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Definition
| the ability to exert influence to control others or events, and the capacity to defend against the influence of others |
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| the type of power a person possesses due to his position |
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Definition
- reward power
- legitimate power
- referent power
- expert power
- coercive power
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Definition
| ability to provide others with rewards they desire in exchange for work you need accomplished |
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| power that is invested in a role or job position (often called authority) |
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Definition
| associated with the person, not the position |
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| normally associated with a person and closely with the rank or position, when a person has knowledge and skill someone else requires |
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Definition
associated with either a person or the rank attached to a person's position
power to force someone to do something against his/her will |
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Definition
| code of conduct about what constitutes acceptable behavior |
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| tendency to believe, behave and perceive in ways that are consistent with group norms |
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Term
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Definition
- friendship/liking
- commitment and consistency
- scarcity
- reciprocity
- social proof
- appeals to authority
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Term
| Commitment and Consistency |
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Definition
- foot-in-the-door
- lowballing (once offer agreed, other party adds unactactive details and you still follow through)
- bait-and-switch
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Term
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Definition
Hard-to-Get: rare
Deadline: limited time offer!
One-of-a-kind: unique |
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Term
| Psychological reactance Theory |
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Definition
| whenever free choice is limited or threatened, the need to retain our freedom makes us want it more than before |
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Term
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Definition
door in the face: large request made and denied, followed by a smaller request
that's not all: offer coupled with added benefits before you've agreed
foot-in-mouth: makes you feel like in personal relationship then you feel awkward about turning down request |
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Term
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Definition
repeated affirmations: people think something repeated is true
vivid examples: using a single vivid example
name-dropping: making associations with other important, well-known people |
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Definition
snob appeal:appeal to someone's sense of superiority
appeal to tradition: lie of asserting that something is right or good because it is old
appeal to novelty: lie of asserting something is better or more correct because it is newer |
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