Power - Chapter 10

Question 1

Centrality

Answer 1

A contingency of power pertaining to the degree and nature of interdependence btw the powerholders and others.

Question 2

Charisma

Answer 2

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

Question 3

Influence

Answer 3

Any behaviour that attempts to alter someone’s attitudes or behaviour.

Question 4

Ingratiation

Answer 4

Any attempt to increase liking by, or perceived similarity to, some targeted person.

Question 5

Inoculation Effect

Answer 5

A persuasive communication strategy of warning a listener that others will try to influence them in the future and that they should be wary about the opponent’s arguments.

Question 6

Power

Answer 6

The capacity of a person, team or organization to influence others.

Question 7

Referent Power

Answer 7

The capacity to influence others on the basis of an identification with and respect for the powerholder.

Question 8

Upward Appeal

Answer 8

A type of influence in which someone with higher authority or expertise is called on to support the influencer’s position.