Chapter 10: Power And Influences Flashcards
A contingency of power pertaining to the degree and nature of interdependence between the power holder and others.
Centrality.
A group that attempts to influence people outside the group by pooling the resources and power of its members.
Coalition.
The capacity of a person, team, or organization to keep a more powerful person or a group in the exchange relationship.
Countervailing power.
Actively shaping through self presentation and other means the perceptions and attitudes that others have of us.
Impression management.
Any Behavior that attempts to alter someone’s attitudes or behavior.
Influence.
A persuasive communication strategy of warning listeners that others will try to influence them in the future and that they should be wary of the opponents arguments.
Inoculation effect.
An agreement among organizational members that people in certain roles can request certain behaviors of others.
Legitimate power.
The felt obligation and social expectation of helping or otherwise giving something of value to someone who has already helped or given something to you.
Norm of reciprocity.
The use of facts, logical arguments, and emotional appeals to change another person’s beliefs and attitudes, usually for the purpose of changing the person’s behavior.
Persuasion.
The capacity of a person, team, or organization to influence others.
Power.
The capacity to influence others on the basis of an identification with respect for the power holder.
Referent power.
The knowledge, opportunities, and other resources available to members of a social network, along with the mutual support, trust, reciprocity, and coordination that facilitate sharing of those resources.
Social capital.
Social structures of individuals or social units that are connected to each other through one or more forms of interdependence.
Social networks.
An area between two or more dense social network areas that lacks Network ties.
tructural hole.
A type of influence in which someone with higher authority or expertise is called upon in reality or symbolically to support the influencers position.
Upward appeal.
