Answer to Question 1
Answer: C
Explanation: A) Incorrect. Retribution involves threats or intimidation, and your friend is using neither.
B) Incorrect. Your friend is not proposing a direct exchange or implying that you owe him one.
C) Correct. Your friend is appealing to the fact that you value education and care about his graduation.
D) Incorrect. Legitimacy is a form of personal power, not an influence strategy.
E) Incorrect. Centrality is a form of position power, not an influence strategy.
Answer to Question 2
Answer: C
Explanation: A) Incorrect. Retribution ignores the quality of ongoing relationships with others, so personal power is not necessarily helpful. On the other hand, reason as an influence strategy is focused on helping others see why your ideas make sense. This is most likely to occur if the manager is perceived as knowledgeable on the subject or if his personal characteristics are attractive to the target person.
B) Incorrect. Reciprocity depends largely on the relationship or quid pro quo exchange, so personal power is not necessarily helpful. On the other hand, reason as an influence strategy is focused on helping others see why your ideas make sense. This is most likely to occur if the manager is perceived as knowledgeable on the subject or if his personal characteristics are attractive to the target person.
C) Correct. This is because reason as an influence strategy is focused on helping others see why your ideas make sense. This is most likely to occur if the manager is perceived as knowledgeable on the subject or if his personal characteristics are attractive to the target person.
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