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PSYIND2 > 07 Power and Influence in the Workplace > Flashcards

07 Power and Influence in the Workplace Flashcards

1
Q

Power is the capacity to (blank)

A

influence others

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2
Q

The essence of power is (blank)

A

control over the behaviors of others

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3
Q

This refers to the capacity to keep a more powerful person or group in the exchange relationship

A

countervailing power

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4
Q

Countervailing power ensures (blank)

A

that the powerful party uses their power judiciously

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5
Q

2 other reasons for compliance

A
  • obedience

- acceptance of authority

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6
Q

Acceptance of authority is sometimes referred to as (blank)

A

consent of the governed

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7
Q

5 sources of power

A
  • legitimate
  • reward
  • coercive
  • expert
  • referent
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8
Q

Which among the 5 sources of power originate mostly from the power holder’s formal position or informal role?

A
  • legitimate
  • reward
  • coercive
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9
Q

Which among the 5 sources of power originate mostly from the power holder’s own characteristics?

A
  • expert

- referent

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10
Q

This source of power is based on job descriptions and mutual agreement

A

legitimate

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11
Q

This source of power is based on a person’s access to rewards that the follower/s want

A

reward

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12
Q

This source of power is based on a person’s ability to impose forms of punishments that follower/s fear

A

coercive

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13
Q

A common manifestation of coercive power

A

peer pressure

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14
Q

This source of power is based on a person’s expertise, competence, and information in a certain are that followers believe or need

A

expert

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15
Q

This source of power is based on a person’s attractiveness to and friendship with the followers that they respect and like

A

referent

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16
Q

These 2 sources of power originate within the person and not the position

A
  • expert

- referent

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17
Q

This source of power is associated with charismatic leadership

A

referent

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18
Q

4 other sources of power in organizations

A
  • process
  • representative
  • coalition
  • information
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19
Q

This source of power refers to the control over methods of production and analysis

A

process power

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20
Q

This source of power is the formal right conferred by the org to speak for and to a potentially important group

A

representative power

21
Q

This source of power is the ability to control another’s behavior indirectly due to an owed obligation or as part of a larger collective interest

A

coalition power

22
Q

This source of power is the access to and/or the control of information

A

information power

23
Q

The process by which managers help others to acquire and use the power needed to make decisions affecting themselves and their work

A

empowerment

24
Q

Empowerment views power as (blank)

A

something that can be shared

25
Q

This refers to any behavior that attempts to alter someone’s attitudes or behavior

A

influence

26
Q

Simply put, influence is (blank)

A

power in motion

27
Q

3 directions of influence

A
  • downward
  • lateral
  • upward
28
Q

11 types of influence tactics

A
  • rational persuasion
  • inspirational appeals
  • consultation
  • collaboration
  • personal appeals
  • apprising
  • ingratiation
  • exchange
  • legitimizing tactics
  • pressure
  • coalition tactics
29
Q

An influence tactic that uses logical arguments and factual evidence to show task completion

A

rational persuasion

30
Q

An influence tactic that appeals to the followers’ values, ideals, and aspirations or by increasing their confidence

A

inspirational appeals

31
Q

An influence tactic that seeks target input or active participation

A

consultation

32
Q

An influence tactic that offers assistance to followers and provides resources for task completion

A

collaboration

33
Q

An influence tactic that appeals to the followers’ loyalty and friendship

A

personal appeals

34
Q

An influence tactic that uses logical arguments and factual evidence to show benefits to the followers

A

apprising

35
Q

An influence tactic that uses praise, flattery, friendly/helpful behavior

A

ingratiation

36
Q

An influence tactic that offers an exchange of favors and willingness to reciprocate at a later time

A

exchange

37
Q

An influence tactic that claims the authority or right by virtue of position

A

legitimizing tactics

38
Q

An influence tactic that uses demands, threats, intimidation

A

pressure

39
Q

An influence tactic that enlists the aid of others close to the follower

A

coalition tactics

40
Q

3 possible consequences of influence tactics

A
  • resistance
  • compliance
  • commitment
41
Q

The behavior of people when the consequence of influence tactics is resistance

A

oppose the behavior desired by the influencer

42
Q

The behavior of people when the consequence of influence tactics is compliance

A

motivated by external sources or rewards to implement a request

43
Q

The behavior of people when the consequence of influence tactics is commitment

A

identify with and highly motivated to implement request

44
Q

3 least effective influence tactics

A
  • pressure
  • coalition
  • legitimizing tactics
45
Q

5 most effective influence tactics

A
  • rational persuasion
  • inspirational appeals
  • consultation
  • collaboration
  • apprising
46
Q

3 influence tactics related to resistance

A
  • pressure
  • coalition
  • legitimizing tactics
47
Q

2 influence tactics related to compliance

A
  • exchange

- apprising

48
Q

2 influence tactics related to commitment

A
  • rational persuasion

- inspirational appeals

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