Chapter 12
conformity
Adjusting one's behavior or thinking to coincide with a group standard.
powerlessness
a lack of autonomy and participation
referent power
ability to alter another's behavior because of the individual's desire to identify with the power source
association power
arises from influence with a powerful person on whom others depend
empowering others
articulate a clear vision and goals, foster (their) personal mastery, model successful behaviors, provide support, provide necessary information and resources
constructive resistance
characterized by thoughtful dissent aimed at constructively challenging the influencing agent to rethink the issue
zero sum game
describes a situation in which one person's gain is equal to another person's loss.
ways of building and using power effectively
develop valued expertise, improve sources of personal attraction, put forth effort, develop legitimacy/credibility
Bathsheba syndrome
epitomized when men and women in the pinnacle of power with strong personal integrity and intelligence engage in unethical and selfish behavior because they mistakenly believe they are above the law
dysfunctional resistance
involves a more passive form of noncompliance in which individuals ignore or dismiss the request of the influencing agent
empowerment
involves sharing power, information, and rewards with employees to make decisions and solve problems in their work
internalization
occurs when an individual accepts influence because the induced behavior is congruent with their value system
identification
occurs when individuals accept an influence attempt because they want to maintain a positive relationship with the person or group making the influence request
commitment
occurs when individuals accept an influence attempt out of duty or obligation
dependence
one person or group relies on another person or group to get what they want or need
reward power
one's ability to administer positive rewards and removes or decreases negative rewards
psychological reactance theory
people rebel against constraints and efforts to control their behavior
information power
possession of or access to information that is valuable to others
force
power made operative against another's will
social power
power that comes from the ability to influence another in a social relation
reciprocal alliances
represent power arising from alliances with others developed through reciprocity (the trading of power or favors for mutual gain in organizational transactions).
legitimate power
represents a belief that those holding certain positions have a legitimate right to prescribe behavior
personal power
resides in the individual, and is generated in relationships with others, expert and referent
position power
stems from the formal hierarchy or authority vested in a particular role
power
the ability of person or group to influence or control some aspect of another person or group
connection power
the ability to call on connections and networks both inside and outside the organization for support in getting things done and in meeting one's goals
control
the authority or ability to exercise restraining or dominating influence over someone or something
expert power
the power a person has because of special skills and abilities that others need but do not possess themselves
zone of indifference
the range of authoritative requests to which a subordinate is willing to respond without subjecting the directives to critical evaluation or judgment
coercive power
the use of threat or punishment when others do not comply with influence attempts
Compliance
when individuals accept another's influence not because they believe in the content but because of the rewards or punishments associated with the requested action