Chapter 12

Question 1

Reactance

Answer 1

an effort to protect or regain the behavioural freedom that is threatened can manifest itself as anger toward the individual or institution

Question 2

Achievement motive

Answer 2

a general personality disposition to strive for success in any situation in which standards of excellence are applied

Question 3

Power motive

Answer 3

the tendency to strive to feel that one is having an impact on others

Question 4

Fear of success

Answer 4

A persons motivation to achieve might be affected by their awareness of the gender-linked consequences of success focused on a motive that was labeled fear of success
Women might have fear of succeeding in certain areas because she sees doing so as jeopardizing her femininity
If perceived negative consequences outweigh the positive ones than motivation to achieve is low

Question 5

directness, concreteness, and competence

Answer 5

three major dimensions on which the use of power to exert influence is affected by gender stereotypes
gender norms dictate that men’s influence styles can be direct, concrete, and competent but women should be direct, personal, and based on helplessness or dependence

Question 6

Gender differences in influence strategies

Answer 6

EXPECTATIONS:Men make more use of coercion, competence, expertise, and direct persuasion. Women make more use of sexuality and personal reward
STUDIES: Gender-role expectations can produce initial differences in the amount of legitimate and expert power available to women and men. men do not always use direct influence strategies.
- differences can be self-perpetuating because men and women learn to rely on strategies they find comfortable
- women who violate gender expectations are met with disapproval and resistance from men