GB 215 Mini Quiz

What is influence?

Influence is any behavior that attempts to alter one's attitude or behavior.

Describe the 5 sources of power.

Legitimate power is an agreement among organizational members that people in certain roles can request a set of behaviors from others. Reward power is derived from the person's ability to control the allocation of rewards valued by others and to remove the negative sanctions. Coercive power is the ability to apply punishment. Expert power is an individual's or work unit's capacity to influence others by possessing knowledge or skills valued by others. Referent power is the capacity to influence others on the basis of an identification with and respect for the power holder.

What are the 5 sources of power?

Legitimate, reward, coercive, expert, and referent

Describe the three "soft" tactics. what makes them "soft"?

Persuasion is using logical arguments, factual evidence, and emotional appeals to convince people of the value of a request. Impression management is actively shaping, through self-presentation and other means, the perceptions and attitudes others have of us. This includes ingratiation, which refers to the influencer's attempt to be more liked by the targeted person or group. Finally, exchange is promising benefits or resources in exchange for the target person's compliance. These three influence tactics are "soft" as they rely more on personal sources of power.

What is power?

Power is the capacity of a person, team, or organization to influence others.

Describe the 5 hard tactics. What makes them "hard"?

Silent authority is influencing behavior through legitimate power without explicitly referring to that power base. Assertiveness is actively applying legitimate and coercive power by applying pressure or threats. Information control is explicitly manipulating someone's access to information for the purpose of changing his or her attitudes/behaviors. Coalition formation is forming a group that attempts to influence others by pooling the resources and power of its members. Upward appeal is relying symbolically on or in reality on people with higher authority or expertise to support our position. These five influence tactics are "hard" as they force behavior through position power.

What is the difference between power and influence?

The difference is that power is the potential to change one's attitudes or behaviors, whereas influence is actually changing one's attitude or behaviors.

What are the three potential consequences of influence tactics?

resistance, compliance and commitment

What are the eight types of influence tactics?

silent authority, assertiveness, information control, coalition formation, upward appeal, persuasion, impression management, and exchange