m4ch1 Flashcards
what is power?
discretion and means to enforce your will on others, marshal human
what is legitimate power?
obtaining compliance through formal authority
what is reward power?
obtaining compliance with promised or actual rewards
what is coercive power?
obtaining compliance through threatened or actual punishment
what is expert power?
obtaining compliance through one’s valued knowledge or information
what is referent power?
when one’s personal characteristics and social relationships become the reason for compliance
What is resistance, compliance, and commitment to power?
resistance: internally AND externally against
compliance: externally compliant BUT internally against
commitment: internally AND externally complaint
What types of power tend to produce compliance and sometimes resistance?
Reward, coercive, and negative legitimate power
What types of power tend to produce commitment?
Positive legitimate power, expert power, and referent power
Which type of power have a generally positive effect on employee outcomes?
expert and referent
Which type of power generally has a slightly negative effect?
coercive
What is empowerment?
efforts to enhance employee performance, well-being, and positive attitudes
What is structural empowerment?
job redesign to transfer power to employees
What is psychological empowerment?
through enhancing self-efficacy and intrinsic motivation
What are influence tactics?
conscious efforts to affect and change others specific behaviors
What are soft tactics?
friendly, not as coercive
What is rational persuasion?
convince someone with logic and reason
What is inspirational appeals?
build enthusiasm by appealing to others emotions ideas and values
What is consultation?
getting others to participate
What is ingratiation?
getting someone in a good mood before making a request
What is personal appeals?
referring to friendship and loyalty when making a request
What is exchange?
making express or implied promises and trading favors
What are hard tactics?
more overt pressure
What is coalition tactics?
getting others to support your effort to persuade someone
What is pressure?
demanding compliance through intimidation or threats
What is legitimating tactics?
basing request on someone’s authority
Which tactic is used most frequently?
rational persuasion
Which tactics are most effective at building commitment?
core influence tactics
Know influencing is better when
trustworthy, consult rather than legitimate, and when subtle.
What is liking principle of persuasion?
people like those who like them
What is reciprocity of persuasion?
belief that good and bad deeds should be repaid in kind
What is social proof of persuasion?
people follow the lead of those most like them
What is consistency of persuasion?
people do what they’re personally committed to
What is authority of persuasion?
people tend to defer to respect credible experts
What is scarcity of persuasion?
people want things that are limited in availability
What is organizational politics?
intentional acts of influence to protect SELF INTEREST
How does uncertainty apply to political behavior?
unclear objectives
What is the network level of political action?
loose associations of individuals seeking social support
for their general self-interests
What is the coalition level of political action?
informal group bound together by the active pursuit of a single issue
What is the individual level of political action?
any attempt to control or manipulate the images related to a person, organization, or idea.
What is impression management?
encompasses things such as speech, behavior, and appearance
