Term
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Definition
| The capacity of a person, team, or organization to influence others |
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Definition
| The capacity to a person, team, or organization to keep a more powerful person or group in the exchange relationship |
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Term
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Definition
| The capacity to influence others through formal authority |
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Term
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Definition
| The capacity to influence others based on the identification and respect they have for the power holder |
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Term
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Definition
| The extent to which people dependent on a resource have alternatives |
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Term
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Definition
| Legitimate, Reward, Coercive, Expert, Referent |
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Term
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Definition
| Substitutability, Centrality, Discretion, Visibility |
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Term
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Definition
| The degree and nature of interdependence between the power holder and others |
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Term
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Definition
| The process of learning the ropes of organizational life from a senior person within the company |
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Term
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Definition
| Cultivating social relationships with others to accomplish one's goals |
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Term
| Types of Influence Tactics (9) |
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Definition
| Silent Authority, Assertiveness, information control, coalition formation, upward appeal, ingratiation/impression management, persuasion, exchange |
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Term
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Definition
| An informal group that attempts to influence people outside the group by pooling the resources and power of its members |
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Term
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Definition
| A type of coalition in which one or more members have higher authority or expertise |
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Term
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Definition
| Any attempt to increase liking by, or perceived similarity to, the targeted person |
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Term
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Definition
| the practice of actively shaping one's public image |
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Term
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Definition
| Using logical arguments, facts, and emotional appeals to encourage people to accept a request or message |
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Term
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Definition
| 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 opponent's arguments |
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Term
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Definition
| Behaviors that others perceive as self-serving tactics for personal gain at the expense of other people and possibly the organization |
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Term
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Definition
| The belief that deceit is a natural and acceptable way to influence others |
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