BUSI240 Quiz 4- Solution Manual Graded A+ Lastest Update 2025
centrality - Answers a contingency of power pertaining to the degree and nature of interdependence between the power holder and others
Charisma - Answers a set of self-presentation characteristics and nonverbal communication behaviors...
centrality - Answers a contingency of power pertaining to the degree and nature of interdependence
between the power holder and others
Charisma - Answers a set of self-presentation characteristics and nonverbal communication behaviors
(i.e. signaling) that generate interpersonal attraction and referent power over others as well as
deference to the charismatic person
coalition - Answers a group that attempts to influence people outside the group by pooling the
resources and power of its members
countervailing power - Answers the capacity of a person, team, or organization to keep a more powerful
person or group in the exchange relationship
dark triad - Answers a cluster of three socially undesirable (dark) personality traits: Machiavellianism,
narcissism, and psychopathy
impression management - Answers actively shaping through self-presentation and other means the
perceptions and attitudes that others have of us
influence - Answers any behavior that attempts to alter someone's attitudes or behavior
inoculation effect - Answers a persuasive communication strategy of warning listeners that others will
try to influence them in the future and that they should be wary of the opponent's arguments
legitimate power - Answers an agreement among organizational members that people in specific roles
can request a set of behaviors from others
norm of reciprocity - Answers a felt obligation and social expectation of helping or otherwise giving
something of value to someone who has already helped or given something of value to you
organizational politics - Answers the use of influence tactics for personal gain at the perceived expense
of others and the organization
persuasion - Answers the use of facts, logical arguments, and emotional appeals to change another
person's beliefs and attitudes, usually for the purpose of changing the person's behavior
power - Answers the capacity of a person, team, or organization to influence others
referent power - Answers the capacity to influence others on the basis of an identification with and
respect for the power holder
social capital - Answers the knowledge, opportunities, and other resources available to members of a
social network, along with the mutual support, trust, reciprocity, and coordination that facilitate sharing
of those resources
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