Chapter 13 Flashcards
the capacity that A has to influence the behavior of B so that B acts in accordance with A’s wishes
power
B’s relationship to A when A possesses something that B requires
dependence
a power base that depends on fear of the negative results from failing to comply
coercive power
compliance achieved based on the ability to distribute rewards that others view as valuable
reward power
the power a person receives as a result of his or her position in the formal hierarchy of an organization
legitimate power
influence based on special skills or knowledge
expert power
influence based on identification with a person who has desirable resources or personal traits
referent power
ways in which individuals translate power bases into specific actions
power tactics
the ability to influence others so that one’s objectives are attained
political skill
any unwanted activity of a sexual nature that affects an individual’s employment and creates a hostile work environment
sexual harassment
activities that are not required as part of a person’s formal role in the organization but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization
political behavior
an approach that treats the reward “pie” as fixed so that any grains by one individual are at the expense of another
zero-sum approach
reactive and protective behaviors to avoid action, blame, or change
defensive behaviors
the process by which individuals attempt to control the impressions that others form of them
impression management
method that examines patterns of communication among organizational members to identify how information flows between them
social network analysis
graphical illustration of the associations among individuals in a social network
sociogram
relying on your authority position or saying that a request is in accordance with organization policies or rules
legitimacy
presenting logical arguments and factual evidence to demonstrate that a request is reasonable
rational persuasion
developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations
inspirational appeals
increasing support by involving the target in deciding how to accomplish your plan
consultation
rewarding the target with benefits or favors in exchange for acceding to a request
exchange
asking for compliance based on friendship or loyalty
personal appeals
using flattery, praise, or friendly behavior prior to making a request
ingratiation
using warnings, repeated demands, and threats
pressure
enlisting the aid or support of others to persuade the target to agree
coalitions
