1. Which tactic is most likely to increase the target person's perception that a request or proposal is important for the team or organization?
a. collaboration
b. apprising
c. rational
d. exchange
2. Which influence tactic is most likely to result in target commitment?
a. exchange
b. personal appeal
c. consultation
d. ingratiation
3. Which tactic is more likely to be used in a follow-up influence attempt than in an initial influence attempt?
a. ingratiation
b. consultation
c. personal appeal
d. pressure
4. In comparision to first-line supervisors, top executives usually need more:
a. interpersonal skill
b. self-management skill
c. technical skill
d. conceptual skill
5. What is the most important need for people who become leaders?
a. achievement
b. affiliation
c. power
d. conceptual skill