CHAPTER 8

Question 1

The capacity to influence others, even when these others try to resist influence.

Answer 1

SOCIAL POWER

Question 2

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.

Answer 2

POWER BASES

Question 3

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.

Answer 3

BULLYING

Question 4

The capability of controlling the distribution of rewards given or offered to the target

Answer 4

REWARD

Question 5

The capacity to threaten and punish those who do not comply with requests or demands.

Answer 5

COERCIVE

Question 6

Authority that derives from the legitimate right to require and demand obedience.

Answer 6

LEGITIMATE

Question 7

Influence based on the identification with attraction to, and respect to others.

Answer 7

REFERENT

Question 8

Influence based on others’ belief that the powerholder possesses superior skills and abilities.

Answer 8

EXPERT

Question 9

Influence based on the potential use of informational resources, including rational argument, persuasion, or factual data.

Answer 9

INFORMATIONAL

Question 10

Specific strategies used to influence others, usually to gain a particular objective or advantage.

Answer 10

POWER TACTICS

Question 11

Exploit the relationship between the influencer and the target to extract compliance.

Answer 11

SOFT

Question 12

Harsh, forcing, direct, threats to well-being.

Answer 12

HARD

Question 13

Emphasizes reasoning, logic and good judgement.

Answer 13

RATIONAL

Question 14

Ingratiation and evasion; rely on emotionality and misinformation.

Answer 14

NON-RATIONAL

Question 15

Enacted without the cooperation of the target of influence.

Answer 15

UNILATERAL

Question 16

Involves give and take on the part of the influencer and the target.

Answer 16

BILATERAL

Question 17

Dispositional tendency to accept and even prefer circumstances that sustain social inequalities, combines with a general preference for hierarchal social structures.

Answer 17

SOCIAL DOMINANCE ORIENTATION (SDO)

Question 18

The predicted tendency for certain behaviors to evoke behaviors from others that are congruous with the initial behavior.

Answer 18

INTERPERSONAL COMPLEMENTARITY HYPOTHESIS

Question 19

The transformation of benign individuals into morally corrupt ones by powerful, but malevolent, social situations.

Answer 19

LUCIFER EFFECT

Question 20

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.

Answer 20

AGENTIC STATE

Question 21

Prefacing a major request with a minor one that few people would refuse to comply.

Answer 21

FOOT IN THE DOOR TECHNIQUE

Question 22

The tendency to overestimate the causal influence of dispositional factors and underemphasize the causal influence of situational factors.

Answer 22

FUNDAMENTAL ATTRIBUTION ERROR

Question 23

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.

Answer 23

APPROACH/INHIBITION THEORY

Question 24

Prompts people to take action.

Answer 24

POSITIVE EFFECTS

Question 25

Predicts that in any group where power is concentrated in the hands of an oligarchy, they will tend to act in ways that protect and enhance their power.

Answer 25

IRON LAW OF OLIGARCHY (ROBERT MICHEL)

Question 26

A subgroup formed within the larger group that seeks to change the group’s authority structure.

Answer 26

REVOLUTIONARY COALITION

Question 27

A complex emotional and cognitive reaction.

Answer 27

REACTANCE

Question 28

Group members comply with the powerholder’s demands, but they do not personally agree with them. If the powerholder does not monitor the members, they will likely not obey.

Answer 28

COMPLIANCE

Question 29

Group members’ compliance with the actual or anticipated demands of the powerholder are motivated by a desire to imitate and please the authority. The members mimic the powerholder’s actions, values, characteristics, and so on.

Answer 29

IDENTIFICATION

Question 30

Group members follow the orders and advice of the powerholder because those demands are congruent with their own personal beliefs, goals, and values. They will perform the required actions even if not monitored by the powerholder.

Answer 30

INTERNALIZATION