Chapter 14 ppt - POWER AND COMPLIANCE Sources: Devito,...

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POWER AND COMPLIANCE Sources: Devito, J.S., The Interpersonal Communication Book . Chapter 14 Gass and Seiter (2001) – Persuasion, Social Influence, and Compliance-Gaining , CHAPTER 11
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Today’s Goals What is Power? Types of Power Power and Compliance Compliance-Gaining Strategies Compliance-Gaining as Power Plays Dealing with Power Plays
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Power Definition: Power is the influence over another person’s behavior. If A has power over B, then A, by virtue of this power – through either its exercise or the threat of its being exercised – can control B’s behavior
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Types of Power Referent – B wants to be like A or identify with A Legitimate – B believes A has the right to influence or control B’s behavior because of A’s position (parent, boss, etc) Expert – B regards A as having knowledge/ expertise on a particular subject Information or persuasion – B attributes A the ability to communicate effectively
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Types of Power
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This note was uploaded on 08/26/2009 for the course SPC 103 taught by Professor Hayes,d during the Spring '09 term at Southern Illinois University Edwardsville.

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Chapter 14 ppt - POWER AND COMPLIANCE Sources: Devito,...

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