Robbins ch 11

Power comes from

• One's position in organization

• One's unique characteristics.

• One's money

• One's experience

Formal power comes from the ability

• to coerce

• to reward

• formal authority

• to manipulate

The bases of personal power are

• expertise

• respect

• admiration of

  others

• All of those three

• None of those three

Dependence is the key to power, and it comes from

• Importance

• Scarcity

• Nonsubstitutability

• All of those three

• None of those three

Ways in which individuals translate power bases into specific actions:

• Rational persuasion

• Inspirational appeals

• Personal appeals

• Ingratiation

• Logical thinking

The ability to influence others in such a way as to enhance one’s objectives

• Personal appeals

• Political skill

• Ingratiation

• Inspirational appeals

Activities that are not required as part of a person’s formal role in the organization but that influence, or attempt to influence, the distribution of advantages and disadvantages within the organization.

• Organizational politics

• Reality of politics

• Whistle-blower

• Political behavior

In defensive behavior, people tend to avoid

• being rejected

• being blamed

• taking action

• change process

Agreeing with someone else’s opinion to gain his or her approval is a form of ingratiation is one kind of impression management technique, called:

• Enhancement

• Conformity

• Flattery

• Exemplification

Doing more than you need to in an effort to show how dedicated and hard working you

are is an assertive impression management technique, called:

• Enhancement

• Conformity

• Flattery

• Exemplification