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Chapter 10: Power and Influence in the Workplace

Horizontales
An agreement among organizational members that people in certain roles can request certain behaviors of others
A type of influence in which someone with higher authority or expertise is called on in reality or symbolically to support the influencer's position
The capacity to influence others on the basis of an identification with and respect for the power holder
The capacity of a person, team, or organization to keep a more powerful person or group in the exchange relationship
Any behavior that attempts to alter someone's attitudes or behavior
Verticales
The beliefs that deceit is a natural and acceptable way to influence others and that getting more than one deserves is acceptable
Any attempt to increase liking by, or perceived similarity to, some targeted person
The capacity of a person, team, or organization to influence others
Social structures of individuals or social units that are connected to each other through one or more forms of interdependence
A contingency of power pertaining to the degree and nature of interdependence between the power holder and others