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24 Cards in this Set
- Front
- Back
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power
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capacity to influence (agent)
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control
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extreme form of influence, agent can impose severe restricitons on behavior of target
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conformity
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proper objective of the influence process, target changed behavior as result of agent
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uniformity
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people engaging in acceptable behavior but you can't identify the influence
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compliance
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target conformed in order to gain reward or avoid punishment, requires surveillance
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identification
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target expects induced behavior to maintain established relationship, requires perfect behavior
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internalization
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target conforms because he perceives behavior to be congruent with own values, difficult, agent loses power
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power-reward
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agent has power over target when a has resources which are valued by t
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power-coercive
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a has power over t when a has resources which could cause t to have unpleasant experiences
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power-legitimate
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a has power over t when a possesses atrributes which cause t to perceive that a has right to influence, t has obligation to conform (values, position, designation)
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power-expert
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a has power over t when a has valid knowledge which is useful, requires credibility, knowledge, trust
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power-referent
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a has power over t when a possesses personal attributes which causes t to be attracted to a
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sus to influence-dependency
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greater a t's dependency, more likely they will be influenced
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sus to influence-uncertainty
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greater a t's uncertainty, more likely they will be influenced
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sus to influence-culture
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if cultures stresses individuality and dissent, t's less likely to be influenced
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sus to influence-personality characteristics
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higher tolerance for ambiguity and self-esteem, not likely to be influenced
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sus to influence-intelligence
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can't really tell, self-esteem is more important
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coervice-referent
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if agent uses coervice power, tends to diminish referent power
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expert-legitimate
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display of expert power tends to establish legit power
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reward-referent
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use reward power, enhances referent power
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situational power
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reward, coervice, legitimate
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personal power
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expert, referent
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situational susceptibility
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dependency, uncertainty
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personal susceptibility
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personality characteristics, intelligence
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