Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
25 Cards in this Set
- Front
- Back
|
Dependency |
Function of power and an important aspect or power |
|
|
Power |
Refers to a capacity that A has on behavior of B |
|
|
3 forms of formal power |
Coercive power Reward power Legitimate power |
|
|
Coercive power |
"If you don't do this..." Slightly threatening |
|
|
Reward power |
Vacations and bonuses |
|
|
Legitimate power |
"Because im the boss, ive been here for 15 years..." |
|
|
Personal power |
What you bring or an average employee |
|
|
Expert power |
Researched scholarly articles, experts |
|
|
Referent power |
Powerful reference (actors/celebs referring a product) |
|
|
Which is more effective influence? |
Personal power |
|
|
General dependency postulate |
When you posses anything that others require but that you alone control, you make them dependent upon you and , therefore, you gain power over them |
|
|
What creates dependence? |
Importance Scarcity Nonsubstitutability |
|
|
Influencing tactics |
Legitimacy Rational persuasion Consultation Exchange Personal appeals Pressure Inspirational appeals Coalitions Ingratiating |
|
|
Legitimacy |
Boss has the power to influence - going down |
|
|
Rational persuasion |
Across and perhaps going up |
|
|
Consultation |
Supervisor from another area |
|
|
Exchange |
You do this for me and i will do this for you |
|
|
Personal appeals |
Can you do this for me? |
|
|
Pressure |
Not always positive - across and going up |
|
|
Inspirational appeals |
Going down from supervisor to emoloyees |
|
|
Coalitions |
Joing together - across and going up |
|
|
Ingratiating |
Going up |
|
|
Political behavior |
Activities not required as part of ones formal role in the organization, whistle-blowing |
|
|
Impression management |
Process by which individuals attempt to control the impression others form of them |
|
|
Implications of managers |
Maximize your power, want to increase others dependence on you |
