Types of Power
Because of their position, one party in the relationship is able to control the other party
What is legitimate power?
Which compliance-gaining strategy is this an example of?
"Will you drive me to the airport?"
What is a direct request?
Using ones authority to persuade.
"Do it because I want you to."
What is authority?
A mental set or readiness to respond that causes us to react in a particular way to a given stimulus.
What is attitude?
The potential to influence
What is power?
One party in the relationship is able to persuade another to believe or act as they want.
What is persuasive power?
Which compliance-gaining strategy is this an example of?
"If you drive me to the airport, I'll buy you dinner."
Strike a deal/Offer a trade
Basing the logic on past instances.
"This has always worked before."
What is consistency?
Ideas about what is important in our lives. They represent our feelings about the worth of something.
Values
Provide the basis or foundation for our attitudes. Sometimes used interchangeably with the term attitude, despite being different.
Beliefs
One party in the relationship possesses special knowledge or skill that another individual believes they need.
What is expert power?
Which compliance-gaining strategy is this an example of?
"Will you drive me to the airport so that we can talk about what needs to be done while I'm away?"
What is strengthening with supporting evidence?
Based on limited supply or time.
"Hurry, before it's not possible to do so."
What is scarcity?
The extent to which the cultures members believe that institutional and organizational power should not be shared equally and that all decisions by power holders must be accepted.
What is power distance?
Cues that stimulate programmed responses to persuasive appeals. These cues take six forms.
One party in the relationship controls something valued by the other party.
What is reward power?
Which compliance-gaining strategy is this an example of?
"I can't believe that you haven't offered to take me to the airport. If you don't, I'll complete it the report while I'm away, and I won't put your name on it."
What is exerting coercion?
Based on the majority being in agreeance.
"The whole administration is in favor of this."
What is social proof?
Treating power as a fact of life, accepting inequalities in society, and bypassing suboridnates in decision making.
What is high power distance?
Minimizing class and social differences, challenging authority figures, and using power for legitimate purposes only.
What is low power distance?
One party in the relationship can deliver negative consequences in response to the actions of another.
What is coersive power?
Which compliance-gaining strategy is this an example of?
"I really want to be able to recommend you to be apart of this special team we're forming, but I need to learn more about how you think. I just wish you could take me to the airport so we'd have more time to talk."
What are emotion-laden statements?
A feeling of obligation to return a favor.
"You owe me."
What is reciprocation?
We symbolize our relationships with plus and minus signs. A plus sign signifies positive feelings or attitudes, and a minus represents negative feelings or attitudes.
What is balance theory?
An aversive drive that propels us toward consistency. In other words, once we have acted, we feel compelled to bring our beliefs into harmony with our actions.
What is cognitive dissonance?