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test 3
test3
13
Management
Undergraduate 2
04/09/2008

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Cards

Term
Power
Definition
Capacity to influence others
Term
Control
Definition
Extream form of influence- can impose severe restrictions on others behaviors
Term
Conformity
Definition
Chang target's behavior through influence
Term
Uniformity
Definition

Everybody acting in a common manner with out direct influence process

no need to tell ppl to were shoes to class

Term
Compliance
Definition
target changes behavior to get award or avoid punishment
Term
Identification
Definition
expect to induce behavior to establish status like agent has
Term
Internalization
Definition
The targets belief that the induced behavior is the right behavior
Term
Five types of power
Definition
Reward
Coercive
Legitimate
Expert
Referent
Term
Reward
Definition
agent has power because they possess resources that are valued by the target
Term
coercive
Definition
agent has power when they possess resources that could cause the target to have an unpleasant experience
Term
legiimate
Definition
an agent has this power when they possess attributes that cause a target to perceive that the agent has a right to influence and the target has a right to conform
Term
expert
Definition
agent has power when they have expertise in the feild
Term
referent
Definition
the agent has power when they posses personal characteristics that make the target attracted to agent- to the point when they conform to the agent
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