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19 Cards in this Set
- Front
- Back
Power definition
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Power is a latent property which gives a person the capacity to exert their will.
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Structural sources of power - Pfeffer, 1992
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Formal position of authority
Access to, and control over information and other resources The centrality of a unit/section to the business Being irreplaceable |
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Individual sources of power - Pfeffer, 1992
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Sensitivity and the ability to read and understand others
Flexibility and selecting varied means to achieve goals Ability to be a 'subordinate' and 'team player' to enlist the support of others. |
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Five power bases
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Reward Power
Coercive Power (penalties and sanctions) Referent Power (charisma and role model like traits) Legitimate Power (Authority) Expertise Power (Knowledge) |
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Influence definition (referenced)
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Ability to affect another's attitudes, beliefs or behaviours without using coercion or formal position, and in such a way that the influencee believes they are acting of their own accord.
-Huczynski, 1996 |
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Key Variables for Influencing
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Influencer - characteristics, flexibility towards approach, control over themselves and others.
Message Influencee - characteristics, motivations, ideals, etc. |
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Qualities needed to be an effective influencer (Name three)
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Effective communication - including choosing the right medium. Feedback. Active listening.
Ability to Motivate and Inspire Appropriate rewards and reinforcement Sensitivity to context Genuine desire to develop others |
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Persuasion definition
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A form of influence which guides the influencee towards an adoption of behaviour, belief or attitude, preferred by the persuader.
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Three things persuader must do for the change to be long lasting (Reardon)
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Address the persuadee's motivation - why do they do or act the way they do.
Get influencee involved - goal setting theory for example, people will see how the change helps them to reach their goals. Reward them for changing - encouragement and acknowledgement. Recognise and appreciate efforts to change and eventually they will perceive the change as a reward in itself. |
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For persuasion to be effective, persuader needs to first.. (Conger)
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Establish Credibility - Expertise, Trustworthiness, Composure and Impression.
Frame towards a common ground - provide perspective based on their values Reinforce with logic and reasoning - any errors will arouse doubt Establish an emotional connection - appeal to feelings, fears, dreams, egos, etc. |
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Balance Theory
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Heider.
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Inoculation Theory
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McGuire.
Involves careful preparation, and proper presentation of arguments in and appropriate and compelling environment. Uses 'facts' and explains positives and negatives. Addresses possible issues/complaints before they are communicated. |
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ACE Theory
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Reardon.
Appropriateness - based on generally accepted standards, norms, rules or morality, thus, the message must be geared towards their beliefs and interest. Consistency - how does the proposed change compare to what they currently value or have previously expressed. Effectiveness - Does it lead to a desired state/outcome. Persuaders demonstrates how change will meet persuadee's needs. Example - Business Conference. |
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Cognitive Disssonance
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Festinger.
To deal with this, the theory suggests the PERSUADEE will: -Increase attractiveness of chosen alternative (held belief) -Decrease attractiveness of unchosen alternative -Create an overlap (a reason to compromise) -Revoke completely Occurs when two or more beliefs are in conflict, i.e. their actions are inconsistent with their attitude. Joule & Beauvois. |
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Other Theories
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General Reward Theory.
More likely to be influenced by someone you like. Focuses on persuader's rewarding characteristics, e.g. sincerity, intelligence, etc. Non-verbal cues. |
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Persuasion and Power
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Overlap.
Inoculation = Expertise Power Base. Influencing requires having control over others - suggests it is not independent to power. |
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Effects of Power/Influence
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Obedience
Compliance Commitment Conformity Resistance |
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Ethical Implications
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Is it persuasion or manipulation?
Is it used in conjunction with a power base of fear? Who really benefits? Is information presented accurately? Is the interaction a healthy debate or a test of two wills? |
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Other important concepts
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Rapport
Effective Communication Empathy |