SOLVED

31) Which method of measuring dependence focuses on how power is amassed? A) percentage of profits B) sales percentage C) bottom-up approach D) role performance E) alternative scarcity 32) In an imbalanced relationship between a stronger party (A) and a weaker party (B), the weaker party is LEAST likely to ________. A) develop a diversified portfolio B) withdraw from the business C) suffer from exploitation D) bring in a third party E) reduce service levels 33) What is the most common reaction by weaker parties in imbalanced relationships? A) leaving the business B) increasing investments C) accepting the situation D) forming a strong coalition E) diversifying its supplier network 34) An imbalanced relationship will most likely function effectively when the ________. A) weaker party develops a joint partnership B) stronger party offers equitable treatment C) weaker party withholds service outputs D) stronger party exerts reward power E) weaker party threatens to leave 35) MKS Manufacturing is having difficulties with one of its downstream intermediaries. In order to influence the intermediary to make changes, MKS managers remind the intermediary of the terms of the contract. Which influence strategy is most likely being used by MKS? A) threat B) request C) legalistic D) recommendation E) information exchange 36) Which statement about influence strategies is most likely FALSE? A) The recommendation influence strategy tends to create skepticism. B) A legalistic influence strategy is often perceived as heavy handed. C) A request influence strategy is commonly used and not offensive. D) High-pressure influence strategies are ineffective in the short-term. E) Promise and threat influence strategies tend to provoke a backlash. 37) The information exchange influence strategy is most likely problematic and risky because it is ________. A) ineffective due to its subtlety B) viewed as veiled criticism C) damaging to channel morale D) overly authoritative E) psychologically stressful 38) The valence of a frame refers to whether it is ________. A) conveyed to upstream or downstream intermediaries B) communicated as an influence strategy C) based on reward or referent power D) dependent on certain conditions E) presented as a positive or a negative 39) What power source is necessary for a promise influence strategy to be effective? A) reward B) coercive C) legitimate D) reference E) expertise 40) What influence strategy is best when a channel member has referent power? A) promise B) threat C) request D) information exchange E) recommendation 41) Power refers to the ability of one channel member to get another channel member to do something it otherwise would not have done. 42) Legitimate power is based on the target’s perception that the influencer has special knowledge or expertise that is useful and that the target does not possess. 43) The most common and effective communication methods for converting power into influence are making promises and using threats. 44) When an imbalanced relationship is not functioning well, the weaker party should consider diversifying or exiting the business. 45) Legitimate power can be built by choosing channel partners that are compatible in terms of at