and instructors signal positive expectations by giving adequate time to employees and students, holding appointments in pleasant surroundings, sitting or standing close to workers or class members, nodding and smiling, making frequent eye contact, and using a warm tone of voice.

Cognitive Domain: Application

Answer Location: Communication of Expectations

Difficulty Level: Hard

AACSB Standard: Application of knowledge

3. Those tagged as low performers are given more opportunities to speak, to offer their opinions, and to disagree.

Cognitive Domain: Application

Answer Location: Communication of Expectations

Difficulty Level: Easy

AACSB Standard: Application of knowledge

4. Meeting and exceeding standards encourages leaders to raise their expectations of us.

Cognitive Domain: Comprehension

Answer Location: Communication of Expectations

Difficulty Level: Easy

AACSB Standard: Application of knowledge

5. Profanity is an example of aggressive tactics.

Cognitive Domain: Application

Answer Location: Argumentation

Difficulty Level: Easy

AACSB Standard: Application of knowledge

6. There are no nonverbal indicators that would classify as an aggressive tactic.

Cognitive Domain: Application

Answer Location: Argumentation

Difficulty Level: Easy

AACSB Standard: Application of knowledge

7. Verbal aggressiveness has been linked to spousal abuse and family violence and has been found to reduce student learning and instructor credibility.

Cognitive Domain: Application

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

8. Plagiarism is a form of faulty evidence in a position.

Cognitive Domain: Application

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

9. Inaccurate or incomplete citation of sources and quotations is an example of faculty reasoning in your position.

Cognitive Domain: Comprehension

Answer Location: Argumentation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

10. A straw argument is failing to offer evidence that supports the position.

Cognitive Domain: Knowledge

Answer Location: Argumentation

Difficulty Level: Easy

AACSB Standard: Application of knowledge

11. “The United States imprisons too many of its citizens,” is a form of grounds, according to Toulmin’s model.

Cognitive Domain: Application

Answer Location: Box 7.1: The Toulmin Model

Difficulty Level: Hard

AACSB Standard: Application of knowledge

12. Leaders of all kinds engage in negotiation.

Cognitive Domain: Knowledge

Answer Location: Negotiation

Difficulty Level: Easy

AACSB Standard: Application of knowledge

13. According to the four steps of principled negotiation, combining the people from the problem is the first step.

Cognitive Domain: Comprehension

Answer Location: Negotiation

Difficulty Level: Medium

AACSB Standard: Application of knowledge

14. The principle of reciprocity is based on the idea that most of us recognize that we are more likely to comply with the requests of people we like.

Cognitive Domain: Comprehension

Answer Location: Liking

Difficulty Level: Medium

AACSB Standard: Application of knowledge

15. Often we comply with the appearance of authority, not real authority.

Cognitive Domain: Comprehension

Answer Location: Authority

Difficulty Level: Easy

AACSB Standard: Application of knowledge

16. We are more likely to obey when persuaders have fancy titles or prestige.

Cognitive Domain: Knowledge

Answer Location: Authority

Difficulty Level: Easy

AACSB Standard: Application of knowledge

Short Answer/Essay

1. Briefly discuss the common proactive managerial influence tactics according to Yukl.

Cognitive Domain: Comprehension

Answer Location: Compliance Gaining

Difficulty Level: Medium

AACSB Standard: Application of knowledge

2. What did you learn about the Pygmalion effect that could be helpful to know in light of the expectations of leaders on their followers?

Cognitive Domain: Analysis

Answer Location: Communication of Expectations

Difficulty Level: Medium

AACSB Standard: Reflective thinking

3. Discuss the four channels that signal high/low expectations.

Cognitive Domain: Comprehension

Answer Location: Communication of Expectations

Difficulty Level: Medium

AACSB Standard: Application of knowledge

4. Discuss the significance of communicating high expectations in regard to the leader/follower relationship.

Cognitive Domain: Analysis

Answer Location: Communication of Expectations

Difficulty Level: Medium

AACSB Standard: Reflective thinking

5. Discuss Infante’s five skills that make up argumentative competence. How could you apply these skills in the workplace?

Cognitive Domain: Application

Answer Location: Faulty Evidence

Difficulty Level: Hard

AACSB Standard: Ethical understanding and reasoning

6. Discuss the elements from Toulmin’s model that can help you in developing an argument.

Cognitive Domain: Analysis

Answer Location: Box 7.1: The Toulmin Model

Difficulty Level: Medium

AACSB Standard: Ethical understanding and reasoning

7. Discuss two significant elements of Principle U.

Cognitive Domain: Comprehension

Answer Location: Faulty Evidence

Difficulty Level: Medium

AACSB Standard: Ethical understanding and reasoning

8. Discuss a minimum of four questions posed by Lax and Sebenius and argue for or against using these tactics.

Cognitive Domain: Comprehension

Answer Location: Negotiation

Difficulty Level: Medium

AACSB Standard: Ethical understanding and reasoning

9. What are some of the ethical issues/concerns in negotiation when used in the workplace?

Cognitive Domain: Analysis

Answer Location: Negotiation

Difficulty Level: Medium

AACSB Standard: Ethical understanding and reasoning

10. Discuss Fisher, Ury, and Patton’s four steps of principled negotiation.

Cognitive Domain: Comprehension

Answer Location: Negotiation

Difficulty Level: Medium

AACSB Standard: Application of knowledge