week 10 Flashcards
1
Q
definition of power
A
- capacity of person a to influence person b to do something they would not otherwise do
2
Q
french and raven
A
1959
- power -> influence-> causing a change in behaviour, opinions, attitudes, goals needs and values
3
Q
capacity: power types and sources
A
- position power
- > power from job or title you hold
- legitimate power
- > structural position in organization
- coercive power
-> dependent on fear - application of threat of application of pain, suspension
( negative reinforcement) - reward power
- > opposite of coercive (positive reinforcement)
- information power
- > knowledge is power (although this can exist at all levels)
4
Q
personal power
A
- expert power
- referent power
- connection power
5
Q
power and affect and mood
A
- elevated power -> associated with increased experience and expression of positive mood
- high power individuals
- > experience elevated positive mood in their resting state
- those who reported to be dominant, assertive, and/or occupy any leadership role also reported experience of elevated positive mood
6
Q
power and social behaviour
A
- elevated power increases the likelihood of approach - related
- modulate processes related to eating, offensive aggression, and sexual bejaviour
- > should therefore increase performance of approach related behaviours
7
Q
consequences of reduced power
A
- emotions
- > individuals with less power are more likely to feel fear, embarrassment, guilt and pain
- social attention
- > less power interpret ambiguous events as more threatening
- social cognition
- > low power individuals concentrate their gaze more on others than individuals with eleavted power
8
Q
ingratiation
A
- the person seeks to get you in a good mood or to think favourable of him / her before asking you to do something
9
Q
rationality
A
- uses logical arguments and evidence to persuade you to do something
10
Q
assertiveness
A
- uses demands or threats to convicne you to comply
11
Q
sanctions
A
- person prevents others from getting a pay raise, threatens job security or with loss of promotion
12
Q
exchange
A
- makes an explicit or implicit promise that you will receive rewards or tangible benefits if you comply with a request or support a proposal
13
Q
upward appeal
A
- person seeks to persuade you that the request is approved by higher management
- or appeals to higher management in gaining compliance with request
14
Q
blocking
A
- person threatens to stop working with others, stop being friendly and engages in a work slow-down
15
Q
coalition tactics
A
uses the support of others as an argument for you to agree also
