leerdoel 7 tm 14

• reciprocity


  door in the face technique
• consistency


  foot in the door technique
• consensus


  we decide what to do in a situation by looking to what others are doing
• liking


  we prefer to say yes to those we like
• authority


  behaving in accordance with the opinions, advice and directives of authority figures
• scarcity


  items and opportunities become more desirable when they become less available
• unity


  the more we perceive people are part of 'us', the more likely we are to be influenced by them
• normative influence


  reciprocity, consensus, consistency, liking, scarcity, unity
• informational influence


  consensus, consistency, authority
• base of power


  reward, referent, coercion, legitimate, expert, informational
• power that leads to independent change

  informational
• power that leads to dependent change with surveillance

  reward, coercion
• power that leads to dependent change without surveillance


  expert, referent, legitimate
• impersonal


  monetary, rewards, bonuses, promotions, threats of being fired or fined
• personal


  approval, disapproval or rejection
• legitimate position power


  social norm to obey to someone in a superior position
• legitimate power of reciprocity

  social norm we are obligated to reciprocate beneficial acts
• legitimate power of equity

  righting a wrong
• legitimate power of responsibility

  obligitation to help others who cannot help themselves
• positive 


  we do what we are told
• negative


  we do the exact opposite of what we are told
• hard base


  use economic & physical outcomes; more likely when control is formal, stable and illegitimate
• soft base


  use social outcomes; more likely when control is informal, unstable and legitimate
• evolutionary leadership theory


  preference for: tall, fit charismatic and male
• social role theory


  demographic characteristics predict who is seen as powerful
• non-verbal displays


  posture
• emotional displays


  angry - high power; sad - low power
• verbal display


  direct, frequent, loud voice
• formalized mechanisms


  elections, referenda etc
• informal mechanisms


  gossip, modesty
• power as opportunity


  to be free to do what one wants
• power as responsibility


  to take care of things