Answers Page

*Skill Area*	*Item*

Gaining Power
(Personal characteristics)
Expertise	1
	10
Personal attractions	2
	11
Effort	3
	12
Legitimacy	4
	13
(Positional characteristics)
Centrality	5
	14
Criticality	6
	15
Visibility	7
	16
Flexibility	8
	17
Relevance	9
	18

Using Influence	19
	20
	21
	22
	23

Resisting Influence	24
	25
	26

Increasing Influence	27
	28
	29
	30

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Scoring key for the Using Influence Strategies Exercise

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*Skill Area*	*Item*

Diagnosing performance problems	1
	11
Establishing expectations and setting goals	2
	12
Facilitating performance (Enhancing ability)	3
	13
	20
Liking performance to rewards and discipline	5
	14
	6
	15
Using salient internal and external incentives	7
	16
	8
	17
Distributing rewards equitably	9
	18
Providing timely and straightforward performance feedback	4
	10
	19

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*Skill Area*	*Item*

Personal mastery experience	1,2
Modeling	3,4
Providing support	5,6
Arousing positive emotions	7,8
Providing information	9,10
Providing resources	11,12
Organizing teams	13,14
Creating confidence	15,16
Delegating work	17-26

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*Skill Area*	*Item*

Diagnosing team development	1,16
Managing the forming stage	2-4
Managing the conforming stage	6-9, 13
Managing the storming stage	10-12, 14, 15
Managing the performing stage	5, 17, 18
Managing team meetings	19-24

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The score for this exercise was derived by simply adding up the checked responses to the questions.

Kellogg Graduate School of Management	Phone: 847.491.8072
Department of Management and Organizations	Phone: 847.491.8072
Room 355 Leverone Hall	Fax: 847.491.8896
Northwestern University	Email: uzzi@northwestern.edu
Evanston, IL 60208-2011