People’s ability to relate well to others, self-monitor, inspire confidence and trust, and alter their reactions depending upon the situation they are in is

When someone tries to influence you by saying, “by the power vested in me…,” he or she is using __________.

(legitimation)

144. __________ ____________ is actively shaping the way others perceive you such as being concerned about your nonverbal and verbal behaviors.

(Impression management)

145. The ability to influence your boss and others in positions above you is ________ ________.

(upward influence)

146. People’s ability to relate well to others, self-monitor, inspire confidence and trust, and alter their reactions depending upon the situation they are in is ______________ ___________.

(political skill)

147. The visual map of relationships between individuals is a ________ __________.

(social network)

148. One of the key roles in a social network is a _________ ________, or people who are linked to the greatest number of people.

(central connector)

149. A ______________ ___________ is a person who connects one network to another within the company or even across organizations.

(boundary spanner)

150. In a social network analysis, ________ ______ are characterized by less frequent interaction with less emotional attachment, which are easier to maintain and thus people have more of them.

(weak ties)

SHORT ANSWERS

151. What is conformity? Give an example of an instance where people conformed.

Conformity is people’s tendencies to behave consistently with social norms. An example is the Abu Ghraib prison scenario where guards tortured prisoners when they were ordered to do so.

152. What is the relationship between dependency and power?

Dependency is directly related to power. To ascertain how dependent you are on someone you need to assess:

Scarcity or the uniqueness of the resource. The more unique your resource and the more difficult to obtain, the higher the level of power you possess.

Importance or the value of the resource. The more important the resource, the more power you have.

Substitutability or the ability to find another option that works as well. The fewer options available, the more power possessed.

The interaction of the three factors determines the level of dependence and power.

153. Identify two bases of power.

There are six bases of power:

Legitimate power coming from the organizational role or position.

Reward power coming from the ability to grant a reward like an increase in pay.

Coercive power which is the ability to take something away or punish someone for noncompliance.

Expert power comes from knowledge and skill.

Information power is similar to expert power but information power centers on the access to specific information.

Referent power comes from the personal characteristics of the person. Referent power is also called charisma.

154. Name two of the most commonly used influence tactics.

The influence tactics are:  

Rational persuasion using data, facts and logical arguments.

Inspirational appeals tapping into values, emotions and beliefs.

Consultation using an influence agent to ask others for help in directly influencing or planning to influence another person or group.

Ingratiation refers to different forms of making others feel good about themselves.

Personal appeal is helping another person because you like him or her and he or she asked for your help.

Exchange is give and take where if someone does something for you, you do something for him or her in return.

Coalition tactics refer to a group of individuals working together toward a common goal to influence others.

Pressure is exerting undue influence on someone to do what you want or else something undesirable will occur.

Legitimating tactics occur when the appeal is based on legitimate or position power such as “By the power vested in me….”.