Power & Influence I

Question 1

Power

Answer 1

ability to influence behavior of others to get what you want

Question 2

Power distribution

Answer 2

is usually highly visible withing organizations

Question 3

Power does not only come from

Answer 3

a formal position or title

Question 4

Legitimate power base

Answer 4

comes from a role or position

Question 5

Reward power base

Answer 5

power to grant a reward (pay raise, promotion)

Question 6

Coercive power base

Answer 6

power to punish for noncompliance

Question 7

Expert power base

Answer 7

power that comes from KSAs

Question 8

Information power base

Answer 8

power comes from informational access

Question 9

Referent power base

Answer 9

power that comes from being liked and respected

Question 10

Power and Dependency

Answer 10

Power shares an inverse relationship with dependence

Question 11

dependency determinants

Answer 11

scarcity, importance, substitutability

Question 12

scarcity

Answer 12

the more difficult something is to obtain, the more valuable it tends to be. ex: its rare to get a chance on a project like this

Question 13

Importance

Answer 13

If KSA is vital/valuable to organization, you will gain power. Ex: if you know how to solve a etch issue and everyone uses that program, people are dependent on you.

Question 14

Substitutability

Answer 14

The harder to find a substitute, the more valuable. Ex: only person in org, you have power

Question 15

Power allows

Answer 15

people to more directly control organizational decisions and processes

Question 16

Align

Answer 16

Powerful leaders can align entire organizations together to achieve goals

Question 17

Abuse

Answer 17

power can easily be abused

Question 18

Power Paradox

Answer 18

people typically rise in power through advancing the interests of others and empathy, but once they get power, they tend to be more selfish.

Question 19

Influence

Answer 19

Change in thoughts, feelings, or behavior caused by other people. Typically adjust behavior in response to cues from social environment.

Question 20

Conformity

Answer 20

Refers to change in behavior to go along with group even if disagree. Following upspoken rules.

Question 21

Conformity + Social Norms

Answer 21

people generally want to abide by and behave consistently with social norms

Question 22

Asch Studies

Answer 22

Participants assumed the rest of the group had more information regarding the correct choice, so they would conform and say that two lines were the same length, even if it was obviously not.

Question 23

Conformity factors

Answer 23

1. Size of group
2. Public response

Question 24

Remedies to Conformity

Answer 24

1. Presence of a dissenter
2. Private responses

Question 25

Compliance

Answer 25

change in behavior in response to a request or demand from another person.
More explicit than conformity.

Question 26

Milgram Studies

Answer 26

2 people in one room: administrator and test subject. Subject would be asked to afflict pain to another person across the wall and could hear recorded screams.

Question 27

Milgram studies finding

Answer 27

found that people are likely to comply and follow authority even against their own judgement. Although many participants expressed concern, few actually stopped when told they needed to complete experiment.

Question 28

Factors that CONTRIBUTE to compliance

Answer 28

• size of majority
• desire for affiliation

Question 29

Remedies to compliance

Answer 29

• information gathering

Question 30

foot-in-door

Answer 30

• people who comply with an initial small request are more likely to comply to a subsequent larger request
• work because of commitment and consistency
  ex. lawn signs to window stickers

Question 31

Door-in-Face

Answer 31

• people who refuse an initial large request are more likely to comply to a subsequent smaller request.
• works because of reciprocity
• ex. chaperoning juveniles to donating to zoo

Question 32

Obedience

Answer 32

• refers to change in behavior as a result of a direct command from another person
• more direct than compliance, authority figure is typically required.

Question 33

Stanford Prison Experiment

Answer 33

• people readily obey and give into power of situation
• people took roles even though they were randomly assigned
• guards quickly became abusive, and prisoners became submissive

Question 34

Factors that contribute to obedience

Answer 34

-proximity to authority figure
- fear of consequences

Question 35

remedies to obedience

Answer 35

• have an ethical code
• engage in moral imagination

Question 36

behavior is a function of

Answer 36

both psychological features and social situation

Question 37

Situational strengths

Answer 37

is often a major influence of behavior

Question 38

Enviornmental ques

Answer 38

have potential to guide and direct behavior. Strong situation: red traffic light. Weak situation: yellow.

Question 39

situational dimensions

Answer 39

clarity, consistency, constraints, consequences

Question 40

clarity

Answer 40

how available and easy to understand are cues?

Question 41

consistency

Answer 41

how compatible are cues with each other?

Question 42

constraints

Answer 42

how limited is a person’s behavior by outside forces?

Question 43

consequences

Answer 43

what are implications for person’s behaviors?