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OrgBeh Ch 6
Ch 6: Power and Influence
18
Business
Undergraduate 4
04/12/2012

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Term
Power
Definition
the ability to exert influence to control others or events, and the capacity to defend against the influence of others
Term
Authority
Definition
the type of power a person possesses due to his position
Term
influence
Definition
power in action
Term
5 power bases
Definition
  • reward power
  • legitimate power
  • referent power
  • expert power
  • coercive power
Term
Reward Power
Definition
ability to provide others with rewards they desire in exchange for work you need accomplished
Term
Legitimate Power
Definition
 power that is invested in a role or job position (often called authority)
Term
Referent Power
Definition
associated with the person, not the position
Term
Expert Power
Definition
 normally associated with a person and closely with the rank or position, when a person has knowledge and skill someone else requires
Term
Coercive Power
Definition

associated with either a person or the rank attached to a person's position

 

power to force someone to do something against his/her will

Term
Norms
Definition
code of conduct about what constitutes acceptable behavior
Term
conformity
Definition
tendency to believe, behave and perceive in ways that are consistent with group norms
Term
Social Influence Weapons
Definition
  1. friendship/liking
  2. commitment and consistency
  3. scarcity
  4. reciprocity
  5. social proof
  6. appeals to authority
Term
Commitment and Consistency
Definition
  • foot-in-the-door
  • lowballing (once offer agreed, other party adds unactactive details and you still follow through)
  • bait-and-switch
Term
Scarcity
Definition

Hard-to-Get: rare

Deadline: limited time offer!

One-of-a-kind: unique

Term
Psychological reactance Theory
Definition
whenever free choice is limited or threatened, the need to retain our freedom makes us want it more than before
Term
reciprocity
Definition

door in the face: large request made and denied, followed by a smaller request

that's not all: offer coupled with added benefits before you've agreed

foot-in-mouth: makes you feel like in personal relationship then you feel awkward about turning down request

Term
social proof
Definition

repeated affirmations: people think something repeated is true

vivid examples: using a single vivid example

name-dropping: making associations with other important, well-known people

Term
appeals to authority
Definition

snob appeal:appeal to someone's sense of superiority

appeal to tradition: lie of asserting that something is right or good because it is old

appeal to novelty: lie of asserting something is better or more correct because it is newer

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