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A) the extent to which the supervisor believes that the subordinate will be able to perform
the assigned tasks with little or no difficulty
B) getting the subordinate to perform as a fully functioning organizational member
C) any communication that indicates interpersonal warmth and closeness
D) an overt form of influence where desired outcomes are fully disclosed
E) messages and behaviors used to preserve an acceptable and lasting relational state.
F) any communication between organizational members that implicitly or explicitly
provides task guidance, personal evaluation, or other guidance
G) attentive, friendly, and relaxed
H) mutual affection the leader and member have for each other based primarily on
interpersonal attraction
I) inattentive, unfriendly, and unrelaxed
J) those that attempt to gain relational rewards by explaining or justifying the actor's
position and attitude
K) a disguised attempt at upward influence
L) an influence technique that uses either open influence or clearly stated outcomes
F
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__________ occur when behaviors or situations interfere with or threaten one's relationship
Fill in the blanks with correct word
Sarah asked Jess if she would be willing to present to her class. Once Jess agreed, Sarah mentioned that the class met at 7:00am and Jess would need to give an hour-long presentation. In this case, Sarah used the compliance strategy of low balling
Indicate whether the statement is true or false
______ is a peripheral tactic that relies on a previous dedication, such as signing a pledge, in order to persuade.
A. Authority B. Commitment C. Guilt D. Contrast effects
The notion that organizations rely on resources that are held by other groups is called
A) external reliance theory B) resource dependency theory C) external resource theory D) codependency theory E) coorientation