Here are a few questions you can try on for size. For this chapter I chose two true or false questions and one multiple choice question. Be sure to read the accompanying notes when checking your answers

Even though Paul should be visiting clients most of the time, he makes a point of stopping by the office each day so his boss sees that he is working. This increases Paul's power by increasing the centrality in his workplace. Is this statement true of false?

In some ways, question one tends to misdirect students. What Paul is doing is obviously quite smart. He wants to be seen and not forgotten at work. This is generally associated with one of the four contingencies, but which one? The way the statement was written may lead some student to equate his being seen with becoming a central figure in the workplace. They may be tempted to think about centrality. Instead, Paul is in fact increasing his power via visibility. The statement is false.

Upward appeal is considered a more forceful influence strategy than ingratiation. Is this statement true or false?

Question two requires you to place the two influence tactics on a continuum. For some of the eight influence tactics, the level of forcefulness is fairly obvious. However, in this case we are dealing with upward appeal and ingratiation. If you recall, ingratiation is a 'soft' tactic that essentially involves 'sucking up.' It's not as forceful as whining to a higher authority. The statement is true.

A manager's legitimate power over his or her subordinates exists when:

Question three is rated as a difficult question, and for good reason. If a manager's job description calls for him or her to have authority over employees, and this authority is exercised conscientiously (the right way), most students will say the manager has legitimate authority. There is one missing ingredient many people overlook. There has to be acceptance by the employees, that this is in fact the case. The correct answer is 'E'.