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72 Cards in this Set

  • Front
  • Back

Rational persuasion

Convincing someone with reason, logic or facts

Inspirational appeals

Build enthusiasm by appealing to others emotions, ideas, or values


Getting others to participate in planning, DM, and changes


Getting someone in a good mood prior to making a request... Being helpful or using flattery

Personal appeals

Referring to friendship and loyalty


Explicit or implied promises or trading favors

Coalition tactic

Getting others to support your efforts


Demanding compliance, intimidation or threats

Legitimating tactics

Based a request on ones authority or right


Agreement followed by initiative and persistence to pursue goals


Reluctant or insincere agreement.. Satisfy minimum requirements


Stalling, unproductive arguing or rejections


People like those who like them. Learn about others likes and dislikes through conversation builds friendship bonds. Sincere, praise, empathy and recognition


Deeds should be repaid

Social proof

People follow those most like themselves. Role models/ peer pressure


People tend to do what they are personally committed to.


Defer and respect creditable experts.


People want items, information and opportunities that have limited ability

Reward power

Promising or granting rewards

(Pay for performance)

Coercive power

Threats of punishment and actual punishment

Legitimating power

Positive or negative formal authority

Positive =job performance

Negative =demeaning to others

Expert power

Valued knowledge or info

Reference power

Ones personal characteristics become the reason for compliance

Theory X

Negative view on human nature dislike work and responsibility

Self serving bias

Ones tendency to take more personal responsibility for success than for failure

Self efficacy

Belief about ones chances of successfully accomplishing a task

Halo effect

Overall impression influences opinion/rating


Extremely positive rating

Central tendency

Average or neutral rating to avoid judgement

Fundamental attribution

Reflects ones tendency to attribute another's behavior to his personal characteristics


Outgoing talkative sociable assertive


Trusting good natured cooperative soft hearted


Dependable responsible achievement oriented persistent

Emotional stability

Relaxed secure unworried

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

Openness to experience

Intellectual curious imaginative broad minded

Emotional intelligence

Ability to manage ones self and ones relationships in a constructive and mature manner

Emotional labor

Faking emotions

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

Positive reinforcement

Strengthening with something pleasing

Negative reinforcement

Strengthening desired behavior by withdrawing something displeasing


Weakening behavior through something displeasure or withdraw positive


Weakening by ignoring

Fixed ratio

Commission on sales

Fixed interval


Self fulfilling prophecy

Predisposition that causes itself to become true

Variable ratio

Shot machines and gambling

Variable interval

Random (fishing)


Solving problem with best possible solution


Choose solution that meets minimum requirements


Probability of event occurring


Influenced by received info


Knowledge of outcome influence probability


Consider risks about gains

1. Forming

Ice breaking stage. Members uncertain and anxious. Trust is low. Conflict in this stage increases creativity.

2. Storming

Time of testing. Subgroups. Rebellion. Procrastination.

Placebo effect

Fake treatment that can improve condition because of expectation

3. Norming

Respected members resolve power struggles. "We feeling" aka group cohesiveness

4. Performing

Solving task problems. Open communication. Cooperation and helping. Personal commitment


Work done

Social loafing

Effort declines as group size increases

Advantages of group DM

Greater pool of knowledge

Different perspectives

Greater comprehension

Increase acceptance

Training ground

Disadvantages of group DM

Social pressure, vocal dominance, logrolling, goal displacement, group think


Low concern for self and great concern for others. Encourages cooperation

Appropriate: handling strategy with something in return

Not: complex worsening problems


High concern for self low concern for others. Others ignored.

Appropriate: unpopular solutions, deadline near, issue minor

Not: open and participative climate


Give and take. Concern for both.

Appropriate: opposite goals+equal power

Not: over usage


Physical manifestations (manner of dress, stories, awards, slogans)

Exposed Values

Values and norms preferred by the organization. Talk the talk "going green"

Exacted values

Behavior actually exhibited


Something stands out


Persons mental picture or summary of an event

Semantic memory

General knowledge