CHAPTER 8 Flashcards
The capacity to influence others, even when these others try to resist influence.
SOCIAL POWER
Sources of social power in a group, including one’s degree of control over rewards and punishment, authority in the group, attractiveness, expertise, and access to and control over information needed by group members.
POWER BASES
Repetitively teasing, ridiculing, provoking, or tormenting other through various types of irritating, harassing, or aggressive action, such as name-calling, threats, insults, and physical injury.
BULLYING
The capability of controlling the distribution of rewards given or offered to the target
REWARD
The capacity to threaten and punish those who do not comply with requests or demands.
COERCIVE
Authority that derives from the legitimate right to require and demand obedience.
LEGITIMATE
Influence based on the identification with attraction to, and respect to others.
REFERENT
Influence based on others’ belief that the powerholder possesses superior skills and abilities.
EXPERT
Influence based on the potential use of informational resources, including rational argument, persuasion, or factual data.
INFORMATIONAL
Specific strategies used to influence others, usually to gain a particular objective or advantage.
POWER TACTICS
Exploit the relationship between the influencer and the target to extract compliance.
SOFT
Harsh, forcing, direct, threats to well-being.
HARD
Emphasizes reasoning, logic and good judgement.
RATIONAL
Ingratiation and evasion; rely on emotionality and misinformation.
NON-RATIONAL
Enacted without the cooperation of the target of influence.
UNILATERAL
Involves give and take on the part of the influencer and the target.
BILATERAL
Dispositional tendency to accept and even prefer circumstances that sustain social inequalities, combines with a general preference for hierarchal social structures.
SOCIAL DOMINANCE ORIENTATION (SDO)
The predicted tendency for certain behaviors to evoke behaviors from others that are congruous with the initial behavior.
INTERPERSONAL COMPLEMENTARITY HYPOTHESIS
The transformation of benign individuals into morally corrupt ones by powerful, but malevolent, social situations.
LUCIFER EFFECT
A psychological state described by Milgram that occurs when subordinates in an organized status hierarchy experience such a marked reduction in autonomy that they are unable to resist authorities’ orders.
AGENTIC STATE
Prefacing a major request with a minor one that few people would refuse to comply.
FOOT IN THE DOOR TECHNIQUE
The tendency to overestimate the causal influence of dispositional factors and underemphasize the causal influence of situational factors.
FUNDAMENTAL ATTRIBUTION ERROR
An integrative conceptual analysis of the transformative effects of power that finds power to be psychologically and behaviorally activating but the lack of power inhibiting.
APPROACH/INHIBITION THEORY
Prompts people to take action.
POSITIVE EFFECTS
