capacity that A has to influence the behavior of B so B acts in accordance with A’s wishes.
True or False...
There is a High correlation between Power and Dependency.
True.
The greater B’s dependence on A, the greater A’s power in the relationship.
Multiple Choice.
This power is based on an individual’s position in an organization. It can come from the ability to coerce or reward, or from formal authority.
B) Formal Power.
Multiple Choice.
This power base depends on fear of the negative results from failing to comply. It rests on the application, or the threat of application, of physical sanctions such as the infliction of pain, frustration through restriction of movement, or the controlling by force of basic physiological or safety needs.
B) Coercive Power
Multiple Choice:
people comply because it produces positive benefits
C) Reward Power.
Multiple Choice:
the power a person receives as a result of his or her position in the formal hierarchy of an organization.
A) Legitimate Power.
Multiple Choice:
Type of power or influence derived from an individual’s characteristics.
A) Personal Power
Multiple Choice:
Type of power or influence based on special skills or knowledge.
B) Expert Power
Multiple Choice:
influence based on identification with a person who has desirable resources or personal traits.
C) Referent Power
What are the three bases of formal power?
Coercive, reward, legitimate
What are the two bases of personal power?
Expert, Referent
True or False:
Formal sources of Power are the most important to have.
False:
Personal sources of power are the most effective and most important.
Define power tactics.
ways in which individuals translate power bases into specific actions
Multiple Choice:
Relying on your authority position or saying a request accords with organizational policies or rules.
C) Legitimacy
Multiple Choice:
Presenting logical arguments and factual evidence to demonstrate a request is reasonable.
I) Rational Persuasion
Multiple Choice:
Developing emotional commitment by appealing to a target’s values, needs, hopes, and aspirations.
D) Inspiration.
Multiple Choice:
Increasing the target’s support by involving him or her in deciding how you will accomplish your plan.
F) Consultation.
Multiple Choice:
Rewarding the target with benefits or favors in exchange for following a request.
D) Exchange
Multiple Choice:
Rewarding the target with benefits or favors in exchange for following a request.
G) Personal Appeals
Multiple Choice:
Using flattery, praise, or friendly behavior prior to making a request.
A) Ingratation
Multiple Choice:
Using warnings, repeated demands, and threats.
F) Pressure
Multiple Choice:
Enlisting the aid or support of others to persuade the target to agree.