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1

is defined as trying to convince someone with reason, logic, or facts.
2

According to researchers, an influence attempt has possible outcomes.
3

The widespread belief that people should be paid back for their positive or negative acts is known as .
4

Obtaining compliance with threatened or actual punishment is power.
5

is the sharing of varying degrees of power with lower-level employees to better serve the customer.
6

Temporary groupings of people who actively pursue a single issue are .
7

There are common sources of uncertainty in organizations.
8

Creating a favorable image is also known as .
9

Making express or implied promises and trading behaviors is an influence tactic known as .
10

In a survey, MBA students tended to perceive their superiors' influence tactics as fair and influence tactics as unfair.





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