BA 304 Exam 3 Study Guide

BA 304 Exam 3 Study Guide - BA 304 Exam 3 Study Guide Read...

Info iconThis preview shows pages 1–3. Sign up to view the full content.

View Full Document Right Arrow Icon
BA 304 Exam 3 Study Guide Read ch 9 & 10; page 157-159 what mgr and emp want; table 9.4 p 258; p 261; p 284 I. The Influence Process- Social interaction; the process of affecting the behavior of others A. Agent-Target Relationship: Agent is the party exercising the influence attempt, and target is the party in which the agent is trying to influence. - The target, when in the process of being influenced, can rebel, ignore, or conform (compliance) B. Terms: 1. Power—The capacity to influence others; magnitude 2. Control—Extreme form of influence 3. Conformity—Engage in behavior for proper objective (that of the agent) 4. Uniformity—Engage in behavior for their own objective C. Influence Process Outcomes: Target conforms by the way of… a. Compliance—Punished or rewarded; requires surveillance b. Identification—Wants to establish a psychological relationship with the agent. Example is that you smoke because your dad did even though he said not to. c. Internalization—Conform because target believes behavior is congruent with their own values D. Power (types): 1. Reward —Agent has it when he/she has resources which are valued by the target 2. Coercive —Agent possesses resources which can cause the target to have unpleasant consequences 3. Legitimate --Agent possesses attributes which cause the target to perceive that the agent has the right to influence and target has to conform - Sources of legitimate power--- values (culture/unwritten rule), position, and designation (negotiator/representative) 4. Expert: Agent has valid knowledge that is useful 5. Referent: Personal attributes which cause target to be attracted to the agent and identify with the agent. Example is charisma 6. *** Legitimate, expert, and referent power are all psychological powers E. Susceptibility to Influence: The likelihood that the target will be influenced 1. Dependency: Increase in dependency with agent, the more the target will conform, rewards uniquely available ( + Dep + susceptibility) 2. Uncertainty: Increase in uncertainty, the more likely target is to be influenced (+ Dep + susceptibility) 3. Culture (org): If org represents harmony/cohesiveness target is more likely to be influenced. If dissent is emphasized, target less influenced and likely to follow orders 4. Personality Characteristics: High need for affiliation more likely to be influenced, low need means less likely to be influenced. - Low tolerance for ambiguity more influence
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
- More self esteem less influence, less self esteem more influence 5. Intelligence: Mixed results, intelligence is overrated and is driven by other characteristics F. Interactions between types of power - Coercive/Referent: More coercive power leads to diminishing of attraction and decreases referent power - Expert/Legitimate: Using/demonstrating expert power increases your
Background image of page 2
Image of page 3
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

Page1 / 6

BA 304 Exam 3 Study Guide - BA 304 Exam 3 Study Guide Read...

This preview shows document pages 1 - 3. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online