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managing people > m4ch1 > Flashcards

m4ch1 Flashcards

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People You Should Know flashcards
1
Q

what is power?

A

discretion and means to enforce your will on others, marshal human

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2
Q

what is legitimate power?

A

obtaining compliance through formal authority

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3
Q

what is reward power?

A

obtaining compliance with promised or actual rewards

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4
Q

what is coercive power?

A

obtaining compliance through threatened or actual punishment

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5
Q

what is expert power?

A

obtaining compliance through one’s valued knowledge or information

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6
Q

what is referent power?

A

when one’s personal characteristics and social relationships become the reason for compliance

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7
Q

What is resistance, compliance, and commitment to power?

A

resistance: internally AND externally against
compliance: externally compliant BUT internally against
commitment: internally AND externally complaint

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8
Q

What types of power tend to produce compliance and sometimes resistance?

A

Reward, coercive, and negative legitimate power

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9
Q

What types of power tend to produce commitment?

A

Positive legitimate power, expert power, and referent power

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10
Q

Which type of power have a generally positive effect on employee outcomes?

A

expert and referent

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11
Q

Which type of power generally has a slightly negative effect?

A

coercive

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12
Q

What is empowerment?

A

efforts to enhance employee performance, well-being, and positive attitudes

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13
Q

What is structural empowerment?

A

job redesign to transfer power to employees

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14
Q

What is psychological empowerment?

A

through enhancing self-efficacy and intrinsic motivation

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15
Q

What are influence tactics?

A

conscious efforts to affect and change others specific behaviors

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16
Q

What are soft tactics?

A

friendly, not as coercive

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17
Q

What is rational persuasion?

A

convince someone with logic and reason

18
Q

What is inspirational appeals?

A

build enthusiasm by appealing to others emotions ideas and values

19
Q

What is consultation?

A

getting others to participate

20
Q

What is ingratiation?

A

getting someone in a good mood before making a request

21
Q

What is personal appeals?

A

referring to friendship and loyalty when making a request

22
Q

What is exchange?

A

making express or implied promises and trading favors

23
Q

What are hard tactics?

A

more overt pressure

24
Q

What is coalition tactics?

A

getting others to support your effort to persuade someone

25
Q

What is pressure?

A

demanding compliance through intimidation or threats

26
Q

What is legitimating tactics?

A

basing request on someone’s authority

27
Q

Which tactic is used most frequently?

A

rational persuasion

28
Q

Which tactics are most effective at building commitment?

A

core influence tactics

29
Q

Know influencing is better when

A

trustworthy, consult rather than legitimate, and when subtle.

30
Q

What is liking principle of persuasion?

A

people like those who like them

31
Q

What is reciprocity of persuasion?

A

belief that good and bad deeds should be repaid in kind

32
Q

What is social proof of persuasion?

A

people follow the lead of those most like them

33
Q

What is consistency of persuasion?

A

people do what they’re personally committed to

34
Q

What is authority of persuasion?

A

people tend to defer to respect credible experts

35
Q

What is scarcity of persuasion?

A

people want things that are limited in availability

36
Q

What is organizational politics?

A

intentional acts of influence to protect SELF INTEREST

37
Q

How does uncertainty apply to political behavior?

A

unclear objectives

38
Q

What is the network level of political action?

A

loose associations of individuals seeking social support
for their general self-interests

39
Q

What is the coalition level of political action?

A

informal group bound together by the active pursuit of a single issue

40
Q

What is the individual level of political action?

A

any attempt to control or manipulate the images related to a person, organization, or idea.

41
Q

What is impression management?

A

encompasses things such as speech, behavior, and appearance

managing people (26 decks)

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