ch 10 Flashcards
power
the capacity of a person, team, or organization to influence others
countervailing power
the capacity of a person, team, or organization to keep a more powerful person or group in the exchange relationship
legitimate power
an agreement among organizational members that people in certain roles can request certain behaviors of others.
norm of reciprocity
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.
referent power
the capacity to influence others on the basis of an id with and respect for the power holder
charisma
a personal characteristic or special gift that serves as a form of interpersonal attraction and referent power over others
centrality
a contingency of power pertaining to the degree and nature of interdependence between the power holder and others
social networks
social structures of individuals or social units that are connected to each other through one or more forms of interddependence
social capital
the knowledge and other resources available to people or social units (teams, organizations_ from a durable network that connects them to others
structural hole
an area between two or more dense social network areas that lacks network ties
influence
any behavior that attempts to alter someone’s attitudes or behavior
silent authority
influance through power base w/o referring to that base
assertiveness
actively applying legitimate and coercive power
information control
explicitly manipulating someone else’s access to information for the purpose of changing their attitudes and/or behavior
coalition formation
forming a group that attempts to influence others by pooling the resources and power of its members
upward appeal
relying rymbolically or in reality on people with higher authority or expertise to support our position
persuasion
using logical aguments, factual evidence, and emotional appeals to convince people of the value of a request
impression management
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
exchange
promising benefits or resources in exchange for the target person’s compliance
inoculation effect
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
results of influence tactics
commitment, compliance, resistance
organizational politics
behaviors that others percceive as self serving tactics at the expense of other people and maybe the organization
machiavellian values
the beliefs that deceit is a natural and acceptable way to influence others and that getting more than one deserves is acceptable.
