Exam 2 Flashcards
(25 cards)
Attempts to affect or change other people?
Social influence
Capacity or ability to change the beliefs, attitudes or behaviors of others?
Power
Occurs through influence from the group?
Conformity
Conformity provides info about appropriate ____?
Behavior
Conformity has implied or actual group _____?
Pressure
Occurs through influence from the leader of high-status person in the group?
Obedience
Power based on one’s credibility or perceived expertise in an area?
Expert
Power based on another’s liking and admiration?
Referent
Power based on the knowledge or information one has about a topic?
Information
Power based on the recognition and acceptance of a person’s authority?
Legitimate
The ability to reward (reinforce) a desired behavior?
Reward
The ability to threaten or punish undesirable behavior?
Coercive
What 3 power bases are the personal/soft powers?
- Expert
- Referent
- Information
What 3 power bases are the personal/harsh powers?
- Legitimate
- Reward
- Coercive
Team leaders often rely on ____ and ____ power to influence the team?
Expert and referent powers
Use of logical arguments and factual information to persuade?
Rational arguments
Seek a person’s participation in the decision?
Consultation
Attempt to arouse enthusiasm by appealing to a person’s ideals?
Inspirational appeals
Appeal to a person’s sense of loyalty or friendship?
Personal appeals
Use of flattery or friendly behavior to get a person to think favorably of you?
Ingratiation
Offer to exchange favors later for compliance now?
Exchange
Use of demands, threats, or persistent reminders?
Pressure
Make claims that one has the authority to make the request?
Legitimizing tactics
Seek the aid and support of others to increase power of request?
Coalition tactics
