Org Behavior and Theory Exam 4

A response to influence tactics where the target agrees with and becomes committed to the request

• defiance
• resistance
• opposition
• Internalization

A form of organizational power based on authority or position

• Legitimate Power
• Positional Power
• Formal Power
• Informal Power

A form of organizational power based on expertise or knowledge

• Proficiency power
• Expert power
• Skill power
• Knowledge power

The degree to which people have alternatives in accessing the resources a leader controls

• Substitutability

• Leader influence
• Access control
• Resource dependency

The use of behaviors to cause behavioral or attitudinal changes in others

• mind control
• attitude adjustment
• behavioral therapy
• Influence

An influence tactic designed to appeal to one's values and ideals, thereby creating an emotional or attitudinal reaction

• Emotional coercion
• Idealistic manipulation
• Value-driven coercion
• Inspirational appeal

Both a conflict resolution style and an influence tactic whereby both parties work together to maximize outcomes

• Competition
• Compromise
• Avoidance
• Collaboration

An influence tactic in which the requestor offers a reward in return for performing a request

• Persuasion
• Exchange
• Bribery
• Coercion

An influence tactic in which the requestor clearly explains why performing the request will benefit the target personally

• Logical coercion
• Emotional manipulation
• Reasonable influence
• Apprising

An influence tactic in which the requestor attempts to use coercive power through threats and demands

• Persuasion
• Pressure

• Intimidation
• Negotiation