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72 Cards in this Set
- Front
- Back
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Rational persuasion |
Convincing someone with reason, logic or facts |
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Inspirational appeals |
Build enthusiasm by appealing to others emotions, ideas, or values |
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Consultation |
Getting others to participate in planning, DM, and changes |
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Ingratiation |
Getting someone in a good mood prior to making a request... Being helpful or using flattery |
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Personal appeals |
Referring to friendship and loyalty |
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Exchange |
Explicit or implied promises or trading favors |
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Coalition tactic |
Getting others to support your efforts |
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Pressure |
Demanding compliance, intimidation or threats |
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Legitimating tactics |
Based a request on ones authority or right |
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Commitment |
Agreement followed by initiative and persistence to pursue goals |
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Compliance |
Reluctant or insincere agreement.. Satisfy minimum requirements |
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Resistance |
Stalling, unproductive arguing or rejections |
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Liking |
People like those who like them. Learn about others likes and dislikes through conversation builds friendship bonds. Sincere, praise, empathy and recognition |
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Reciprocity |
Deeds should be repaid |
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Social proof |
People follow those most like themselves. Role models/ peer pressure |
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Consistency |
People tend to do what they are personally committed to. |
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Authority |
Defer and respect creditable experts. |
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Scarcity |
People want items, information and opportunities that have limited ability |
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Reward power |
Promising or granting rewards (Pay for performance) |
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Coercive power |
Threats of punishment and actual punishment |
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Legitimating power |
Positive or negative formal authority Positive =job performance Negative =demeaning to others |
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Expert power |
Valued knowledge or info |
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Reference power |
Ones personal characteristics become the reason for compliance |
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Theory X |
Negative view on human nature dislike work and responsibility |
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Self serving bias |
Ones tendency to take more personal responsibility for success than for failure |
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Self efficacy |
Belief about ones chances of successfully accomplishing a task |
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Halo effect |
Overall impression influences opinion/rating |
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Leniency |
Extremely positive rating |
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Central tendency |
Average or neutral rating to avoid judgement |
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Fundamental attribution |
Reflects ones tendency to attribute another's behavior to his personal characteristics |
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Extraversion |
Outgoing talkative sociable assertive |
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Agreeableness |
Trusting good natured cooperative soft hearted |
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Conscientiousness |
Dependable responsible achievement oriented persistent |
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Emotional stability |
Relaxed secure unworried |
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Theory Y |
mcGregor.. Positive set of assumptions about people at work. Can accomplish more through there by viewing them as self energized committed responsible and creative |
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Openness to experience |
Intellectual curious imaginative broad minded |
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Emotional intelligence |
Ability to manage ones self and ones relationships in a constructive and mature manner |
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Emotional labor |
Faking emotions |
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Why rewards fail? |
-too much emphasis on money -lack appreciation effect -extensive benefits become entitlements -counterproductive behavior -one size fits all -delay of reward -one shot rewards |
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Positive reinforcement |
Strengthening with something pleasing |
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Negative reinforcement |
Strengthening desired behavior by withdrawing something displeasing |
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Punishment |
Weakening behavior through something displeasure or withdraw positive |
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Extinction |
Weakening by ignoring |
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Fixed ratio |
Commission on sales |
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Fixed interval |
Salary |
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Self fulfilling prophecy |
Predisposition that causes itself to become true |
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Variable ratio |
Shot machines and gambling |
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Variable interval |
Random (fishing) |
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Optimizing |
Solving problem with best possible solution |
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Satisficing |
Choose solution that meets minimum requirements |
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Representativeness |
Probability of event occurring |
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Anchoring |
Influenced by received info |
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Hindsight |
Knowledge of outcome influence probability |
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Framing |
Consider risks about gains |
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1. Forming |
Ice breaking stage. Members uncertain and anxious. Trust is low. Conflict in this stage increases creativity. |
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2. Storming |
Time of testing. Subgroups. Rebellion. Procrastination. |
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Placebo effect |
Fake treatment that can improve condition because of expectation |
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3. Norming |
Respected members resolve power struggles. "We feeling" aka group cohesiveness |
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4. Performing |
Solving task problems. Open communication. Cooperation and helping. Personal commitment |
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Adjourning |
Work done |
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Social loafing |
Effort declines as group size increases |
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Advantages of group DM |
Greater pool of knowledge Different perspectives Greater comprehension Increase acceptance Training ground |
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Disadvantages of group DM |
Social pressure, vocal dominance, logrolling, goal displacement, group think |
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Obligating |
Low concern for self and great concern for others. Encourages cooperation Appropriate: handling strategy with something in return Not: complex worsening problems |
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Dominating |
High concern for self low concern for others. Others ignored. Appropriate: unpopular solutions, deadline near, issue minor Not: open and participative climate |
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Compromising |
Give and take. Concern for both. Appropriate: opposite goals+equal power Not: over usage |
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Artifacts |
Physical manifestations (manner of dress, stories, awards, slogans) |
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Exposed Values |
Values and norms preferred by the organization. Talk the talk "going green" |
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Exacted values |
Behavior actually exhibited |
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Salient |
Something stands out |
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Schema |
Persons mental picture or summary of an event |
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Semantic memory |
General knowledge |
