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Flashcards in week 10 Deck (20):
1

definition of power

- capacity of person a to influence person b to do something they would not otherwise do

2

french and raven

1959

- power -> influence-> causing a change in behaviour, opinions, attitudes, goals needs and values

3

capacity: power types and sources

- 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

personal power

- expert power

- referent power

- connection power

5

power and affect and mood

- 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

power and social behaviour

- 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

consequences of reduced power

- 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

ingratiation

- the person seeks to get you in a good mood or to think favourable of him / her before asking you to do something

9

rationality

- uses logical arguments and evidence to persuade you to do something

10

assertiveness

- uses demands or threats to convicne you to comply

11

sanctions

- person prevents others from getting a pay raise, threatens job security or with loss of promotion

12

exchange

- 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

upward appeal

- person seeks to persuade you that the request is approved by higher management

- or appeals to higher management in gaining compliance with request

14

blocking

- person threatens to stop working with others, stop being friendly and engages in a work slow-down

15

coalition tactics

uses the support of others as an argument for you to agree also

16

inspirational appeals

- makes an emotional request or propsal taht arouses enthusiasm by appealing to your values and ideals

17

consultation tactics

- person seeks your participation in making a decision or planning how to implement a proposed policy

18

usage of influence tactics

- yukl and falbe

- respondents asked to describe their own influence attempts with an upward lateral or downward target

19

obedience

- change in behaviour in response to direct request from an authority figure

20

social influence

- amount of social pressure, produced by sources and felt by a target

-> strength
-> position or personal power

-> immediacy
-> psychological distance
-> physical distance

-> group level determinants
-> strength
-> group size and group unity