If you use the influence strategy that helps others to see why ...

[justinmsk]

If you use the influence strategy that helps others to see why they should do what you say, which influence strategy are you using?
 
  A) Retribution approach
  B) Reciprocity approach
  C) Reason approach
  D) Positional approach

Question 2

You are graduating this summer and are seeking an influential position. Your major is finance. Which job should you choose to maximize your relevant power?
 
  A) Working for an electronics firm making 32,000
  B) Working for a stockbroker firm making 25,000
  C) Working for a small software firm making 20,000
  D) Working for a large oil company making 35,000

[cadimas]

Answer to Question 1

Answer: C
Explanation: A) Incorrect. Retribution is based on the use of threats or coercion.
B) Incorrect. Reciprocity uses bargaining or obligation to obtain compliance.
C) Correct. Reason is based on logical arguments or appeal to personal values to help others see why they should do what you say.
D) Incorrect. Positional refers to a type of power, not to an influence strategy.

Answer to Question 2

Answer: B
Explanation: A) Incorrect. Relevance is not determined by your salary or the size of the company. It is determined by the level at which you are associated with the central objectives and issues in an organization as opposed to performing a support function. As a finance major at an electronics firm, you would be performing a support function.
B) Correct. Relevance is determined by the level at which you are associated with the central objectives and issues in an organization as opposed to performing a support function. As a finance major at a brokerage firm, you would be performing a central function.
C) Incorrect. Relevance is not determined by your salary or the size of the company. It is determined by the level at which you are associated with the central objectives and issues in an organization as opposed to performing a support function. As a finance major at a software firm, you would be performing a support function.
D) Incorrect. Relevance is not determined by your salary or the size of the company. It is determined by the level at which you are associated with the central objectives and issues in an organization as opposed to performing a support function. As a finance major at an oil company, you would be performing a support function.