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Chapter 13
Final Exam Study Guide
13
Management
Undergraduate 2
05/01/2010

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Cards

Term
Reciprocity
Definition
the belief that both good and bad deeds should be repaid in kind
Term
Social proof
Definition
role models and peer pressure are powerful
Term
3 Influence Outcomes
Definition

commitment;

compliance;

resistance

Term
Reward Power
Definition
obtaining compliance with promised or actual rewards
Term
Coercive Power
Definition
obtaining compliance through threatened or actual punishment
Term
Legitimate Power
Definition
obtaining compliance through formal authority
Term
Expert Power
Definition
obtaining compliance through one's knowledge or information
Term
Referent Power
Definition
obtaining compliance through charisma or personal attraction
Term
Empowerment
Definition
sharing varying degrees of power with lower-level employees to tap their full potential
Term
Participative Management
Definition
involving employees in various forms of decision making
Term
Organizational Politics
Definition
intentional enhancement of self-interest
Term
Impression Management
Definition
process by which people attempt to control or manipulate the reactions of others to images of themselves or their ideas
Term
Intentional Bad Impressions
Definition

avoidance;

obtain concrete rewards;

exit;

power

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