Baldwin Chapter 10 (Power & Influence) Flashcards
1
Q
Power
A
capacity to influence others’ behaviour/control others
2
Q
Authority
A
power that comes with your position/role
3
Q
Influence
A
use of power, power in action
4
Q
Bases of Power
A
- Reward
- Legitimate
- Referent
- Expert
- Coercive
5
Q
Legitimate Power
A
same as authority, power vested in your position
6
Q
Referent Power
A
power of charisma and fame, celebrities
7
Q
Expert Power
A
superior knowledge and skill that others require
8
Q
Coercive Power
A
capability to force someone to do something against his or her will, dictator, bully
9
Q
Influence Tactics
A
10
Q
Social Influence Weapons
A
1) Friendship/Liking
2) Commitment & Consistency
3) Scarcity
4) Reciprocity
5) Social Proof
6) Appeals to Authority
