6845467
Description
Flashcards by Laura McDaniel, updated more than 1 year ago
More
| Question | Answer |
| Chptr. 8: | Power |
| Social power | The capacity to influence others, even when these others try to resist influence |
| Power bases | Sources of social power in a group, including one's degree of control over rewards and punishment, authority in the group, attractiveness, expertise, and access to and control over information needed by group members (originally described by John French and Bertram Raven) |
| Reward power | Power based on one's control over the distribution of rewards (both personal and impersonal) given or offered to group members |
| Coercive power | Power based on one's ability to punish or threaten others who do not comply with requests or demands |
| Legitimate power | Power based on an individual's socially sanctioned claim to a position or role that gives the occupant the right to require and demand compliance with his or her directives |
| Referent power | Power based on group members' identification with, attraction to, or respect for the powerholder |
| Charisma | From the Greek xarisma (a divine gift of grace), the ascription of extraordinary or supernatural acumen, ability, and value to a leader by his or her followers (coined by Max Weber) |
| Expert power | Power that derives from subordinates' assumption that the powerholder possesses superior skills and abilities |
| Informational power | Power based on the potential use of informational resources, including rational argument, persuasion, or factual data |
| Power tactics | Specific strategies used to influence others, usually to gain a particular objective or advantage |
| Compliance tactics | Subtle, indirect, and difficult to detect techniques used to influence another person, usually without his or her awareness |
| Foot-in-the-door technique | A method of influence in which the influencer first makes a very small request that the target will probably agree to; once the target agrees to the minor request, he or she is more likely to agree to the influencer's more important request |
Want to create your own Flashcards for free with GoConqr? Learn more.