Chapter 11

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powerlessness

a lack of power

interpersonal influence

a subtle and influential personal style that is effective in getting things done

information power

access to and control over important information

social astuteness

accurate perception and evaluation of social situations

political behavior

actions not officially sanctioned by an organization that are taken to influence others in order to meet one's personal goals.

strategic contingencies

activities that other groups depend on in order to complete their tasks

referent power

an elusive power that is based on interpersonal attraction.

sincerity

an individual's ability to portray forthrightness and authenticity in all of their dealings

networking ability

an individual's capacity to develop and retain diverse and extensive social networks

meaning

fit between the work role and the employee's values and beliefs

self-determination

having control over the way one does his or her work

utilitarian power

influencing members by providing them with rewards and benefits

normative power

influencing members by using the knowledge that they want very much to belong to the organization and by letting them know that what they are expected to do is the "right" thing to do

moral membership

members have such positive feelings about organizational membership that they are willing to deny their own needs.

calculative membership

members weigh the benefits and limitations of belonging to the organization.

agent

person using the power

reward power

power based on an agent's ability to control rewards that a target wants

coercive power

power that is based on an agent's ability to cause an unpleasant experience for a target

legitimate power

power that is based on position and mutual agreement; agent and target agree that the agent has the right to influence the target

personal power

power used for personal gain

social power

power used to create motivation or to accomplish group goals

empowerment

sharing power within an organization

political skill

the ability to get things done through favorable interpersonal relationships outside of formally prescribed organizational mechanisms

power

the ability to influence another person

competence

the belief that one has the ability to do the job well

impact

the belief that one's job makes a difference within the organization

alienative membership

the members have hostile, negative feelings about being in the organization

expert power

the power that exists when an agent has specialized knowledge or skills that the target needs

influence

the process of affecting the thoughts, behavior, and feelings of another person

zone of indifference

the range in which attempts to influence a person will be perceived as legitimate and will be acted on without a great deal of thought

target

the receipient of the attempt to use power

authority

the right to influence another person

organizational politics

the use of power and influence in organizations


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