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Chapter 11

Using Interpersonal Influence Ethically

TermDefinition
INTERPERSONAL INFLUENCE practice of preserving or changing the attitudes or behaviors of others
POWER potential that one person has to influence the attitudes, beliefs, and behaviors of others
COERCIVE POWER potential to influence base on the ability to physically or psychologically hurt another
REWARD POWER potential to influence based on the ability to provide monetary, physical or psychological benefits that others desire
LEGITIMATE POWER potential to influence granted to a person who occupies a legal position of authority
EXPERT POWER potential to influence others based on the real or perceived command of a subject area with which other are less familiar but have a need to know
REFERENT POWER potential to influence based on having the respect and admiration of others
PERSUASSION art of skillfully and ethically influencing the attitudes or behaviors of others by crafting verbal arguments using reasoning, credibility and emotional appeals
REASONS statements that provide valid explanations or justifications for a belief or action
CLAIMS simple statements of belief or opinion
CREDIBILITY extent to which the target believes in this speaker's expertise, trustworthiness, and likability
COMPETENCE perception that the speaker is well qualified to provide accurate and reliable information
TRUSTWORTHINESS perception that the speaker is dependable, honest, and acting for the good of others
LIKABILITY perception that the speaker is congenial, friendly, and warm
COMPLIANCE-GAINING STRATEGIES simple verbal arguments designed to get people to act in a way they are not naturally inclined to act, which draw heavily on one component of persuassion
SUPPORTING EVIDENCE STRATEGY using influence messages that seek compliance by offering good reasons
EXCHANGE STRATEGY using influence messages that seek compliance by offering the target something he or she values if he or she complies with what is being requested
DIRECT REQUEST STRATEGY using influence messages that seek compliance by simply asking the target to comply
EMPATHY- BASED STRATEGY using influence messages that seek compliance by causing the other to emotionally identify with your situation
FACE- MAINTENANCE STRATEGY using influence messages that seek compliance through indirection as a means of maintaining face for the influencer, the target, or both people
OTHER BENEFIT STRATEGY using influence messages that seek compliance by identifying how complying will benefit the other person
DISTRIBUTIVE STRATEGY using influence messages that evoke negative emotions that can be neutralized by complying with the request
ASSERTIVENESSS act of sending messages that declare personal preferences and defend personal rights while at the same time respecting the preferences and rights of others
PASSIVE BEHAVIOR behavior in which one is reluctant or unable to state opinions or share feelings that are in one's interests to express
AGGRESSIVE BEHAVIOR behavior in which one state opinions or hsares feelings too strongly, in a manner that shows little regard for the situation or for the feelings, needs, or rights of others
FLAMING hostile interactions between internet users
CYBER STALKING use of information and communications technology, particularly, the Internet, to harass others
PASSIVE AGGRESSIVE BEHAVIOR behavior in which one exhibits aggressive behavior, but in a passive manner
Created by: jaymoni
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