Chapter 10- Power and Influence

Question 1

Behaviour that others perceive as self-serving tactics at the expense of other people and possibly the organization.

Answer 1

Organizational politics

Question 2

A persuasive communication strategy of warning listeners that others will try to influence them in the future and that they should be wary about the opponent’s argument.

Answer 2

Inoculation effect

Question 3

Actively shaping through self-presentation and the other means the perceptions and attitudes that others have of us.

Answer 3

Impression management

Question 4

A group of attempts to influence people outside the group by pooling the resources and power if its members.

Answer 4

Coalition

Question 5

A type of influence in which someone with called on in reality or symbolically to support the influencer’s position.

Answer 5

Upward appeal

Question 6

Any behaviour that attempts to alter someone’s attitude or behaviour.

Answer 6

Influence

Question 7

A contingency of power pertaining to the availability of alternatives.

Answer 7

Substitutability

Question 8

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

Answer 8

Centrality

Question 9

The capacity to influence others on the basis of an identification with and respect for the power holder.

Answer 9

Referent power

Question 10

A personal characteristic or special “gift” that serves as a form of interpersonal attraction and referent power.

Answer 10

Charisma

Question 11

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

Answer 11

Norm of reciprocity

Question 12

An arrangement among organizational members that people in certain roles can request certain behaviour of others.

Answer 12

Legitimate power

Question 13

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

Answer 13

Countervailing power

Question 14

“Sources of Power in the Organization”

An agreement among organizational members that people in certain roles can request certain behaviour of others.

Answer 14

Legitimate power

Question 15

is asymmetric control over valued resources in social relations and therefore the capacity to influence others.

Answer 15

Power

Question 15

“Sources of Power in the Organization”

is an agreement among organizational members that people in certain roles can request certain behaviours of others

Answer 15

Legitimate Power

power of authority

Question 16

Power Restrictions

Answer 16

• Only gives the power holder the right to ask for a range of behaviours from others.
• The size of the zone of indifference increases with the level of trust in the powerholder.
• Employees also have legitimate power over their bosses and co-workers through legal and administrative rights as well as informal norms.

Question 17

“Sources of Power in the Organization”

is derived from the person’s ability to control the allocation of rewards valued by others and to remove negative sanctions (i.e., negative reinforcement).

Answer 17

Reward Power

Question 18

“Sources of Power in the Organization”

is the ability to apply punishment. For many of us, the first thought is managers threatening employees with dismissal. Yet, employees also have coercive power, such as being sarcastic toward co-workers or threatening to ostracize then if they fail to conform to team norms.

Answer 18

Coercive Power

Question 19

“Sources of Power in the Organization”

originates from within the powerholder. It is an individual’s capacity to influence others by possessing knowledge or skills valued by others.

Answer 19

Expert Power

Question 20

“Sources of Power in the Organization”

It is largely a function of the person’s interpersonal skills and tends to develop slowly.

Answer 20

Referent Power

Question 21

“Type of influence tactics”

occurs where someone complies with a request because of the requester’s legitimate power as well as the target person’s role expectations.

Answer 21

Silent Authority

Question 22

“Type of influence tactics”

involves actively applying legitimate and coercive power to influence others. Includes persistently reminding the target of his or her obligations, frequently checking the target’s work, confronting the target, and using threats of sanctions to force compliance.

Answer 22

Assertiveness

Question 23

“Type of influence tactics”

power that translates into influence when the powerholder selectively distributes information such that it reframes the situation and causes others to change their attitudes and/or behaviour.

Answer 23

Informational Control

Question 24

“Type of influence tactics”

it pools the power and resources of many people, so it potentially has more influence than any number of people operating alone.
It creates a sense that the issue deserves attention because it has broad support.
It is a informal group that advocates a new set of norms and behaviours.

Answer 24

Coalition Formation

Question 25

“Type of influence tactics”

involves calling upon higher authority or expertise, or symbolically relying on these sources to support the influencer’s position.

Answer 25

Upward Appeal

Question 26

“Type of influence tactics”

The ability to use facts, logical arguments, and emotional appeals to change another person’s beliefs and attitudes, usually for the purpose of changing the person’s behaviour, is not just an acceptable way to influence others; in many societies, it is a noble art and a quality of effective leaders.

Answer 26

Persuasion

Question 27

“Type of influence tactics”

(soft influence technique)—any attempt to increase liking by, or perceived similarity to, some targeted person. Ingratiation is one of the more effective influence tactics at boosting a person’s career success (i.e., performance appraisal feedback, salaries).

Answer 27

Ingratiation

Question 28

the practice of actively shaping our public images

Answer 28

Impression Management

Question 29

“Type of influence tactics”

activities involve the promise of benefits or resources in exchange for the target person’s compliance with your request.

Answer 29

Exchange

Question 30

“Reactions and contingency of influence tactics”

occurs when people oppose the behaviour desired by the influencer by refusing, arguing, or delaying engagement in the behaviour.

Answer 30

Resistance

Question 31

“Reactions and contingency of influence tactics”

occurs when people are motivated to implement the influencer’s request at a minimal level of effort and for purely instrumental reasons.

Answer 31

Compliance

Question 32

“Reactions and contingency of influence tactics”

is the strongest outcome of influence, whereby people identify with the influencer’s request and are highly motivated to implement it even when extrinsic sources of motivation are no longer present.

Answer 32

Commitment

Question 33

The knowledge and other resources available to people or social units (teams, organizations) from a durable network that connects them to others.

Answer 33

Social Capital

Question 34

“Power of Social Capital”

Answer 34

Flow of information
Influence
Social Credentials
Recognition

Question 35

Gaining Power on Social Network

Close-knit relationship, which are evident from how often we interact with people, how much we share resources with them, and whether we have multiple or single-purpose relationships with them (e.g., friend, coworker, sport partner)

Answer 35

Strong ties

Question 36

Gaining Power on Social Network

Acquaintances who are usually different from us and therefore offer resources we do not posses.

Answer 36

Weak ties

Question 37

Gaining Power on Social Network

Strength of weak ties

Answer 37

The strength of weak ties is most apparent in job hunting and career development

Question 39

“Power of Structural holes”

An area between two or more dense social network are the lacks networks ties.

Answer 39

Structural hole

Question 40

“Power of Structural holes”

Dark side of social network

Answer 40

They can create a formidable barrier to those who are not actively connected to it