Chp 10

Question 1

Power

Answer 1

the capacity of a person, team or organization to influence others

Question 2

Countervailing Power

Answer 2

capacity of person, team or org to keep a more powerful person or group in the exchange relationship

Question 3

Legitimate Power

Answer 3

agreement among organizational members that people in specific roles can request a set of behaviors from others

Question 4

5 Sources of Power

Answer 4

Legitimate
Reward
Coercive
Expert
Referent

Question 5

4 Contingencies of Power

Answer 5

Nonsubstitutability
Centrality
Visibility
Discretion

Question 6

Reward Power

Answer 6

Derived from a person’s ability to control the allocation of rewards or removal of negative sanctions

Question 7

Coercive Power

Answer 7

From ability to apply punishment

Question 8

Expert Power

Answer 8

Originates from within the power holder, influence through knowledge or skills

Question 9

Referent Power

Answer 9

had when others identify with them, like them, or otherwise respect them

Question 10

Charisma

Answer 10

Personal characteristic or special gift that serves as a form of interpersonal attraction and referent power over others

Question 11

Centrality

Answer 11

a contingency of power pertaining to the degree and nature of interdependence between the power holder and others

Question 12

Visibility

Answer 12

contingency of power relating to facetime, more visibility, more power

Question 13

Social Networks

Answer 13

social structures of individuals or social units that are connected to one another through one or more forms of interdependence

Question 14

Social Capital

Answer 14

the knowledge, opportunities, and other resources available to members of a social network, along with the mutual support, trust, reciprocity and coordination that facilitate sharing of those resources

Question 15

Three factors of social network centrality

Answer 15

“betweenness”, such as gatekeepers
degree centrality, number of connections
closeness of relationship

Question 16

Structural Hole

Answer 16

Gap between two or more social networks that lack network ties

Question 17

Influence

Answer 17

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

Question 18

8 influence tacics

Answer 18

silent authority, assertiveness, information control, coalition formation, upward appeal, persuasion, impression management, exchange

Question 19

Coalition

Answer 19

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

Question 20

Upward appeal

Answer 20

someone with higher authority or expertise is called on in reality or symbolically to support the influencer’s opinion

Question 21

Persuasion

Answer 21

use of facts, logical arguments, and emotional appeals to change another person’s beliefs and attitudes, usually for the purpose of changing the person’s behavior

Question 22

Inoculation effect

Answer 22

a persuasive communication strategy of warning listeners that others will try to influence them in the future and that they should be wary of the opponent’s argument

Question 23

Compliance

Answer 23

occurs when people are motivated to implement the influencer’s request for purely instrumental reasons. Without external sources, compliance would not occur.

Question 24

Commitment

Answer 24

strongest outcome of influence, whereby people identify with the influencer’s request and are highly motivated to implement

Question 25

Organizational politics

Answer 25

use of influence tactics for personal gain at the perceived expense of others and the organization

Question 26

Machiavellianism

Answer 26

personality trait of people who demonstrate a strong motivation to achieve their own goals at the expense of others, who believe deceit is natural and acceptable, who take pleasure in outwitting others

Question 27

Strategies to minimize organizational politics

Answer 27

provide sufficient resources; clarify resource allocation rules; apply effective organizational change practices; purge political behavior norms and role models