Module 5 Flashcards
Social influence
The process by which an individual’s attitudes or behaviors are shaped by behaviors of others.
Leadership
A process in which a person influences others to pursue a shared purpose
Sublogics of leadership style research
- Effective or functional leadership styles
- Value-based leadership styles
- Moral leadership styles
- Immoral leadership styles
Social influence tactics (internalization -> resistance)
- Rational persuasion
- Consultation
- Inspirational appeals
- Collaboration
- Apprising
- Intgratiation
- Personal appeals
- Exchange
- Legitimating tactics
- Coalition tactics
- Pressure
Rational persuasion
use logical arguments and factual evidence
Consultation
Ask the person for advice
Inspirational appeals
Appeal to values or seeks to arouse emotions to gain support
Collaboration
Offer resources and assistance if the target will approve
Apprising
Explain how carrying out a request will benefit the target personally
Ingratiation
Uses flattery to influence the target person to carry out a request
Personal appeals
Ask to support a proposal out of friendship or a personal favor
Exchange
Offer something the target person wants, or offer to reciprocate
Legitimating tactics
Establish the legitimacy of a request by pointing to a higher authority
Coalition tactics
Enlists the support of others to influence the target
Pressure
Use threats to influence the target
Charismatic leaders
- Intrinsically motivate followers
- Encourage followers to make a sacrifice for the greater collective and go “beyond the call of duty”
- Give meaning and moral purposes to actions instead of “offering material incentives and the threat of punishment”
Charismatic Leadership Tactics (CLTs)
- Frame: how the person frames this message (metaphor)
- Substance: what a person says (ambitious goals)
- Deliver: How the person behaves (voice, expression)
Advantages of stories
- Arouse interest
- Public identifies with the characters in the story
- Easier for people to remember stories
Advantages metaphors
- Helps listeners to understand, remember, and identify with the message
- Provides a striking picture of the situation and appeals to emotions
The listing of three important points is another effective tool to influence the public.
- easily remember 3 things
- seem more convincing
- creates the feeling that the argument is complete
