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10 Cards in this Set
- Front
- Back
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Power
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A capacity that A has to influence the behavior of B so that B acts in accordance with A's wishes.
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Dependence
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B's relationship to A when A possesses something that B requires.
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Coercive power
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A power base that is dependent on fear of the negative results from failing to comply.
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Reward power
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compliance achieved based on the ability to distribute rewards that others view as valuable.
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Legitimate power
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The power a person receives as a result of his or her position in the formal hierarchy of an organization.
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Personal power
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Influence derived from an individual's characteristics.
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Expert power
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Influence based on special skills or knowledge.
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Referent power
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Influence based on identification with a person who has desirable resources or personal traits.
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Power tactics
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Ways in which individuals translate power bases into specific actions.
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Political skill
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The ability to influence others in such a way as to enhance one's objectives.
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