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Social power
Capacity to produce intended effects in others
Power property
Power is relational and depends on others
Obedience
Following orders from an authority
Authority effect
Legitimate authority increases compliance
Agentic state
Seeing oneself as instrument of authority
Milgram paradigm
Experiment showing high levels of obedience to authority
Obedience determinants
Proximity, legitimacy, surveillance, and setting affect obedience
Group obedience effect
Others’ behavior strongly shapes obedience
Power bases
Sources of influence within a group
Reward power
Control over positive outcomes
Coercive power
Control over punishment or threats
Legitimate power
Authority based on role or position
Referent power
Influence based on identification or admiration
Expert power
Influence based on knowledge or skill
Informational power
Influence through logic and persuasion
Power tactics
Strategies used to influence others
Hard tactics
Coercion and pressure-based influence
Soft tactics
Persuasion and collaboration-based influence
Unilateral tactics
Influence without input from others
Bilateral tactics
Influence through discussion and negotiation
Pecking order
Stable hierarchy of status in group
Expectation-states theory
Status based on perceived competence
Specific status traits
Task-relevant competence indicators
Diffuse status traits
General traits used to infer competence
Status generalization
Status carries across domains
Solo status
Being only member of category increases pressure
Iron law of oligarchy
Power concentrates in hands of few
Interpersonal complementarity
Dominance elicits submission
Power positive effects
Increases action, optimism, and goal pursuit
Power cognition effect
Improves focus and decision-making
Power resistance effect
Reduces conformity
Power negative effects
Increases risk-taking and unethical behavior
Power empathy loss
Reduces perspective-taking and compassion
Power distance effect
Increases social distance and distrust
Power overconfidence
Inflated self-views and control beliefs
Bathsheba syndrome
Misuse of power for personal gain
Approach-inhibition theory
Power activates action, lack of power inhibits behavior
Revolutionary coalition
Subgroup challenging existing power structure
Lucifer effect
Situations can lead ordinary people to harmful behavior
Influence internalization levels
Compliance, identification, and internalization