Chapter 10: Power and Influence in the Workplace

Question 1

Power

Answer 1

The capacity to influence others (not the act)

Question 2

countervailing power

Answer 2

less powerful party’s power over more powerful party /keep a more powerful person or group in the exchange relationship

Question 3

sources of power

Answer 3

1. legitimate
2. reward
3. coercive
4. expert
5. referent

Question 4

4 contingencies of power

Answer 4

1. substitutability
2. centrality
3. visibility
4. discretion

Question 5

social networks

Answer 5

social structures where people are connected to each other through interdependence (i.e. common interests, job duties)

Question 6

social capital

Answer 6

goodwill and resulting resources shared among members in a social network

Question 7

3 ways social networks enhance members’ power

Answer 7

information, visibility, referent power

Question 8

3 factors to social network centrality

Answer 8

betweeness (location), closeness (strong ties), degree or number of connections

Question 9

structural holes

Answer 9

gap between 2 or more social network areas that lack ties

Question 10

zone of indifference

Answer 10

set of behaviors willing to engage in at other’s request (legitimate power)

Question 11

norm of reciprocity

Answer 11

feeling of obligation to help someone who has helped you

Question 12

influence

Answer 12

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

Question 13

8 types of influence tactics

Answer 13

hard - silent authority (most common), assertiveness, information control, coalition formation, upward appeal
soft - persuasion, impression management, exchange

Question 14

inoculation effect

Answer 14

counterarguments to the anticipated persuasion attempts

Question 15

3 reactions to influence tactics

Answer 15

resistance, compliance, commitment

Question 16

coalition

Answer 16

group that attempts to influence people outside the group by pooling the resources and power of its members

Question 17

organizational politics

Answer 17

self-serving behaviors at the expense of others and possibly contrary to the interests of the entire organization

Question 18

4 ways to minimize organizational politics

Answer 18

1. increase resources
2. reduce ambiguity
3. manage change effectively
4. don’t tolerate/reinforce it

Question 19

Machiavellian values

Answer 19

comfortable with getting more than they deserve, and they believe that deceit is a natural and acceptable way to achieve this goal

Question 20

ingratiation

Answer 20

attempt in increase liking by, perceived similarity to target person