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24 Cards in this Set

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