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ADM2336 - Ch8 Social Influence in Organizations

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Catherine Elliott

Social Influence in Organizations y In many social settings and especially in groups people are highly dependent on others y This dependence sets the stage for influence to occur y Two kinds of dependence sets the stage for influence to occur Information dependence y Reliance on others for information about how to think feel and act y Gives others the opportunity to influence our thoughts feelings and actions via the signals they send to us y The effects of social information can be very strong often exerting as much or more influence over others as objective realityEffect dependence y Reliance on others due to their capacity to provide rewards and punishment y The group frequently has a vested interest in how individual members think and act y Group members desire the approval of the group Social Influence in Action y One of the most obvious consequences of information and effect dependence is the tendency for group members to conform to the social norms that have been established by the group Motives for Social Conformity y The motives for social conformity vary across situations and can be classified as follows o Compliance prompted by the desire to acquire rewards the simplest more direct motive for conformity o Identificationidentify with those who promote the norm similar or attractive o Internalizationtrue acceptance of beliefs values and attitudes that underlie the normThe Subtle Power of Compliance y Compliance can lead to identification with group members which in turn leads to internalization y Simple compliance can set the stage for more complete involvement with organizational norms and rolesa process known as organizational socialization Socialization processby which people learn the attitudes knowledge and behaviours that are necessary to function in a group or organization
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