ch 10

Question 1

power

Answer 1

the capacity of a person, team, or organization to influence others

Question 2

countervailing power

Answer 2

the capacity of a person, team, or organization to keep a more powerful person or group in the exchange relationship

Question 3

legitimate power

Answer 3

an agreement among organizational members that people in certain roles can request certain behaviors of others.

Question 4

norm of reciprocity

Answer 4

a felt obligation and social expectation of helping or otherwise giving something of value to someone who has already helped or given something of value to you.

Question 5

referent power

Answer 5

the capacity to influence others on the basis of an id with and respect for the power holder

Question 6

charisma

Answer 6

a personal characteristic or special gift that serves as a form of interpersonal attraction and referent power over others

Question 7

centrality

Answer 7

a contingency of power pertaining to the degree and nature of interdependence between the power holder and others

Question 8

social networks

Answer 8

social structures of individuals or social units that are connected to each other through one or more forms of interddependence

Question 9

social capital

Answer 9

the knowledge and other resources available to people or social units (teams, organizations_ from a durable network that connects them to others

Question 10

structural hole

Answer 10

an area between two or more dense social network areas that lacks network ties

Question 11

influence

Answer 11

any behavior that attempts to alter someone’s attitudes or behavior

Question 12

silent authority

Answer 12

influance through power base w/o referring to that base

Question 13

assertiveness

Answer 13

actively applying legitimate and coercive power

Question 14

information control

Answer 14

explicitly manipulating someone else’s access to information for the purpose of changing their attitudes and/or behavior

Question 15

coalition formation

Answer 15

forming a group that attempts to influence others by pooling the resources and power of its members

Question 16

upward appeal

Answer 16

relying rymbolically or in reality on people with higher authority or expertise to support our position

Question 17

persuasion

Answer 17

using logical aguments, factual evidence, and emotional appeals to convince people of the value of a request

Question 18

impression management

Answer 18

actively shaping, through self-presentation and other means the perceptions and attitudes that others have of us. Includes ingratiation, which refers to the influencer’s attempt to be more liked by the target person or group

Question 19

exchange

Answer 19

promising benefits or resources in exchange for the target person’s compliance

Question 20

inoculation effect

Answer 20

a persuasive communication strategy of warning listeners that others will try to influence them in the future and that they should be wary of the opponents arguments

Question 21

results of influence tactics

Answer 21

commitment, compliance, resistance

Question 22

organizational politics

Answer 22

behaviors that others percceive as self serving tactics at the expense of other people and maybe the organization

Question 23

machiavellian values

Answer 23

the beliefs that deceit is a natural and acceptable way to influence others and that getting more than one deserves is acceptable.