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MANA > Exam 3 CHP 11 > Flashcards

Exam 3 CHP 11 Flashcards

1
Q

The ability to influence another person.

A

Power

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2
Q

The process of affecting thoughts, behavior, and feelings of another person.

A

Influence

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3
Q

The right to influence another person.

A

Authority

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4
Q

Based on an agent’s ability to control rewards that a target wants.

A

Reward Power

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5
Q

Based on an agent’s ability to cause an unpleasant experience for a target.

A

Coercive Power

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6
Q

Based on position and mutual agreement.

A

Legitimate Power

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7
Q

Based on interpersonal attraction. Charisma stems from the personal characteristics of the person (how much do we respect them).

A

Referent Power

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8
Q

Exists when an agent has specialized knowledge or skills that the target needs.

A

Expert Power

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9
Q

What is the most effective power?

A

Expert Power

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10
Q

Which has access to and control over important information.

A

Information Power

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11
Q

One group is said to have power when it controls an important resource that is desired by another group.

A

Control of critical resources

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12
Q

Activities that other groups depend on in order to complete their tasks.

A

Strategic contengencies

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13
Q

Behavior should result in the greatest good for the greatest number of people.

A

Utilitarian outcomes

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14
Q

Rights such as free speech, privacy, and due process should be respected.

A

Individual rights

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15
Q

All parties should be equitably and fairly.

A

Distributive justice

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16
Q

(face of power) Used for personal gain, Negative face of power.

A

Personal Power

17
Q

(face of power) Used to create motivation or accomplish group goals, positive face of power.

A

Social power

18
Q

The more that a person or unit is dependant on you, the more power you have over them.

A

Dependency

19
Q

The more difficult something is to obtain, the more valuable it tends to be.

A

Scarcity

20
Q

If the resources or skills you control are vital to the organization, you will gain some power.

A

Importance

21
Q

The ability to find another option that works as well as the one offered.

A

Substitutability

22
Q

What are Kanter’s symbols of power?

A
  1. Ability to intercede for someone in trouble
  2. Ability to get placements for favored employees
  3. Exceeding budget limitations
  4. Procurring above-average raises for employees
  5. Getting items on the agenda at meetings
  6. Access to early information
23
Q

(Kanter’s symbols of powerlessness)

  • Budget cuts
  • Punishing behavior
  • Top-down communications
A

Top executives

24
Q

(Kanter’s symbols of powerlessness)

  • Resistance to change
  • Turf protection
A

Staff professionals

25
Q

(Kanter’s symbols of powerlessness)

-Assign external attribution - blame others or environment

A

Managers

26
Q

(Kanter’s symbols of powerlessness)

  • Overly close supervision
  • Inflexible adherence to rules
  • Do job rather than train
A

First-line supervisors

27
Q

(Korda’s symbols of power)
There are more people who inconvenience themselves on your behalf than there are people on whose behalf you would inconvenience yourself

A

Power

28
Q

(Korda’s symbols of power)

A person’s relative standing in a group based on prestige and deference

A

Status

29
Q

Use of power and influence in organizations

A

Organizational politics

30
Q

Actions not officially sanctioned by an organization that are taken to influence others in order to meet one’s personal goals

A

Political behavior

31
Q

The person uses demands, threats, or intimidation to convince you to comply with a request or to support a proposal

A

Pressure

32
Q

Social astuteness, interpersonal influence, networking ability, and sincerity

A

Dimensions

33
Q

The person seeks to persuade you that the request is approved by higher management, assisting to gain your complience.

A

Upward appeals

34
Q

The person makes an implicit or explicit promise that you will receive rewards if you comply.

A

Exchange

35
Q

The person seeks the aid of others to persuade you to do something.

A

Coalition

36
Q

The person seeks to get you in a good mood before asking you to do something.

A

Ingratiation

37
Q

The person uses logic or facts to persuade you.

A

Rational persuasion

38
Q

The person makes an emotional request that arouses enthusiasm, leading to higher confidence.

A

Inspirational appeals

39
Q

The person seeks your participation in making a decision or planning

A

Consultation

MANA (10 decks)

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