Conceptions of Power and Influence
Power Types and Sources
How Power is Acquired or Lost
Types of Influence Beahavior
Malcolm X
100
The capacity of one party to influence another party------> Commitment --Authority --Instrumental-- Compliance-- Power-- Target
What is Power?
100
The target person complies in order to obtain rewards controlled by the agent---------> Coercive Power--Legitimate Power--Referent Power--Reward Power--Expert Power
What is Reward Power?
100
The theory that explains how power is gained and lost as reciprocal influence processes occur over time between leaders and followers in SMALL GROUPS------> Strategic Contingency Theory--Pursuing selfish motives rather than loyally serving--Having unique and irreplaceable expertise--Commitment--Social Exchange Theory
What is Social Exchange Theory?
100
The agent asks the target to carry out a request or support a proposal out of friendship ----------> Pressure--Personal Appeal--Collaboration--Rational Persuasion--Coalition Tactics
What is Personal Appeal?
100
Malcom X's role in the influence relationship- the one influencing
What is an agent?
200
The individual or group influencing is the agent while the individual or group being influenced is the _______ -------> Commitment--Authority--Instrumental Compliance--Power--Target
What is the Target?
200
The target person complies in order to avoid punishments controlled by the agent------> Coercive Power--Legitimate Power--Referent Power--Reward Power--Expert Power
What is Coercive Power?
200
Includes the acquisition and loss of power by different SUBUNITS of an organization and the power distribution is a changing environment-----> Strategic Contingency Theory--Pursuing selfish motives rather than loyally serving--Having unique and irreplaceable expertise--Commitment--Social Exchange Theory
What is Strategic Contingency Theory?
200
The agent uses logical arguments and factual evidence to show a proposal or request is feasible and relevant for attaining important task objectives---------> Pressure--Personal Appeal--Collaboration--Rational Persuasion--Coalition Tactics
What is Rational Persuasion?
200
In relation to the government during civil rights movement, Malcolm X and his followers had this outcome of influence attempt.
What is Resistance?
300
The range of requests that can properly be made and the range of actions that can properly be taken--------> Commitment--Compliance--Scope of Authority--Power--Internalization
What is Scope of Authority?
300
The target person complies because he or she believes the agent has the right to make the request and the target person has the obligation to comply-----> Coercive Power--Legitimate Power--Referent Power--Reward Power--Expert Power
What is Legitimate Power?
300
A reason why a leader will have a negative evaluation according to the social exchange theory------> Strategic Contingency Theory--Pursuing selfish motives rather than loyally serving--Having unique and irreplaceable expertise--Commitment--Social Exchange Theory
What is Pursuing selfish motives rather than loyally serving?
300
The agent uses demands, threats, frequent checking, or persistent reminders to influence the target person---------> Pressure--Personal Appeal--Collaboration--Rational Persuasion--Coalition Tactics
What is Pressure?
400
The outcome one gets where the target is willing to do what the agent asks but is apathetic rather than enthusiastic about it and will make only a minimal effort------> Commitment--Compliance--Scope of Authority--Power--Internalization
What is Compliance?
400
The target person complies because he or she believes that the agent has special knowledge about the best way to do something-----> Coercive Power--Legitimate Power--Referent Power--Reward Power--Expert Power
What is Expert Power?
400
A reason why a leader will have a positive evaluation according to the Strategic Contingency Theory------> Strategic Contingency Theory--Pursuing selfish motives rather than loyally serving--Having unique and irreplaceable expertise--Commitment--Social Exchange Theory
What is having unique and irreplaceable expertise?
400
The agent offers to provide relevant resources and assistance if the target will carry out a request or approve a proposed change -------> Pressure--Personal Appeal--Collaboration--Rational Persuasion--Coalition Tactics
What is Collaboration?
500
The influential process that utilizes the target person's underlying values and beliefs --------> Commitment--Compliance--Scope of Authority--Internalization
What is Internalization?
500
The target person complies because he or she admires or identifies with the agent and wants to gain the agent's approval-----> Coercive Power--Legitimate Power--Referent Power--Reward Power--Expert Power
What is Referent Power?
500
The Strategic Contingencies Theory fails to take this into account this possibility------> Strategic Contingency Theory--Pursuing selfish motives rather than loyally serving--Having unique and irreplaceable expertise--Using power to protect its dominant position in the organization--Social Exchange Theory
What is Using power to protect its dominant position in the organization
500
The agent seeks the aid of others to persuade the target to do something or uses the support of others as a reason for the target to agree-----> Pressure--Personal Appeal--Collaboration--Rational Persuasion--Coalition Tactics
What is Coalition Tactics?
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