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define power
- power is the capacity of a person, team or organiztion to influence others
- it is a potential use, people have power they do not realize, a perception
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what are the sources of power
- legitimate
- reward
- coercive
- expert
- referent
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what are the contingencies of power?
substitutability, centrality, discretion, visibility
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explain the zone of indifference
range within which people are willing to accept someone else's authority
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which sources of powr operates upwards as well as downward?
reward and coercive
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what is centrality?
- degree and nature of interdependence between powerholder and others
- it is a function of how many others are affected by you and how quickly others are affected by you
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how can one increase power?
- social capital
- reference power
- visibility and centrality contingencies
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what is influence?
any behavior that attempts to alter someone's attitudes or behavior
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what is social capital?
knowledge and other resources available to people or social units from a durable netowrk that connects them to others
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how does social networking increases one's power?
- receiving valuable info increases your expert power
- identification with people in their networks increase referent power
- networkers place themselves in strategic positions in network, gains centrality
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what are the hard influence tactics
- silent authority
- assertiveness
- information control
- coalition formation
- upward appeal
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why are tactics called hard
force behavior change through position power (legitimate, rewards, and coercion)
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what are soft tactics
- rely on more personal sources of power (referent and expert) and appeal to target person's attitudes and needs
- persuation, ingratiation and impression management and exchange
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why does coalition formation work?
- pools power/resources
- legitmizes the issue
- power through social identity
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what is persuasion
the ability to present facts, logical arguments, and emotional appeals to change another person's attitutdes and behavior
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inoculation effect?
causes listeners to generate counterarguments to the anticipated persuation attempts, which makes the oponent's subsequent persuation attempts less effective
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what is ingratiation?
any attempt to increase liking by or perceive similarity to some target person
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what is compliance?
people are motivated to implement the influencer's request at a minimal level of effort and for purely instrumental reason; will not occur without external sources
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commitment
people identify with the influencer's requet and are highly motivated to impolement it even when extrinsic sources of motivation are no longer present
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what does the appropriate influence tactic depend on?
- influencer's power base (people with experitse tend to have more influence using persuasion)
- organizational position
- culture values and expectations
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