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