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10 Cards in this Set
- Front
- Back
- 3rd side (hint)
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Legitimate power |
Agreement that leading person has authority to request specific behaviors |
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Reward power |
Has power to give rewards and remove sanctions |
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Coercive power |
Ability to apply punishment |
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Expert power |
Originates within person not position that applies knowledge needed for role. |
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Referent power |
Within a person too. Ability to influence others. Intrapersonal skills |
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Information and power |
Control of information. Information is power |
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Contingencies of power |
Substitutability: availability of alternatives Centrality: nature of interdependence b/n powerholder and others Discretion: free to make judgement or decisions without rules Visibility: when others can see power source Social networking: |
SCDVSn |
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8 types of influence tactics |
HARD INFLUENCE TACTICS 1. Silent authority: not having to refer to power base 2. Assertiveness: applying pressure or threats, coercive 3. Information control: manipulating info to chg behaviors 4. Coalition formation: forming groups to collective power and info 5. Upward appeal: gain support from experts or higher authorities SOFT INFLUENCE TACTICS 6. Ingratiation/impression mgm: teachers pet, trying to impress boss 7. Persuasion: using logical arguments to convince others 8. Exchange: promising benefits for compliance |
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Organizational politics |
When observers view behavior as sell serving tactic |
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Machiavellian values |
Belief that deceit is a natural way of influencing |
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